Job Losses Caused by Unloading Delays

THE VEHICLE DEALER’S NEWS SOURCE MONTHLY MAGAZINE OF AUTOTALK.CO.NZ – VOLUME 9 | ISSUE 2 | MARCH 2018

Confidence for the road ahead.

Job losses caused Where did the bugs by unloading delays come from? ealers are getting on with the xactly how stink bugs got on job, despite the arrival of stink to the car carriers in Japan is Dbugs on car carriers from Japan Eunclear. causing havoc in parts of the automotive An industry source told Auto- industry. Talk there’s all sorts of possibilities, Those spoken to by AutoTalk about with the ships carrying used and the situation are doing their best to cope new vehicles, along with heavy with delivery delays. machinery. GVI general manager Hayden John- “There’s all sorts of accusa- ston says he’s aware the stink bug issue tions around,” the source says. has cost people in some parts of the “It could be on machinery like industry their jobs. cars, Johnston says. cranes and diggers working on “We’ve heard a few dealers and busi- The chief executive of 2 Cheap Cars construction sites and farms. nesses in some regions, such as panel Eugene Williams says his business has “It could be new vehicles that beaters and compliance shops, have been hit by the delays. are manufactured and sit around lost staff.” “We’ve had millions in stock delayed for quite a while. Thankfully, GVI has been unaffected on affected ships.” “It could be used cars or it in that regard, he says. Sales and stock levels are still good, could be the vessels themselves.” “We’re getting some relief now but thanks to other ships landing, although AutoTalk understands testing is four weeks is a long time for people who the company’s been keeping a close underway to find out where the are not geared up to wear something eye on the situation. bugs have come from. like this.” Williams says the problem has meant As the magazine went to print, GVI has a number of vehicles on the an increased workload for his accounts the Tokyo Car was undergo- delayed ships, including several electric Continued on page 6 ing a staged unloading at Ports of Auckland, with the Sepang INSIDE Express next in line. AdTorque Edge expands into NZ 4 It’s understood the Courageous Dealers learn about anti-money laundering 7 Ace and Glovis Caravel are head- It’s results time again 11 ing to Singapore to be treated be- Turmoil for import market 26 4 7 fore returning to New Zealand.

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2 | AUTOTALK MARCH 2018 | www.autotalk.co.nz NEWSTALK Growers thank AutoTalk Magazine and autotalk.co.nz are published by Auto Media Group 8/152 Quay Street, Limited. P.O. Box 10 50 10, dealers for patience Auckland City, 1030. Ph. 09 309 2444. GROUP EDITOR he discovery of brown marmorated Zealanders and accepted the inconvenience, AUTO TRADE TITLES stink bugs on vehicle carriers from Mourits says. Scott Morgan TJapan has caused huge disruption for “Many sell vehicles into the horticulture 021 240 2402 importers. sector and understand the value of the sector [email protected] As a result, the team at Bay of Plenty- to the region.” based Kiwifruit Vine Health (KVH) has taken A new report prepared by the New Zea- MANAGING EDITOR the opportunity to personally thank ap- land Institute of Economic Research for Hor- Richard Edwards proximately 30 dealers in the area for their ticulture New Zealand shows if the bug gets 021 556 655 patience. in GDP could fall between $1.8 billion and [email protected] $3.6 billion by 2038, and horticulture export value between $2 billion and $4.2 billion by 2038. ASSISTANT EDITOR Geoff Dobson KVH also took the chance to provide 021 881 823 information about the bug to dealers, who [email protected] were asked to pass pamphlets on to their car “We acknowledge that groomers. They were also issued a hotline the turning around of the number (0800 80 99 66) to report any finds. BUSINESS MANAGER Peter Mourits car carriers would have Staff such as car groomers could find the Dale Stevenson 021 446 214 an impact on their business and we appreci- bugs which like to hide in dark, confined [email protected] ate their support and understanding of our spaces, Mourits says. border biosecurity,” KVH operations manager Although KVH doesn’t plan to visit deal- ADVERTISING Peter Mourits says. ers outside the Tauranga-Te Puke area, it is ASSISTANT “Dealers have appreciated the visits from encouraging those around the country to Fran Da Silva 021 933 279 KVH. They were interested to learn more familiarise themselves with information about [email protected] about the brown marmorated stink bugs. the brown marmorated stink bug. Many of the dealers have vehicles on one or Information on the KVH website and MPI more of the car carriers.” website provides valuable tips on what to GENERAL MANAGER The dealers visited appreciated the im- look for when keeping an eye out for the Deborah Baxter 027 530 5016 portance of keeping the pest out for all New bugs. [email protected]

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Auto Media Group Limited makes every endeavour to ensure information contained in this publication is accurate, however we are not liable for any losses or issues resulting from its use. Annual subscription: $84 + gst ($96.60) Foundation sponsor Printed by: Alpine Printers.

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AUTOTALK MARCH 2018 | www.autotalk.co.nz | 3 NEWSTALK

Kiwi dealerships want more

ew Zealand deal- “When the customer ers want more than jumps into the funnel, we Nthey’ve been getting can tell how he got there. in the field of online market- “This is the tool that ing and other services, and Matthew Wales at Andrew AdTorque Edge plans to fill Simms uses every day to the gap. understand his custom- The Australian company ers and where they come has now opened in Auckland, from.” offering a “one-stop shop” for AdTorque Edge is al- services from building web- ready working with several sites through to analytics. New Zealand dealerships “We’ve set up camp here such as Farmers Auto Vil- to provide our full service lage in Tauranga, Andrew to the New Zealand dealer Simms in Auckland and the network,” AdTorque Edge Enterprise Motor Group. founder John O’Neill says. It also works closely with “One of the great things AdTorque Edge partners Gavin Cox, left, and John O’Neill. another Auckland company, here is the access to data AutoPlay, or other CRM and the willingness of deal- the customer journey has and not a dealership one. providers. ers to share, and been considered to “There are other possible “I’m really excited to be the willingness begin when they cross touch points - maybe an ad here,” O’Neill says. to do something the pavement into the in a newspaper or Google “Timing is everything and with that data.” dealership or make Adword or Facebook or pos- this is the time when Kiwi O’Neill says contact by phone or sibly all of those things. dealers need the services something email. “We measure the custom- that AdTorque Edge can AdTorque Edge “For us the customer ers’ journey - whether it’s by provide.” does well is map- journey starts way social, digital or traditional Email Gavin Cox ping the custom- AdTorque Edge’s back, maybe beginning media - to ensure the biggest at gavin@adtorqueedge. NZ national dealer er journey. consultant James with a response to a return for the dealer’s spend, com for more information on “Up until now, Hendry. brand advertisement to optimise their campaigns. AdTorque Edge services.

ship, O’Neill bought out STW A Kiwi prodigal son returns and renamed the business AdTorque Strategic Services. Kiwi high flyer in the 1980s for the United King- marketing general manager Last year AdTorque automotive sales mar- dom where he worked in for Subaru Australia. Strategic Services and Edge Aket of the 1980’s who sales management roles for In the late 1990s O’Neill Online Consulting merged to went on to become a mover both Lancia and Fiat. joined the Politis Group become the largest supplier and shaker in Aussie vehicle Returning to Auckland in as dealer principal for the of marketing solutions to sales, advertising and finance 1982, O’Neill joined Torino Thompson Automotive the automotive industry in is back in New Zealand, of- Motors, then owned by Colin Group in Sydney and then Australia. It has since opened fering specialised marketing Giltrap and Hugh Berry. took up a general manager’s offices in Singapore, Manila services to Kiwi dealerships. For the next eight years he role at the Ford-backed and now Auckland. He is John O’Neill and his worked across all the brands Retail Joint Venture, which During the early 2000s, company AdTorque Edge is including Fiat, Lancia, Ferrari, comprised 22 Ford dealer- O’Neill also launched the spearheading changes in the Hyundai, Saab, Scania and ships in Sydney. global finance renewal plat- way Kiwi car dealers do busi- Iveco. In 2003, he founded STW form Chrysalis to the Asia/ ness in 2018. He acquired New Zea- Automotive Advertising as Pacific market. It is now at the O’Neill has been in- land’s largest Mitsubishi a joint venture with Aus- forefront of retention in the volved in the auto industry dealership in the 1990s with sie advertising guru John automotive finance space, for almost 40 years and is Richard Holden, before go- Singleton’s STW business, working with global automo- passionate not only about it ing on to head up the New providing marketing solutions tive brands, finance compa- but mostly about the people Zealand Subaru business. specifically for the automo- nies and banks. who work in it. Then he moved with tive industry in Australia. For more on AdTorque He left New Zealand in the Inchcape PLC as sales and After a three-year partner- Edge see page 10.

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Job losses caused by unloading delays

Continued from page 1 “We can manage for now with our As a rule, DNA doesn’t lay off staff team as they deal with the shipping stock currently in the country. Cars off when issues such as this crop up, he companies to find out what’s going on those ships have already started show- says. with the vehicles. ing up on our yards anyway so we don’t Turners Group chief executive Greg DNA Motors director Dmitry May- see much of an issue there. Hedgepeth says his organisation hasn’t orov, who has three dealerships in “Delays are expected though, as the been hit hard by the stink bug issue, Auckland, says the delays haven’t been a entire supply chain is becoming over- with only about 10% of its stock being major problem. loaded.” imported directly from Japan. But it’s likely some of the growing turnover in Turners stock is a result of the delays caused by stink bugs, Hedgepeth says. “Some of the dealers out there have been looking for stock. We’ve got stock for them to buy, which The New Zealand Automotive Industry’s software provider of choice fills the gap, while the other stuff is held up.” Hedgepeth hopes the situation is sorted out sooner rather than later. “The good thing is everyone is working together to solve the problem. 35 Years “On that front it’s probably af- 3,000 Clients fecting the small operators who 10,000 Users can’t be wrong! operate on a day-to-day, car-to- car arrangement.” Automotive & Industry IT Hedgepeth also suspects the delays have hit the new car market harder than the used car market. ADP Autoline: The world’s most popular Dealer and Distributor “People looking for used cars Management System from the world’s largest provider. generally have a look around and buy something. “But with new cars people have often ordered the red one with the NZ’s most installed and fastest growing Dealer and sun roof. Nothing can be done to Fleet Management System with over 400 installations. appease those people.” DEALER MANAGEMENT IT However, Armstrong Motor Group managing director Rick Armstrong says the stink bug issue NZ’s acclaimed Workshop Management System runs 50% of has had minimal impact on his independent motor industry service and repair businesses. business. AUTOMOTIVE SERVICE IT “It’s predominantly affected our Subaru dealerships in Christchurch and Wellington and our Nissan dealership in Wellington. TSI Group’s own computer hosting and cloud services division, and “Overall, it hasn’t had a big NZ’s largest automotive industry specialist IT services company. impact on us to date. My view is it’s short term pain.” And it’s an opportunity to clear proudly exports Kiwi know-how and expertise to the world with clients in 24 countries. some of the stock already in the country, he says. “The trouble is New Zealand always carries too much stock. For a small country, there’s a hell of a lot of cars coming in. “There’s definitely a bubble of Contact: Paul Wilkinson [email protected] 09 5832482 0274475514 vehicles coming in, from ex-rentals to used imports.”

6 | AUTOTALK MARCH 2018 | www.autotalk.co.nz NEWSTALK

Dealers brush up on anti- money laundering changes

orkshops around “It’s not up to them to do the country have anything beyond that. Then Wbeen helping deal- the information goes to the ers get ready for law changes New Zealand police. that will require them to re- “They’re all threads of port suspicious transactions. information that come From July 1, 2019 dealers together. It gives police, IRD and several other profes- or Immigration the informa- sions will have to report cash tion they need to go after transactions over a yet-to- somebody.” be-determined threshold And it’s not a theoretical and will be encouraged to problem, with previous po- report suspicious activity. lice operations discovering Drug dealing, child money had been laundered pornography, tax evasion through second-hand motor and anti-terrorism meas- Erin Mills and Lyn McMorran. vehicle sales, McMorran says. ures are all crimes that can rest both possibilities. However, she empha- “They would go around encourage money launder- Dealers who attended the sised dealers only have to and buy small, low-value ing, dealers were told at the sessions had mixed reac- start the process by report- vehicles with cash and trade workshops run by Protecta tions, she says. ing suspicious behaviour. Continued on page 8 Insurance and the Financial “Some don’t want to jeop- Services Federation. ardise a sale. But they’re not Protecta national training telling the customer they’re manager Erin Mills says the reporting them.” workshops are a great way Financial Services Federa- of getting information out to tion executive director Lyn the dealer network. McMorran says suspicious “It’s about educating them behaviour can take many to know it’s okay to report forms. anything suspicious. “It’s not just high-end

“A lot of our dealers vehicles. Suspicious activ- already have policies where ity could include turnover they won’t take more than of a number of low-value $1000 or $2000 as a deposit. vehicles to get the money in “It’s all about process and the system. about them understanding “We’re not necessar- why it’s important to adhere ily talking big wads of cash. to the new legislation. Other activity could be in- “It’s a really serious busi- herently suspicious anyway.” ness we’re talking about.” McMorran says some deal- The consequences for ers were a bit surprised they’d ignoring the legislation could have to report taking cash be serious, with fines or ar- over a certain threshold.

AUTOTALK MARCH 2018 | www.autotalk.co.nz | 7 NEWSTALK

Dealers brush up on anti-money laundering changes

Continued from page 7 “It’s good to have a chat in a group people paying cash for vehicles. them in. setting with everyone to find out how “It’s case-by-case. Sometimes we’ll “They don’t care there’s less money they handle cash payments. take a small deposit.” in trade-ins. Their primary thought is “There’s different things to look out If someone wants to pay thousands to make the money look legal. for, different scenarios you wouldn’t in cash, one option is to ask them to “No one questions those lower val- think about. deposit it in the bank and return with a ues. If enough dealers report it, it starts “There was advice on ways to handle bank cheque, she says. painting a picture.” people paying with cash for vehicles “If it’s a bank account, it’s much Cockram Nissan business manager and ways people try to clean up dirty easier to transfer it over. Extra security is Alice Brydon of Christchurch found the money.” needed when holding large amounts of workshop useful. Her dealership doesn’t get a lot of cash. There are better ways to go.” In her experience, used car Mark your dealerships have a higher per- centage of people buying with cash. territory Factors that with our Turbo package. could warrant a suspicious activity report:

• Last-minute changes in settlement such as changing the bank account providing the TO funds for the asset. UK NZ • Customers whose invest- AS EASY AS ment and lifestyle appear to be unrelated to their occu- pation. • Customers requiring complicated, multi-person or multi- 1-2-3 account payment structures. Need to get your vehicle shipped to New Zealand from the UK? Likewise, companies with That’s no problem at all with McCullough at your side with our easy complicated corporate struc- 1-2-3 step, streamlined shipping process. You tell us what you tures with offshore jurisdic- tions. want. We’ll have it picked up, packed, shipped (handling all relevant Stand out. Display extra X marks the spot. More options. Show Communicate your documentation) and delivered to your door. Fast and efficient • Customers for whom verification of identity proves dif- branding on your listing Pinpoint your yard on a buyers what else you have dealership and team’s ficult and who are reluctant detail page and Extended location map. in stock. strengths with additional to provide full details. Showroom. contact numbers. // Full shipping and logistics packages • Funds due to them (which available including: might be the result of a re- - 20% VAT refunds available fund due to overpaying) paid - UK internal logistics into an account that is not - Total ocean freight their own. - Full NZ clearance & delivery The first 20 dealers to sign up to the Turbo package using the promo code MYT03 get a free month long Super Feature, - Marine insurance cover • Early payments in large sums valued at $249 +GST.* Contact your Account Manager or email us on [email protected] today. // Access to sourcing agents & suppliers meaning the vehicle is paid off much quicker than first // Foreign currency and transaction facilitation services available Talk to us today indicated. // Advise on NZTA approval & compliance • Changes in settlement details MATT MCCULLOUGH // Proven systems to ensure quality & service at the last minute, including [email protected] address, names and bank ac- // Experienced in the UK market +64 9 303 0075 | +64 274 400 734 counts.

*Super Feature must be activated on the same day as your Turbo package. 8 | AUTOTALK MARCH 2018 | www.autotalk.co.nz Mark your territory with our Turbo package.

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Marketing agency with an automotive focus

Continued from page 4 manage their online spend. from its Australian base into the New ith the growth of online What few will have is experience Zealand market. marketing and the surround- and focus on the automotive market. It is the combination of two industry- Wing service industry, dealers That’s one of the key differences leading companies, AdTorque Strategic are likely to have many firms bidding to with AdTorque Edge, now expanding Services and Edge Online Consulting. Services span not only new digital spaces but also legacy print and direct marketing. The company offers dealers a range of services to better market themselves to customers, from planning, strategy and creative through to website design and development, analytics, analysis and modelling. Dealers receive a dedicated account manager who provides full

• Motor Vehicle Insurance ADTORQUE • Lumley Underwritten EDGE visibility on all spending. Planning • Fast-Flexible-Effective Motor Vehicle Insurance and design staff work with the dealership advising on the best designed for Dealers and their customers strategy and working closely on the creative. Unlike some services, dealers • All Licence types catered for and Histories are only billed for the audiences reached. Targeting is fine-tuned, looked at based on geolocation, data and device type. Tracking is provided using • Weekly/Fortnightly and Monthly payment industry-leading services, such as Google Analytics, Sizmek and Wild options for your customers Jar, on a real time basis. Using one agency to provide • NZRA (NZ Roadside Assistance) Drive Away all marketing material makes it Insurance easier to align material to one design - for example, maintaining the same look across a print ad, website, mobile devices and social media market. INSTANT QUOTE & COVER SERVICE 24/7 AdTorque Edge can also use its experts to design and control a PH 0800 111 801 dealership’s social media presence for maximum lead generation. Or ONLINE QUOTES www.gocover.co.nz The “Edge Review” tool also allows customer reviews to be Drive Away with peace of mind CALL US TODAY displayed on the dealership’s website.

10 | AUTOTALK MARCH 2018 | www.autotalk.co.nz NEWSTALK

It’s reporting time again

t’s the time of year when publicly Lending boosts gains up $2m or 7% listed companies release their half- Marac Finance’s parent company from the same Iyearly profits. Here is a selection of Heartland Bank’s half-yearly after-tax period in the results from big players in the automo- profit was strengthened by impressive previous financial year. tive industry. growth in motor vehicle loans. Loans on its motor vehicle ledger Heartland’s profit was $31.1 million jumped 15% or $62 million to $886.3m. Colonial profits up for the half-year ended December 31, Continued on page 12 The Colonial Motor Com- pany’s half-yearly after-tax profit to December 31 has jumped 15.9% to $11.9 million. Growth in heavy truck sales and volume from its Kenworth and DAF brands was one of Why are dealers the key factors behind the result, says a company statement released on the NZX. But a slowing growth rate switching impacted on the profitability of its new car dealerships, which include Ford and Mazda. to IBC? “The car dealerships trading profit was lower than the record result a year earlier but

above that achieved in both 2015 and 2014,” the statement said. Large selection of fresh vehicle purchased by IBC buyers experienced with “Segment shifts within the the NZ market. Vehicles can be purchased in JPY, NZD or NZD with GST. market continue with the es- Fixed price compliance available tablished pattern away from sedans and hatches into SUVs and light commercials. Communicate with and receive fresh stock oers daily from IBC. “This trend affects Ford and Mazda differently. Mazda is Bidding at Japan auctions through iDirect is easy with IBC’s mobile app. strong in the important SUV Experienced sta are available to manage your bids, provide feedback on segment, while Ford is suc- vehicle condition and ensure a hassle-free buying process. cessful in the light commercial sector.” Comprehensive Vehicle Inspection Report sent to you for every vehicle Looking ahead, the compa- purchased, giving you full knowledge of vehicle condition. ny predicts the total new vehicle market will keep growing. NZ-based IBC sta ready to provide complete post purchase services when It says it has strong forward you need them. orders for heavy trucks. “However the pace of growth has slowed from a For more information, call (09) 257 0050 year ago and business confi- WWW.IBCJAPAN.CO.JP www.autofile.co.nz 13 dence is more cautious.”

AUTOTALK MARCH 2018 | www.autotalk.co.nz | 11 NEWSTALK

It’s reporting time again

Continued from page 11 Hyundai. we’ve seen a stronger re- Overall, its lending book But it’s not all posi- covery in business and rental increased by $237.2m to tive news as the Australian markets than we’ve seen in $3.8 billion, with strong per- Securities and Investments private,” McConnell says. formances from its personal Commission applies its loans, reverse mortgages tightening regulations over Expectations exceeded and Harmoney online lend- million) operating net profit the financial and insurance Australian parts retailer ing business. before tax – down slightly industries, which affected the Bapcor’s expansion into “Looking forward, un- by 4.1%. Group revenue was company’s add-on insurance the New Zealand market derlying asset growth is A$2.87 billion (NZ$308 bil- commissions. via its acquisition of Hellaby expected to continue, with lion). Managing director John Holdings’ former businesses strong household, business The company’s solid McConnell says the full ef- seems to be paying off. and rural volumes projected returns come courtesy of fects of the clampdown are The New Zealand arm, through execution of Heart- its acquisition of the Hunter yet to be seen. which includes the likes of land’s strategy,” the company Motor Group in Newcastle, “Restricted and tightened BNT, posted an after-tax said in a statement on the Australia, with brands Honda, lending have already hap- profit of A$15.6 million NZX. Volkswagen, Subaru and pened but legacy impacts are (NZ$16.5 million) in the six Isuzu Ute, plus Essendon yet to be seen,” he says. months ended December AHG’s solid returns Ford and Mitsubishi dealer- “We write sensible rates 31, BusinessDesk reports. Automotive Holdings ships in Melbourne, and the for people and we’re not Its overall revenue was Group (AHG) has presented 51% stake it now holds in firmly in the sights of regula- A$148.2 million (NZ$ 159 strong growth figures in its Carlins Auctions. tors because we deal with million), accounting for automotive business for the It also recently boosted customers who are quite first half of the financial year its New Zealand portfolio savvy and we set achievable 2018. of dealerships to nine after rates.” It managed an overall acquiring Auckland Motors The company has also yet A$40.7 million (NZ$40.3 Mitsubishi and Manukau to confirm the securing of its refrigerated logistics business about 22% of group earnings by Chinese company HNA, and 24% of sales. saying it expects to finalise “Bapcor New Zealand the sale by the end of June. performed very strongly in McConnell describes the half year and in New Anywhere. Anytime. the improving market in Zealand dollar terms, re- Western Australia as another corded revenue growth of Your most important dealership information jubilant windfall for the 8.4% and ebitda growth of accessible from any desktop, tablet or mobile company. 28.5%, compared to Hellaby’s device. Faster. Easier. Smarter. “It is particularly pleas- reported result for H1 FY17 ing to note the broad levels excluding Hellaby corpo- of increased consumer and rate head office costs,” chief business confidence in the executive Darryl Abotomey WA market,” he says. says. He also points out 2018 “Bapcor New Zealand’s has started strongly, with largest business, the BNT plenty of energy in the auto- trade business, achieved motive sector. same-store sales growth of “Some of the January- 8.5% reflecting the success February market is quite of organisation changes, good at the moment... lots range expansion and market of action, plenty of brands growth.” advertising,” he says. Bapcor bought Hellaby for Although private con- $352 million and delisted it in sumers continue to deliver 2016. the better profits, there has been uptake from business All the HOT NEWS buyers. every day as it 0800 623 687 “We will enjoy slightly happens www.motorcentral.co.nz higher margins from private autotalk.com.au/subscibe buyers than fleet buyers, but

12 | AUTOTALK MARCH 2018 | www.autotalk.co.nz DEALERTALK

Simplify launches Recommendr ™

ne of New Zealand’s largest with consumer expectations.” automotive finance brokers is He says the system allows people Ofurther growing its presence, to shop in a way that suits their mod- offering more than just finance to its ern approach and reduces the buying customers. process from several days or hours to Simplify also assists in the sourcing of under an hour. vehicles through its dealer contacts. It The intention is to work with deal- works with dealers to get the customer ers - not work against them. the best car that suits their needs and “We are not a dealership, we are not manages the process to make it seam- taking market share from anyone,” he less for customers. explains. “We are just providing a service It can also arrange test drives, trade- that allows people to buy a car through ins and even delivery of the vechicle, so their mobile.” the customer doesn’t have to visit the The intention is to act as a partner dealership. to dealers, particularly those that may Head of innovation Rob Chamber- to continue to innovate to keep up with not have their own developed finance lain says a new tool, Recommendr, is customers and the way they shop in the business. set to simplify the process even further. modern world. “We have got dealers who under- The website tool runs through a series “The way the market is working with stand we are bringing them business, fo questions that assist in identify- modern buyers, Millennials, etc., cur- and they sell more cars without having ing models. A Simplify agent will then rently, is not very sophisticated,” Cham- to do much” he says. respond to them with recommended berlain says. “The buying journey has Simplify is focussed on consumer vehicles that suit their needs based on changed in many other industries such finance and improving the way people their data model and system. as finance, retail, travel and car buying can buy their next car and at this stage Chamberlain suggests industry needs lags behind and needs to be more inline does not offer floor plan products. Metro Christchurch gets Smart

hris Nichols is getting Specialists in Smart at his Metro pre‑shipment inspections CChristchurch dealership. in Japan & UK In fact, he’ll have even  Full border inspections more Smarts soon – that’s as in the Smart Fortwo (for two  Authorised MPI inspections people) electric drive car. Chris Nichols The third-generation  Authorised NZTA inspections Smart electric drive (ED) has Japan, he always keeps an a 55kW electric motor with a eye out for them.  Odometer verification 17.6kWh battery pack. The Smart EDs are suit- Metro has three of the able for Type 2 charging,  Pre-export appraisal Smart EDs – plus a fuel one, similar to a Nissan Leaf, so which feature alongside they can be charged up at  Vehicle history reports other electrics, hybrids and home or at supermarkets petrol cars at the Upper Ric- like New World. carton dealership. They take about four The yard has only had hours to charge fully, ranging about four Smart electric cars from about two hours on a before now and a few petrol medium charger to seven ones as well. hours on slow. JEVIC NZ Nichols says although few The Smart electric (the Smarts come up for sale in Continued on page 15 09 966 1779 www.jevic.co.nz

AUTOTALK MARCH 2018 | www.autotalk.co.nz | 13 NEWSTALK

Aussie importers won’t go quietly

ussie Importers are servicing and repairers. threatening to “rat- “We want to offer and cre- Atle the cage” when it ate jobs but we’re about to comes to new vehicle laws. lose over 1000 jobs,” AIMVIA The Australian Imported vice-president Kristian Ap- Motor Vehicle Industry As- pelt says. sociation (AIMVIA) says it “We’re being pushed into a refuses to be ignored when position where we may need it comes to the Department to become adversarial and of Infrastructure’s proposed rattle the cage to get what changes in the Road Vehicle we’re after.” Standards Bill. The association continues brought in before the 25- has had sub-clauses added AIMVIA and its members to lobby the department, year mark,” Appelt says. which will make things easier want the fed- advocating for small “The logic behind having for us, allowing factory- eral government to businesses which could to check chassis numbers tuned variations on a model “prove it” when it be squashed out of on 25-year-old Nissan R32 to be allowed.” comes to supporting contention if the cur- GTRs which don’t compete Despite the concerns, small business rent version of the Bill against a new Australian- Appelt says infrastructure It says the Bill passes unchanged. delivered GTR ... once a car minster Paul Fletcher has threatens 132 AIMVIA vice- “We’ve only asked stops being sold in Australia, been making considerations president workshops, up to Kristian Appelt. for one thing really - we should be allowed to for importers. 40 businesses and for relaxation of the bring it in as long as it meets “The minister is actually affiliated logistics operators, current rule that a model the SEVS criteria,” he says, listening to us on this one shipping lines, tow trucks, sold in Australia can’t be referring to the Specialist and has been quite recep- Enthusiast Vehicle Scheme. tive. They have a brief to not “There’s no reason why exert any pressure on small we should be restricted; we businesses which helps. don’t compete against new “In its current form cars. Dealers won’t be selling however, if it (the Bill) goes new stock against us.” through, we’re in strife Appelt says AIMVIA’s an- - we’re expecting a three- an independent choice nual meeting raised prob- quarter shrinkage of dealers lems with the definition of and workshops.” the term “variant” in the rarity AIMVIA says the Govern- Quest Insurance offers: criteria governing whether ment needs to consider the Mechanical Breakdown Insurance a vehicle is allowed into the prospects for small business – backed by AA Roadside Assist country, as well as the ad- if they close the wharves to ditional costs expected to be vehicle imports. Comprehensive Motor Vehicle Insurance lumped on small businesses. “The irony is you’ve got – including learner and restricted license cover. “Every model variant a Government wanting to Weekly, fortnightly & monthly instalment options now has to be listed separately, improve safety and emissions available to match your customers pay cycle meaning a separate listing but the first things import Guaranteed Asset Protection and new application for ev- vehicle dealers will do is ery variant is required, which become classic car dealers Lifestyle Protection Insurance needs re-applying for every selling cars far more than 25 two years. years old with huge emis- “Each time this will cost sions and zero safety,” Appelt $600-$800 where it was says. once free. “It will backfire on them if “Even then, you’re not there’s no compromise.” guaranteed to get a pass One key loophole set to If you are a forward thinking motor vehicle trader, or financier, verdict and it’s a bit rich tighten is the ability to ship looking for a trusted vehicle insurance partner, call Quest. when we have to do all the relatively late-model people- research for the vehicle. It’s movers under the guise of Contact: Simon Moore ph. 021 149 2266 a huge time impost on busi- becoming specialty camp- e: [email protected] nesses and the department. ervans. “The definition of ‘variant’ Continued on page 15

14 | AUTOTALK MARCH 2018 | www.autotalk.co.nz NEWSTALK

Continued from page 14 place, you’d argue it’s not as strategies,” he says. are working through these “All the noise about Nissan competitive as it once was. “The United States is the things as best they can; it’s Elgrands and campervans etc “Even the Australian biggest problem because just difficult finding people happened because import Competition and Consumer they consider less than 1% around the world to do it.” dealers were squeezed too Commission (ACCC) came [asbestos] to be asbestos- Appelt describes one tightly, leaving them with out in favour of the two free. So we could fit pads unique situation with a cus- such a narrow range of ve- Castalia reports, a produc- from the US but they could tomer. hicles to choose from, they tivity commission report and still be considered banned “I have a guy trying to either had to get creative a competition review, and and get picked up here. bring in a 1968 Mazda Luce with the legislation or their we’ve had conversations “In Japan, for comparison, which has tested positive in businesses would fold. with Canberra’s politicians it’s a bit of a problem. In the the brakes and clutch,” he “I think we’re being who’ve said this isn’t a logi- US you can take the brakes says. ignored - there’s a lots of cal response, it’s a political out and put [the vehicle] in “It’s an exceptionally rare smiling and nodding but not one.” the container but in Japan car and they’ve basically had a lot of action, which is a Another highly political it’s roll-on roll-off and you to make brake pads from shame because we’ve devel- issue for importers is dealing can’t really do that without scratch to fit.” oped a pretty good relation- with low-level asbestos in brakes. The current atmosphere ship with the minister.” imported vehicles. “It pays to do the re- of shutting out import deal- AIMVIA figures show that, “AIMVIA is just after pre- search but as always, it ers could be self-defeating, of the 840 vehicles currently dictability and consistency forces up prices for import- he says. on the SEVS eligible regis- because right now, you send ers and the consumer pays.” “Dealerships are forget- ter, just 20 vehicle models a car to one port and get Appelt says some regular ting they too can bring in were imported in numbers certain things allowed and shippers out of the US have cars and access all the same exceeding 20 units in 2014. then another port says you developed solutions such as things we can – and we’re Appelt says that doesn’t can’t come in and you find quarantine and providing Na- not trying to block them pose any significant threat to the process is completely tional Automotive Dealership from bringing in and selling new dealers. different,” Appelt says from Association (NADA) approved cars. “Dealerships are not the first-hand experience. testing which is often suc- And anyone who thought mum-and-dad dealerships Importers have had to cessful. AIMVIA would dissolve in they once were; many are adapt to various country’s “It comes down to what the wake of the new laws is large corporate entities nuances, which means doing the regulators consider ‘suffi- mistaken, Appelt says. buying up multiple dealer- plenty of homework. cient assurance’ - that you’ve “It’s not our intent to be ships and casting a wide “From the most common made appropriate efforts to a one-issue group - we’ll net, so when they talk about countries that cars are com- remove all traces,” he says. remain operational once the competition in the marketing from, we’re developing “The various shipping lines new RVS Bill passes.

Metro Christchurch gets Smart a Mitsubishi i-MiEV electric and the Smart’s range is bet- Continued from page 14 and says the electric version It has plenty of zip – it’s ter. two-seater hatchback provides an alternative to able to hit nearly 100kmh in It is among about 20 EVs is made by Daimler AG’s other EVs on the market. just over 11 seconds and is Nichols is bringing into his Smart division – hence the The near-new cars are likely to reach a top speed of yard - most of them are name) has a range of around quite a bit cheaper too, at 130kmh. Nissan Leafs, and there’s a 120km-140km. around $18,000 to $20,000. Safety is good too. The couple of I-MiEvs. It’s primarily designed for The Smart EV is easy Smart has a high safety rating Metro was started by urban driving. to drive, with dashboard- and front and side airbags are Nichols’ dad Colin in 1972. The Smart’s beginning is mounted gauges clearly included. He’s now retired although he attributed to Swatch watch showing battery power and “They’re ideal for Christch- still helps with the driving and inventor Nicolas Hayek energy use - the latter a bit urch city as it’s mainly flat other work. who wanted a fuel efficient, like a rev counter. and everything is within a Sons Chris and Phil- environmentally responsible Steering wheel paddles 30km radius,” Nichols says, lip have run the yard at its small car that would fit in provide three modes of adding that Christchurch has Blenheim Rd location since small parking spaces. regenerative braking. a high interest in EVs, par- 2000. Now marketed in more Stalks for the lights, wipers ticularly as the Christchurch After leaving university than 46 countries, the Smart and other functions are sim- City Council is encouraging at 19, Chris went to live in is especially suitable for ple and within easy reach. their use. Japan in 1992. He stayed for empty nesters and senior folk The two high-backed He says the Smart ForTwo three years, buying cars for to get around town. seats are very comfortable appeals to people who like the yard back home. Now Nichols first saw the cars and there’s enough room in slightly quirky cars. he returns to Japan on many come up for auction in Japan the boot for the shopping. Nichols says his wife drives monthly buying trips.

AUTOTALK MARCH 2018 | www.autotalk.co.nz | 15 SHOWROOM NEW VEHICLE INDUSTRY AND PRODUCT NEWS ‘Emotionally charged’ roll- out for new Commodore

hen Holden New Zealand gave Kiwi journalists the chance to Wdrive the new Commodore last week, the hardest job had already been done. Marketing manager Marnie Samphier explained that dealers had been intro- duced to the new German-sourced car the week before in Queenstown, and, for some, it was a tough sell. “They love the car now and they really didn’t want to believe in the new car. It was emotionally charged.” But, she says, time in the driver’s seat turned the most important critics around, something Holden is hoping will happen with the public as well. with additional body cladding. It is also model, and reaching $67,990 for the “If you can get people into the car it the likely pick of the range and the flag- sporty VXR model. will sell itself,” Samphier says. ship for marketing purposes. “We are working with dealers on Lower models get four-cylinder Local tuning ways we can get people into dealer- power and front-wheel drive. The 2-litre Interestingly, Holden claims this car ships for test drives.” turbocharged unit puts out more power was under development for production A local campaign that will be bold than the outgoing 3-litre six-cylinder in Australia before local manufactur- and unapologetic is being built for the unit, at 191kW and 350Nm of torque. ing ended. It can be argued GM killed car. The six-cylinder drivetrain is only off rear-wheel drive, not the death of Although cars are arriving now, most fitted to Australian and New Zealand assembly. marketing will be deferred to give the versions of what is a global car and Local input is said to be extensive, Holden Equinox campaign, which has produces 235kW and 381Nm. especially on the Australasian-only six- just kicked off, some space. Both engines get a nine-speed auto- cylinder models. Holden doesn’t talk numbers, matic transmission. Holden vehicle development manag- though Samphier is hoping to maintain A 2-litre turbocharged diesel uses er Jeremy Tassone told AutoTalk.com. the volume of the old model. just 5.6 litres per 100km, with 125kW au at the Australian launch drivability Discussions are underway with rental and 400Nm on offer, and is paired to an was the focus for Holden engineers fleets, and the police have already be- eight-speed automatic. over the “fuel economy at all costs” at- gun taking delivery of their new genera- The ranges start with an LT, rising titude seen elsewhere. tion vehicles. though RS, RS-V, Calais, Calais-V and “Australians have grown up with VRX. Commodore and that’s meant we need Four or six We won’t go into too much detail to deliver something that’s great to The new Commodore range has on specification but notable features drive - that’s why we come to work,” been heavily discussed already, though include autonomous emergency brak- Tassone says. it is worth going over again. ing and lane keeping systems on all “It starts with the architecture and, Sourced from GM’s former Opel models, reversing cameras and Apple being brand-new, we can use the latest division in Germany - now part of the CarPlay and Android Auto on all mod- manufacturing techniques and materi- PSA group – rear-wheel drive has gone els, and heated and ventilated massage als. in favour of front-wheel drive or an seats, a 360-degree camera, adaptive “All-wheel drive and V6 was impor- advanced “Twinster” all-wheel-drive cruise control, dual-panel panorama tant to us but we’ve also got the premi- system. sunroof, adaptive LED headlights and um 2.0-litre engine from Europe. It’s the Holden is marketing the new model head-up display further up the range. best base engine we’ve ever had in the as coming in three different styles: a Prices are lower, opening at $45,990 Commodore - so we’ve got Europe’s liftback, a Sportwagon and a tourer. The – $4000 less than the current Evoke best engine as our base engine.” latter is a marginally raised Sportwagon – for the LT 2-litre four-cylinder petrol Continued on page 38

16 | AUTOTALK MARCH 2018 | www.autotalk.co.nz SHOWROOM NEW VEHICLE INDUSTRY AND PRODUCT NEWS The wave of Xs continues

MW’s X range now alloy wheels and adaptive makes up 48% of its cruise control. Bregistrations in New We are impressed by the Zealand so it’s completely way the X2 drives, with the understandable that new 20i providing ample per- high-riding models are com- formance. The new seven- ing thick and fast from the speed transmission is slicker brand. than most. The chassis is A new X3 has just arrived, firm yet the ride is good. It a new X4 is on its way and a would take an experienced new X7 will arrive next year. driver to work out this is a A fully electric version of the ride height and chunkier front-wheel drive vehicle. x3 is set for sale in 2020 - by lower body cladding. We love the look, with the the latest. A BMW roundel on the low roofline a real standout. BMW New Zealand C-pillar is said to be a nod to The interior is functional and managing director Florian the famous BMW CSL of the stylish although it feels a little Renndorfer says it’s the right 1970s. dated compared to the rest time to be expanding the X Two models are on of- of the car. range. fer initially: an sDrive18i optional M Sport’s track style. The 18i is priced at “We are convinced com- and an sDrive20i. Both are Also added to the model $60,900 and the 20i at ing now with a wider range front-wheel drive and use is a leather steering wheel, $70,990 - that puts it in line of X cars is the perfect fit a seven-speed dual clutch anthracite headliner, sports with the GLA and a little and the perfect timing.” transmission. suspension, sports front more expensive than the The subject of the day, The xDrive all-wheel seats with heating, 19-inch Q2. however, is the X2, which sits drive is expected to arrive in what BMW calls the UXL eventually and diesel is un- Dealer Principal segment. And it is a busy one der consideration. with sales up more than 70% The 18i is powered by This is a multi-faceted position which requires in-depth knowledge of all aspects of dealership operation as well as the last year. a three-cylinder 1.5-litre communication and negotiation skills to achieve manufacturer and What is UXL? Think turbocharged petrol en- Giltrap Group targets and KPI’s. Mercedes-Benz GLA and gine, producing 100kW Your role will include, but will not be limited to: Audi Q2. and 220Nm. The 20i uses a § Ensuring strong sales performance, teamwork and BMW already has one 2-litre turbocharged pet- accountability § Driving high performance and promoting overachievement small SUV offering, the X1 rol producing 141kW and across your team - two if you add in the Mini 280Nm. Fuel consumption § Meeting and exceeding sales targets, managing and Countryman on which it is is extremely low for the per- maintaining profitability based. formance on offer: 5.4 litres § Building and maintaining strong relationships with Manufacturers Even-numbered BMW of- per 100km and 5.9 litres per § Ensuring strong relationships across the industry and the ferings usually indicate sport 100km respectively. Group coupe versions of a model, Standard specification § Supporting, developing and implementing processes and though New Zealand prod- practices that ensure customer and client expectations are on the 18i includes 18-inch exceeded uct manager Tom Michael- wheels, LED headlights and § Developing and leading strategic initiatives to grow the son says the X2 is supposed fog lights, parking sensors business and achieve market share to something different. and a reversing camera, To be successful in this role you will have: “The X2 isn’t meant to be dual-zone climate control, § Proven business and financial management experience in a a baby X4 or miniature X6. satellite navigation, an auto- large dealership It is meant to be a unique matic tailgate and the BMW § General Management or Dealer Principal experience or a mix of sales, service and business development model with a character in its “Connected” suite of digital § Leadership experience for a minimum of 5 years own right.” services. Lane departure § Communication, influence, negotiation and relationship Instead of an angular warning, speed limit info, building skills coupe body, the X2 looks automatic high beam and § Strong PC skills/knowledge of CRM, DMS and other sales management systems more like a chunky hatch- collision warning with city back. To this journalist’s eyes, braking are also standard. it seems more like a mod- The 20i gets a new Please apply with a cover letter and CV to Rachel Kirkland, Executive ernised and chunky 1-Series “M Sport X” styling pack- Assistant [email protected] by COB 22nd March 2018. than an X2 but with a taller age - think rally style to the

AUTOTALK MARCH 2018 | www.autotalk.co.nz | 17 SHOWROOM NEW VEHICLE INDUSTRY AND PRODUCT NEWS

Subaru continues to ‘Do’ ubaru New Zealand is Inside the infotainment coming off the back screen has been upgraded Sof a record year and to an eight-inch unit, with although stink bug delays Apple CarPlay and Android could change things, it’s Auto now included. On Pre- hoping for a similar effort in mium models, the navigation 2018. system now uses TomTom Last year it moved 3343 software with live traffic vehicles, ahead of its 3000- updates. unit target, thanks to the The Outback gets the additional allocation of cars brief. The Legacy takes a little same updates on premium from a very happy factory. more explanation. models, though it retains The brand is usually very “Is the sedan market dead? the entry-level 2.5i Sport at supply constrained; it sells I don’t think so,” Dumper $44,990, the 2.5i Premium what it can get. says. is $49,990 and the 3.6R Pre- “And we did it profitably, “There is still a huge op- mium at $59,990. The Sport which is very important,” portunity as we meet people does not get the upgrade managing director Wallis who say we don’t want a in screen size, though does Dumper says. SUV, we want a sedan. We get Android Auto and Apple “We hope this year the are going to persevere in front-end treatments, front CarPlay. factory will give us even that market.” and rear bumpers, headlights Auto Media Group had the more cars. We are at risk of He says the model re- and revised 20mm shorter chance to try both cars on a being a few short.” ceived a bump last year as wing mirrors and revised al- loop south of Auckland. The The brand is getting good buyers looked for alterna- loy wheel designs. trip confirmed both models results from its “Do” cam- tives to the Commodore and On Premium models, au- are extremely competent - paign, launching localised Falcon, and marketing the tomatic headlights have been offering comfort, space and material for the Australian- Legacy has the spin-off that upgraded to an LED turning great dynamics. led campaign. it sells more Outbacks. system with an adaptive driv- On a short off-road sec- Dumper was in front of The company is working ing beam system. Front and tion, the Outback impressed journalists for the launch with a reduced range. The side cameras have all been with its ability to pull through of the 2018 update to the price-leading entry-level 2.5i added. slick and slippery conditions, Legacy sedan and Outback Sport model is gone, with Subaru’s standard Eye- even if it did spend time wagon range, the latter the just a 2.5 Premium and 3.6R Sight driver assistance pack- slithering on its undersides. brand’s top seller. Premium continuing. The age now includes lane keep Downsides? The interior is It is relatively easy to un- 2.5i is priced at $49,990 and assist, on top of adaptive potentially beginning to age, derstand the effort put into the 3.6R at $54,990. cruise control, lane depar- though being well laid out Outback because in a world Changes to both models ture warning and autono- and of substantial quality, it is that is going SUVs, it fits the include new headlights and mous emergency braking. hard to criticise.

18 | AUTOTALK MARCH 2018 | www.autotalk.co.nz SHOWROOM NEW VEHICLE INDUSTRY AND PRODUCT NEWS ‘People’s car’ set to expand its market share

new seven-seat ver- drive Comfortline model, New Zealand VW dealerships reduced from 0.32 to 0.29) to sion of the popular powered by a 110kW/250Nm is the sixth-generation Polo produce fuel use test results AVolkswagen Tiguan 1.4litre turbo-petrol engine range, which also will trade any hybrid would be happy to and the release of a new driving a six-speed DSG twin- on the appeal of a larger claim as their own. sixth-generation Polo range clutch gearbox. body. The $25,490 Polo TSI will expand the market share Adding the adaptive Polo is now the size of the manual is the real fuel-miser of the “people’s car” brand in four-wheel-drive system, Golf models that Volkswa- of the range, with a com- New Zealand, says distributor 132kW/320Nm 2-litre turbo- gen used to produce three bined city/highway figure of Tom Ruddenklau. generations ago and is genu- 4.5litres/100km, despite pos- The Tiguan is already the inely capable of serving the sessing just five forward ratios best-selling VW here and the needs of most families. where most triple-pedal cars addition of six new seven- A key selling point will come with six these days. seater models to a five-seat be the increased efficiency That figure rises to 4.7 for range pruned back to three of the new 1.0-litre three- Polos equipped with heavier variants will increase the cylinder turbo-petrol engine seven-speed twin-clutch penetration of finely chiseled that powers four of the five gearboxes, which include SUVs into one of the most models of the new range. It the innovative “Beats” model popular segments. petrol engine, and extra combines with the smoother which adds extra audio qual- “I expect 45-50% of VW gear of the rest of the range airflow management of the ity and adventurous cabin sales in 2018 will be Tiguans, requires the spending of a new body (drag coefficient Continued on page 43 with close to 2500 sales,” further $8000, with the cloth- Ruddenklau says. upholstered Comfortline Compare that to the 500- 4WD model costing $56,990. General Manager odd Tiguan models sold in Highline four-wheel drive This is a fantastic new position for an ambitious, results driven 2017 to get some impression versions can be purchased leader to increase market share and take control. You will be managing a small team of dedicated sales, aftersales, parts of the potential impact of the for $64,990 with the 2.0 tur- and administration staff, utilising your experience in Sales new seven-seater models on bo-petrol engine, or $68,990 Management within the automotive industry (or similar). the SUV segment. with a 140kW/400Nm 2.0 Your role will include: They are quite a bit bigger turbo-diesel capable of § Ensuring strong sales performance, teamwork and than the five-seat models, producing lab test fuel use accountability with the wheelbase stretched results starting with a five § Driving high performance and promoting overachievement § Meeting and exceeding group and manufacturer sales a further 110mm to make instead of a seven. targets way for the third row seat- Two R-Line models top the § Managing and increasing profitability across all ing, contributing to an overall range and add exclamation departments length increase of 215mm. marks to the driving experi- § Building on and maintaining strong relationships with Manufacturers Slight design revisions to ence via increased perfor- § Enhancing brand awareness and promoting model line up headlights, grille and exhaust mance. The 162kW/350Nm § Supporting, developing and implementing processes and exits make it easy to identify 1.8 litre R-Line TSI turbo- practices that ensure customer and client expectations are the seven-pew Tiguan from petrol costs $72,990 while its exceeded § Developing and producing strategic initiatives to grow the the five. 176kW/500Nm turbo-diesel business The new models have a equivalent costs $76,990. § Maintaining and building on a strong and close-knit team bit more bling through their Both R-liners are capable of To be successful in this role you will have: added chrome, which befits reaching 100kmh from rest in § Proven Sales Management experience or a mix of sales, the tastes of their manufac- less than seven seconds. service and business development skills turing region. The seven- The four-wheel drive § Communication, influence, negotiation and relationship building skills seater is made in Mexico, Tiguan Allspace models can § PC skills/knowledge of CRM, DMS and other sales whereas the five-seater will tow up to 2500kg and the 1.4 management systems continue to be sourced from front-drive Comfortline can Germany. cope with 1800kg. If the trail- Pricing for the new seven- ers have no brakes, both are Please apply with a cover letter and CV to Rachel Kirkland, Executive seat Tiguan Allspace range rated to lug 750kg. Assistant [email protected] by COB 22nd March 2018. starts at $47,990 for a front- Also making its debut in

AUTOTALK MARCH 2018 | www.autotalk.co.nz | 19 INDUSTRYTALK

Crawford’s CRAWFORD’S CASE Case brought to you by By David Crawford, CEO of the Motor Industry Association of NZ (Inc). How do we solve the MARAC, a division of Heartland Bank Limited. recall problem?

hile we still face the with Alpha bags. their recalls completed. cars until then. punishing impact The owners of approxi- The second part is argu- Whatever the solution, it Wof the delays to ve- mately two thirds of those ably controversial – and needs to come quick. hicles triggered by the brown vehicles have received letters neither the MIA or VIA agree A Takata airbag fatality marmorated stink bug, the (recall notices) and around on an interpretation of the in New Zealand would be a other challenge facing the 134,000 have brought their current law. tragedy. A fatality without a industry has yet to go away. vehicles in for the recall to be Having been through solution in place would be The Takata airbag the supply chain process a at least partially in the hands recall rolls on and David Crawford is taking number of times in Japan, I of the authorities and the hit the headlines in a brief break from his am not sure it is a particularly industry. recent weeks with column. This month our easy thing to do either. a compulsory recall managing editor Richard To compel owners to It’s not just a new car ordered in Australia Edwards steps in. bring their vehicles in for a distributor responsibility for vehicles with recall is arguably easier. The used car industry “Alpha” bags – those In an interview with Radio needs to play a role in work- most likely to fire potentially completed. New Zealand earlier this year ing through the recall issue. fatal shrapnel at the face of “This is large and com- I discussed the reluctance of To dismiss it as a problem for the people sitting opposite plex logistical issue affecting Kiwis to take their vehicles in the new vehicle distributors them. new and used vehicles with for a recall. is short-sighted and arguably New Zealand has so far two different types of Takata I suspect that for some arrogant. been relatively lucky, with airbags and current owners owners, particularly those New vehicle distributors no fatalities hitting the of vehicles having a choice with older, cheaper cars, have taken responsibility so headlines. In Australia, they as to whether they want to there is a fear it will cost far and I believe this is gener- have not been so lucky, close out the recall,” Craw- something. No matter how ous and public-minded. with at least one confirmed ford says. many times a letter says “at To argue they built the fatality and one confirmed “At present, there is no no cost”, the impression is affected vehicles in the first serious injury. mandatory process requir- still there. place ignores the fact many So far 23 people have ing owners of vehicles to Could a check at Warrant local operations are separate been confirmed dead undertake a recall if they are of Fitness time and a refusal businesses, often with differ- worldwide and ten times that notified by the manufacturer to issue one work? Perhaps, ent ownership. They are also number seriously injured. to do so.” though it would not happen dealing with models they Motor Industry Associa- The MIA has called for the straight away. never chose to sell in New tion chief executive David Government to find a way to It is also taking time for Zealand. Crawford recently issued force owners to bring their distributors to work their way Continue to support a statement saying around vehicles into dealerships through parts supply for all their efforts, for one day 320,000 new and used for repair, and prevent used the vehicles affected. A 2020 the current process might vehicles in New Zealand are import vehicles from passing deadline for this could work, become one where at least affected by the Takata recall compliance until it can be though it could be argued some of the costs fall on process - not necessarily demonstrated they have had people are driving unsafe the importer.

Drive away with finance from MARAC Provided by Heartland Bank Limited marac.co.nz MARAC is a division of Heartland Bank Limited. Lending criteria, fees and charges apply. heartland.co.nz

20 | AUTOTALK MARCH 2018 | www.autotalk.co.nz INDUSTRYTALK

Give buyers the full picture

n our digital world, more and more standing repair bill on the vehicle. Chris Knight transactions are being initiated If the money owed isn’t repaid, Sales Director, Trade Me Motors through an online experience. the vehicle could be legally repos- I 09 924 6632 It’s important to put your best foot [email protected] sessed by the secured party or sold forward - to attract buyers and help to recover the part of the money them understand what they are sign- owing, leaving the buyer out of ing up for. them to make a decision. pocket and without a vehicle. Great photos are important for Another reason is the potential attracting attention and providing po- trauma and hassle that goes with buy- Is the vehicle a damaged import? tential buyers with visual reassurance. ing a dud - losing money is never a Knowledge is power and we believe The vehicle description plays the role great experience. buyers should be alerted to vehicles of the virtual salesperson - a compre- We’ve narrowed the main concerns imported into New Zealand with obvi- hensive outline is key to driving enquir- buyers have when buying a car down to ous damage or deterioration. An alert ies and provides details of the vehicle’s four main points: would give buyers the chance to have condition to appeal to the correct the vehicle fully inspected to ensure the audience. Is the vehicle stolen? damage won’t affect its safety, opera- Trade Me regularly conducts con- Buying a stolen vehicle is not a case tion or value. sumer research and our results show of “finders keepers, losers weepers”. buyers value trust in the seller and trust A stolen vehicle means another party Has the vehicle been re-registered? in the vehicle. has a legal claim to the asset and could A re-registration might not always Regardless of the buyer’s level of result in the buyer losing their vehicle be all doom and gloom. For instance, motoring knowledge, a vehicle’s his- and being out of pocket - never a good where a vehicle has been unlicensed tory is something most care about and situation. for more than 12 months, it will have to they want to check out the vehicle’s be re-registered to reinstate its licence. background. Call it a case of “where Is there money owing on the vehicle? However, vehicles that have been previ- it’s been will determine where it’s go- A buyer’s risk increases when a per- ously written off then repaired will also ing”. son or company has a financial interest have been re-registered. Buyers alerted So why is a vehicle’s history so im- in a vehicle – that is, there is a regis- to this are able to get the vehicles thor- portant to buyers? The answer is simple tered security against it. oughly inspected to ensure their safety, - the financial risk involved when buy- Situations where there could be a reliability and value won’t be jeopardised. ing a vehicle. registered security against a vehicle We believe in giving buyers all the Second to purchasing a house, buy- could include if the vehicle was pur- information they need and we will ing a car is typically one of the biggest chased on finance or with a loan; if the continue to invest large amounts of re- investments Kiwis make so the more vehicle was used as collateral for other sources to ensure sellers are as upfront information they have, the easier it is for purposes; or it could be due to an out- as possible.

AUTOTALK MARCH 2018 | www.autotalk.co.nz | 21 MARKETINGTALK

January returns to normal levels

he first month of the year is done and dusted and with by 21.9% and Brand by 21% - knocking Web – Classified off it came a return to normalcy in the volume of leads, the number three spot. Ttest drives and sales captured by AutoPlay customers Because leads decreased in December, there probably (approximately 80% of the franchise market by volume). wasn’t a huge number of December-created leads waiting to Where December saw a lull in the number of leads captured, January returned to normal levels which resulted in big increases across the board - leads rose by 17.3%, test Matt Darby works for AutoPlay drives by 15.7% and sales by 16.5%. which specialises in pre-sale lead management tools. To find out more about AutoPlay services email [email protected] or visit www.autoplay.co.nz

Leads captured increased across all sources with the “Web – Dealer” source up 22.4% from December to January to regain the top spot as the most common source of leads for Kiwi dealers.

be converted in January to test drives. That shows many of the leads generated in January were being closed in the same month. In December the Brand source was the only lead source to buck the trend and experience an increase in sales from November to December. In January big increases in sales generated from Web – “Web – Classified” slipped from first to second but still rose Dealer (up 41.2%), Web – Classified (up 19.6%) and “Repeat” by 13.6%. After a 33% decrease in December, brands re- (up 23.4%) saw the Brand source disappear from the top three bounded and the number of “Brand” leads jumped by 41.9%. sources of sales. In January Web – Dealer rose by 20.9%, “Direct” increased In particular, sales from classified sites jumped back into the top three – helped by the fact that in December 6.8% more test drives were captured from sites like Driven, Au- totrader and Trade Me. Make sure to check out next month’s issue of AutoTalk to see how leads, test drives and sales by source changed in the month of February.

22 | AUTOTALK MARCH 2018 | www.autotalk.co.nz MARKETINGTALK

Customer focus + effective people + clever processes

ver my many years, I ing to marketing and sales deliver 5000-5600 units a often have had time processes the accepted rule month. Oto reflect on what of thumb is this: the larger were the key elements that the dealership, the sharper Here are the email to the customer separated a top-performing the focus on process. recommendations Toni • Reviewing the leads that dealer from his peers? The best examples of Anne has to offer: came in yesterday to What were the People: check if the customer key elements that Peter Aitken • First off, make sure you showed up allowed one deal- [email protected] have the right people • If the customer showed, ership to achieve or 021-940 318 • Have a solid interview- did they purchase or a net profit before ing and hiring process in lease? tax on revenue per- place If they were a no-show, centage that was • Evaluate existing staff the customer is called by double that of a fellow dealer dealer digital processes are by a combination of an the manager and not by the of a similar size? often found in the United interviewing-counsel- person who scheduled the Deloitte’s benchmark States. Retail auto customers ling-coaching sessions appointment surveys of the top 30% of there tend to be more pre- • Identify issues with any The BDC then reconfirms performing dealers often pared to carry out internet staff who don’t fit with appointments that have not provide a number of valuable interface with a dealer. your culture. been reconfirmed for the day reasons. As a result, business • Use Facebook to locate Each day the BDCs are However, in my assess- development centres (BDCs) the right staff. required to attend 15-30 ment, lip service is often paid and dedicated internet sales minute group training ses- to these surveys and I have departments are common- Once the right people are sions with their coordinators. never fully understood why. place in the US market. in place, the next step is all Subjects can cover customer In today’s very competi- In Australia and New Zea- about metrics. It becomes a relationship management tive retail market environ- land, the customer is not so daily conversation covering (CRM), skills, leadership or ment three core elements inclined but that will change the following: motivational sessions are front and centre of any over time. • How many calls are they Then 10-15 minutes are dealer operation, be it fran- I wish to share a Febru- making? spent with each coordinator chise or non-franchise. ary Digital Dealer article to • What is their connection to find out where they are in First and foremost, cus- highlight a number of astute ratio? relation to their sales objec- tomer focus has to be the business processes put in • How many appoint- tive and how they can help raison d’etre of any dealer place by 24-store dealership ments are they making? them. They then develop a business. If you are not group Atlantic Auto Group • What is their show per- joint plan of action in business to meet your based in Long Island, New centage? BDCs are also responsible customer’s wants and needs, York. for the daily review of their why are you in business? Toni Anne Faradette, Typical duties in the day in dealership website With the customer as a mother of two children, the life of a BDC manager (in Both BDCs and internet the centre of your business juggles the dual demands of a dealership with no BDC, managers are disciples of universe, the next obvious home and her work which this role could be held by a the dealership CRM. Their step is to surround yourself is concentrated on group sales or internet manager): CRM system has become the with competent and effective digital marketing. • Sifting through overnight group’s most indispensable people. Reporting to her are 19 internet leads piece of technology. The third element, clever separate dealer BDC manag- • As the BDC should be Visit www.autoplay.co.nz dealer processes, is the sub- ers and reporting to them are the first customer touch to learn more about a smart ject of this month’s article. 82 appointed co-ordinators. point, they send out the digital marketing process for When it comes to adher- Between them all, they first personalized video the NZ market.

Top 3 Sources for Leads, Test Drives and Sales - New Zealand Dealerships February 2018 ( vs January 2018) Brand 48.2% Web - Dealer 19.2% Web - Dealer 23.7% Web - Classiﬁed 5.4% 1 Direct 22.2% Repeat 3.2%

LEADS Web - Dealer 20.9% TEST DRIVES Brand 11.3% SALES Web - Classiﬁed 12.3%

AUTOTALK MARCH 2018 | www.autotalk.co.nz | 23 ADVANTAGE MARCH 2018 Vinsen’s View The monthly update from VIA chief executive, David Vinsen The enemy at the gate ntil a few weeks ago, undergoing treatment, sys- most of us prob- tematic testing and con- Uably thought of stink trolled discharge of cargo as bugs as fairly harmless green appropriate. critters you might find in the Ongoing: As of the last back yard. week in February, shipping The events of February lines and importers are now 2018 have painted quite a trialling a proposed treat- different picture. ment programme and sys- Since Waitangi Day, when tematic testing, to establish a cache of live brown marm- if these are effective at killing orated stink bugs was found the bugs on the vessels de- onboard a car carrier origi- nied entry. nating from Japan, we have Future: Alongside these all learned far more about measures, we are working this organism and its relative, to develop treatment and the yellow striped stink bug, Indeed, some of the first ment that bugs had been inspection procedures to than we ever imagined. brown marmorated stink found on a car carrier, VIA ensure no infestations of the It’s no exaggeration to bugs that made their way attended a meeting with bugs or any other pests. That say this is already the most to our border were found in MPI, along with a range of will relate particularly to the significant biohazard we Christchurch inside sealed our businesses from various next stink bug “season”, from have come up against in my panels on a mobile concrete points in the supply chain. October 2018, and beyond. time at VIA. plant from Italy. When the magnitude of The presence of the bugs the problem became appar- An association, through But first, the good news. has, in fact, been tracked by ent, a cross-industry work- thick and thin I understand the signifi- the Ministry for Primary In- ing group was established It’s challenges like these, cant impact this is having on dustries (MPI) for more than rapidly to tackle the threat. just as much as the good all parts of our supply chain 20 years. Actions have centred times, that bring the value of – for both used and new That’s how its staff were around three main priority a group like VIA into focus. vehicles. able to spot the current jump areas: immediate, ongoing From the outset, we have At the time of writing, no in numbers – from a handful and future. been able to work readily type of cargo has been iden- of dead bugs to 15 live ones Immediate: MPI was able with the Government, the tified as the sole carrier of the in the Christchurch case. to advise the group on pro- Motor Industry Association bugs so supply channels are That shows our bios- posed immediate treatment and other key organisations being investigated across all ecurity border checks are measures for ships already to take immediate action on kinds of vehicle - from pas- working well. affected, carrying stock that the threat. senger and commercial cars might have been contami- We have maintained and vans right up to oversize Attacking the problem nated. The ships involved a strong, open presence industrial equipment. After the initial announce- are right now (as of writing) Continued on page 25

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

Recognising Malcolm Yorston

IA members know our his wife Brenda will travel to Technical Manager Parliament, to be recognised VMalcolm Yorston for his for Excellence in Foster Care by decades of expertise in all things the charity Fostering Kids New mechanical. However, in his life Zealand and Oranga Tamariki – outside VIA, he is also Dad to the Ministry for Children. five children (two natural and We salute Malcolm and Bren- three adopted), and a foster da on this honour, and say thank carer of more than 30 years’ you on behalf of our commu- service. nity for supporting children and On 9 March, Malcolm and families in their time of need. ESC exemptions following stink bug delay

ZTA are aware of the disruption evidence that their vehicles were pur- inspection company that the vehicle to vehicle imports from Japan chased in Japan on or before 26 Febru- had been booked into the TRS.” Ndue to the stink bug challenge, ary 2018, and could not be border- For more details or to apply for an in particular relating to the new ESC checked before 1 March. exemption, contact Malcolm on 0800 regulations. “VIA will assist all importers in com- VIA VIA (842 842) or email technical@ To support the industry in dealing pleting applications for exemption as via.org.nz. with the delay, NZTA has announced required,” says VIA Technical Manager that exemptions from the new require- Malcolm Yorston. “To apply for an ments (which took effect on 1 March) exemption, you will need to provide may be possible for used class MA for each vehicle an invoice from your vehicles (over 2000 cc) delayed by this supplier showing the purchase date, 19-20T-Tech March 2018 biosecurity issue. auction sheets, an export certificate and Auckland Importers will need to provide confirmation from your pre-shipping Examining trends, innovations, challenges and opportunities, the T-Tech Transport Innovation Continued from page 24 industry group for kiwifruit growers, Conference is organised by for our industry in media coverage, thanking the vehicle industry for its Intelligent Transport Systems New highlighting our commitment to New vigilance in dealing with the unexpected Zealand (ITSNZ). Zealand’s biosecurity standards. pest. Join representatives from across We have also issued continuing We have shared its message with industry and government, communications to our membership, our membership and it’s my pleasure to for keynote speakers and keeping everyone advised of develop- share it with you. expert discussion on seamless ments. While the event itself has been dif- transportation, mobility solutions Ironically, the situation has also ficult, our response as a group has and liveable communities. brought certain upsides – one of brought out the best in our ability to Guest speakers include international which has been building greater work together. transport and cities expert Greg awareness and understanding with The vehicle industry will continue to Lindsay and VIA Policy Analyst Kit industries that normally don’t feature work alongside all Government agen- Wilkerson. in our “business as usual” routine. cies and other businesses to ensure our For details and to register, visit www. This week we received a letter of biosecurity is protected and the nation’s ITSNZ.org/t-tech support from Kiwifruit Vine Health, the interests are best served.

CORPORATE PARTNERS JAPANESE MARKETPLACE

Clouds over Kiwi importers

BY GRAEME MACDONALD have thrown a rogue spanner Mazda MPV, Toyota Alphard, Hardest hit are those who in the pricing works. Toyota Estima, Honda Odys- are obliged to pay for stock o high-stakes roller The outcome is that no- sey and Nissan Elgrand. either on sailing dates or could have predicted one really knows whether The vast majority - if not production of a bill of lad- Nthe complete and the right thing to do is to all, in some cases - of exam- ing, with the risk of capital utter turmoil Japan’s export buy less stock, buy more ples are non-compliant and flowing outwards for stock marketplace to New Zealand stock, buy nothing or simply therefore now history on the they might not see - as in the would be in by the end of wring their hands. New Zealand freshly import- case of the Tokyo Car - for February, even as recently as Those hoped-for price ed market landscape. months. the last few days of January. drops have generally failed That has raised serious It appears that Japanese The chaos caused by the to materialise, although the questions about what, if larger-scale exporters are discovery of the brown mar- last week of February is really anything, can replace those able to absorb these po- morated stink bug aboard too early to make a call on a models, given that the larger tential delays at least in the several vessels arriving in March trend. family multi-seater market- short term but the inevitable New Zealand has had a Kiwis have been starved of place is particularly price- questions over exactly who ripple effect all the way up good-quality lower mileage sensitive for Kiwi consumers, is going to pay for additional the supply chain, with the stock at affordable pricing for who simply cannot afford to storage costs off wharves primary issue being that, in too long and thus our own make the considerable step if required and the longer- a relative vacuum of reliable term tie-up of exporter’s information about effective Those hoped-for price drops have capital remain to be seen. solutions, every exporter It would be fair to assume and New Zealand buyer is generally failed to materialise, although these costs will somehow effectively forced to gauge the last week of February is really too early end up in the New Zealand for themselves what their to make a call on a March trend. supply chain pricing at some response will be. point soon. On the ground at the Jap- New Zealand dealers anese auctions, it is business Kiwi competition is now too up in price to purchase a might also be facing a cash- as usual of course since the strong to allow a bargain to compliant model. flow impediment that no-one overall volume of vehicles go past. As an example of this, foresaw, with GST returns exported to New Zealand As we commented last non-compliant Honda Odys- now being prepared for the out of the auction system month, even without the sey models are suddenly month of February and those is comparatively low and threats of stink bug ship- comparatively worthless in buyers who held off buying- has little, if any, effect upon ping delays, there are fears Japan while the normally or were not paying for stock standard Japanese domestic pressure from New Zealand ESC-fitted Absolute models now stranded in transit - market stock values. will simply drive up any have risen in value to the facing hefty GST bills for the But the crisis could not Japanese domestic buyer point where they are simply first time in years just as the have come at a worse time withdrawal with our own out of reach for many. month-on-month cycle of for New Zealand buyers. pricing competition, leaving The gamble then, even if buying balanced against sales They were already hang- the overall prices largely you managed to secure stock is disturbed. ing off buying stock over unchanged. during the latter half of Feb- February 2018 might be the Japanese winter and the Prices on non-ESC ruary, was getting it home. viewed as one of the dark- unseasonably high prices in compliant stock naturally There is no doubt what- est months the industry has the hope that “March Mad- fell away in the second half soever that sailing schedules faced in many a year. ness” and the taxation penal- of February as the March and space have been sig- Whatever the outcomes ties that apply to company 1 border-check deadline was nificantly disrupted and are during March, losses sus- assets – vehicles - held in imminent. likely to be for some time. tained are already almost stock on March 31 would see Buyers brave enough to That has led to greater unimaginable. compliant stock entries rise gamble on shipping certain- uncertainty by smaller vol- And spare a thought for and prices fall as Japanese ties were able to cherry-pick ume buyers, particularly New the smaller businesses “down competition moves to sell, the better quality stock, leav- Zealand dealers, to travel wind” who are wholly reliant not buy, leaving Kiwis in the ing the older, higher-mileage to Japan and commit to upon a consistent supply of box seat to take advantage and rougher non-ESC stock large numbers of units with units off the boats to stay and buy up in volumes. to plummet in value. independent agents without afloat. Just when the glimmer of Particularly hard-hit has knowing if they are going For some of them, any hope that is March loomed been the over-2000cc multi- to receive them in weeks or good news in March might on the calendar, stink bugs seater marketplace, including months. already be too late.

26 | AUTOTALK MARCH 2018 | www.autotalk.co.nz JAPANESE MARKETPLACE

Nissan adds e-POWER minivan

issan’s e-POWER drivetrain took the Nissan Note to the top of the Japanese sales charts last year, Nand has now been added to the Serena minivan range. e-Power uses a small battery pack and petrol engine to provide energy to an electric motor that drives the vehicle. The engine is not direct connect to the wheels. Essentially it is a series-hybrid, and can not be plugged in to charge. Nissan claims the vehicle is quieter and easier to drive, with an ePedal function similar to the all-electric Leaf. Fuel consumption nearly halves to 3.8-litres per 100km. The e-POWER Serena also comes with Nissan’s Pro PILOT range of semi-autonomous driving features. Gulliver takes control of Perth dealership

apanese dealer group a struggling car market. Gulliver finally has one “DVG is an excellent busi- Jof its own team in the ness with a fantastic reputa- managing directors position,” Hatori told the West tion at DVG Automotive, Australian. the West Australian dealer “We recognised that when group it acquired three we bought the majority years ago. shareholding in 2015. The Managing director Lou DVG was founded in 1996 roles, with two remaining on business is what it is today Divirgilioin has stepped by the Divirgilioin family, the board. because of the hard work down in favour of Takayoshi who retain a third share. The DVG has 24 dealerships and commitment shown by Udagawa. He will focus on family have now all stepped across Perth, though it has Lou, his brothers and the his other role as chairman. away from management been undertaking cuts due to wonderful team at DVG.”

Used car dealership in Japanese hotel

okyo’s premium Hotel and tourist clientele, and be New Otani has added less imposing than a tradi- Ta unique new feature tional showroom. to its complex - a luxury “It is easier to close used car dealership. the deal with hotel guests The space is being run staying with their fami- in conjunction with Corne lies because staff at the Motors, and features showroom can hear views imported cars from Rolls from their wives who have Royce, Ferrari, Bentley and control over the purse Trade in prices can be hotel, with a similar setup in more. strings,” Cornes Motors said given on site. Osaka’s Rihga Royal Hotel The dealership is hoped in a statement to The Asahi This is the second successfully operating since to attract high-end local Shimbun paper. Cornes showroom in a March last year.

AUTOTALK MARCH 2018 | www.autotalk.co.nz | 27 F&ITALK

Menu selling a great option

t doesn’t seem too long ago that my pliance level of a dealership’s sales and transparency, which, of course, is a children went through the phase of F&I departments. regulatory requirement. But it’s also a Inot wanting to try food they hadn’t Although necessary, the regulations great aid in getting the customer on eaten before. had the unfortunate effect of forcing your side. When they were tod- customers In menu option selling, all the avail- dlers it was easy to get to deal with able products are laid out in a very them to eat just about James Searle is large amounts accessible, easy to understand manner. anything. general manager of of complex Customers can clearly see what they All you had to do was information. are buying and how much each pack- DPL Insurance Ltd make some airplane Despite age will cost them. noises and wave the food mean- That transparency inevitably reduces around in the air. They’d ing greater the pressure in the relationship between open their mouth and it was mission transparency, it also created significant the customer and the business man- accomplished. customer confusion because they had ager. Then all of a sudden they devel- And the reduction in customer oped this skill set that allowed them resistance means the pressure to sell to determine whether or not they is removed. wanted to venture into a new food Menu option selling helps The business manager is no longer group, by simply looking at their dealerships stay compliant. perceived as an antagonistic figure, plate. It’s quicker, increases revenue someone who’s trying to lean on the That process is similar to the one customer to buy a particular product. the automotive industry experienced and customer satisfaction. Instead, the business manager is more when finance and insurance (F&I) Can increase revenue like an equal partner in finding the menu option selling was first intro- by as much as 20%. right solution. duced. Menu option selling isn’t a sales All it took was for business man- technique so much as a decision- agers to give the concept a chance. to assemble an F&I package from long making technique. Once they did, they learned to like it. lists of available elements themselves. Instead of selling, what the dealer Over time, business managers Menu option selling was originally is doing is sharing information so the became more comfortable with the an antidote to this overly complex and customer can clearly see all of the ben- process and saw their product penetra- sometimes misleading structure of efits of every product. That removes the tion and incomes go up. finance and insurance sales. pressure on the business manager to They discovered that menu op- Breaking up the products on offer persuade the customer to buy. tion selling doesn’t just help them stay into convenient packages, streamlines Instead, the products themselves do compliant - it’s quicker, draws in more the process significantly so instead of the selling - the business manager’s job revenue and results in higher customer long, rambling, complex lists, custom- is simply to present the information and satisfaction. ers are presented with easy to under- help guide the customers in making the In the past, it wasn’t uncommon for stand packages of products from which appropriate selection. dealerships to present customers with a they select what they need. We have found using a well-con- skewed and limited view of the prod- An unexpected side effect of menu structed F&I menu significantly boosts ucts on offer. option selling is a sweeping increase in revenue. The temptation was always to revenue for the dealerships that use it Some dealerships say it has in- present the most expensive product in well. creased their revenue by as much as the hope of persuading the customer Rather than being deterred from 20% per retail unit. to spend more than they needed to, making purchases, customers are en- So the old methods of simply pre- or to present only the easiest to sell couraged. senting only the top-selling products or products. Because they’re given clear in- the most expensive items might actually Stricter regulations put a stop to that formation, they’re more confident, have been working against dealerships. kind of misleading practice, by requiring inclined to select more products and Traditional package selling is slow dealerships to present all finance and sign on the dotted line with less per- and inefficient, turning off custom- insurance products to every customer suasion. ers and resulting in a loss of potential in every instance. Ironically, a methodology originally revenue. In fact, from my experience, I can say developed with regulatory compliance If you want to discover how we can unequivocally there is a direct correla- in mind has proven to be a boon for help you increase your F&I revenue tion between how well the F&I menu business managers. while improving customer satisfaction, option is executed and the overall com- One reason it works so well is its talk to us today.

28 | AUTOTALK MARCH 2018 | www.autotalk.co.nz We’ve got New Zealand covered!

And we’re here to help you provide the best insurance protection for your customers.

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Meeting your obligation of disclosure

ast month Steve Owens talked about “responsible” selling of finance and insurance products – but it is equally Las important to understand your obligation of “disclosure” while selling those products. These days we all need to By Jacques Gray comply with so much regula- of Provident tion to meet the require- Insurance ments of the Motor Vehicle Sales Act (2003), the Fair Trading Act, Credit Contracts & Consumers Finance Act and the Anti-Money Laundering Act. Registered motor vehicle traders need to upskill themselves to make sure they comply and therefore protect their businesses and the rights of their customers. I would like to reinforce to traders and lenders alike the importance of “disclosure” under the Responsible Credit- Related Insurance Code and the Responsible Lending Code, and your responsibility to your customers, especially under the Credit Contract and Consumer Finance Act. Traders and lenders have a duty to disclose all the relevant information in a simple and easy to understand format. An informed decision can then be made by the customer as to whether entering into a credit contract is within their means, and if the insurance related products offered suit their personal circumstances. As a lender or insurance provider, you have a duty to advise what products are on offer and how they are designed to assist and protect the customer.

Ensure you disclose to your customer: • The key benefits and features of each insurance policy • The key exclusions of a policy • The amount of the premium • The total amount of interest charged, noting that interest is charged on the policy offered • Advise that the policy is optional • The duration of each policy • The cooling-off periods for each policy

Your customer then needs to make an informed decision as to whether the following applies: • Does the policy provide appropriate cover for my personal circumstances? • Will the provision of the policies prevent financial hard- ship? • Do I understand the terms and conditions of the policies? • Have I had sufficient time to consider the benefits of the policies? We recommend you use a disclosure form to adequately Continued on page 43

30 | AUTOTALK MARCH 2018 | www.autotalk.co.nz

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32 | AUTOTALK MARCH 2018 | www.autotalk.co.nz STATSTALK USED VEHICLES

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Get in contact today February imports 0800 367 233

he total number of third on 517, followed by the used import passen- Nissan Tiida 514 and the Tger cars sold in Mazda Demio 499. February was down ever The Subaru Legacy so slightly on January’s was the top-selling Light commercial regis- numbers. large car on 328, the trations did take a hit for the That’s despite the Toyota Wish the top month, with registrations rapid slowdown in people mover on down 5% to 948. deliveries caused by 255, the Volkswa- Toyota leads at double the stink bug issue gen Golf the top the total of its next rival with and traders quickly 407 units and a 42.9% market burning through share although it is down stock on hand. registrations. 12.7% from the previous A total of 12,048 passen- Honda was fourth year’s result of 466 ger vehicles were registered, most popular with 1232 units. down just 12 cars or 0.2% for vehicles, down 5.8% for Nissan comes in the same month in 2017. For a 10.2% share, followed second with 203 light the first two months of the in fifth by Subaru, up commercial registra- year, registrations are up 2%. 27.5% and one ranking tions and a 21.4% mar- Toyota topped the sector spot, to 696 and 5.8% of ket share. It is up 6.3% with 2872 units, down 5.5% registrations. European on on its year-on-year result. for a 23.8% market share. The Suzuki Swift topped 216, the Toyota Prius the top Hino takes out bronze Nissan took second on the charts of the used import hybrid on 214, the Mitsubishi with 49 registrations in the 2220, up 0.9% for an 18.4% sector with 581, followed by Outlander the top SUV on sector, moving its way up stake, and Mazda was third the Mazda Axela with 572. 172 and the Nissan Leaf the four spots. It is followed on 1996, up 6.7% for 16.6% of The Toyota Corolla was top EV on 146. Continued on page 35

USED IMPORT COMMERCIAL MAKES TOP 10 USED IMPORT % Market MAKE FEB'18 FEB'17 Movement COMMERCIAL MODELS Change Share FEB FEB' MAKE MODEL MAKE MODEL TOYOTA 407 466 -12.7 42.9 '18 17 NISSAN 203 191 6.3 21.4 TOYOTA HIACE 300 TOYOTA HIACE 367 HINO 49 31 Up 4 58.1 5.2 NISSAN CARAVAN 74 MAZDA BONGO 78 FORD 48 35 Up 2 37.1 5.1 ISUZU 47 45 Down 1 4.4 5.0 NISSAN NV200 41 NISSAN CARAVAN 67 MAZDA 41 94 Down 3 -56.4 4.3 MAZDA BONGO 38 NISSAN VANETTE 46 MITSUBISHI 41 40 Down 2 2.5 4.3 TOYOTA DYNA 35 TOYOTA REGIUS 33 CHEVROLET 19 15 Up 1 26.7 2.0 NISSAN NV350 29 NISSAN NV200 29 HOLDEN 16 19 Down 1 -15.8 1.7 TOYOTA REGIUS 28 ISUZU ELF 28 FIAT 15 9 Up 1 66.7 1.6 ISUZU ELF 24 MITSUBISHI CANTER 26 OTHER 62 53 Down 1 17.0 6.5 HINO DUTRO 23 TOYOTA DYNA 21 TOTAL 948 998 -5.0 100.0 TOYOTA TOYOACE 22 TOYOTA HILUX 21

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Fast Loan Approvals Flexible Repayments Personal Service Get in contact today EVs close to 0800 367 233 8000 goal

ew Zealand’s EV Close behind are new light fleet size is closing in plug-in hybrids on 1292, 63 Nquickly on this year’s more than January, and used 8000 target, reaching 6884 light plug-in hybrids are fur- in February. ther back on 491 – 13 more Light EV registrations than last month. for the month totalled 281, Heavy EVs have barely compared with 230 for moved – they’re up by just February last year, latest two on January at 79. Ministry of Transport figures New Zealand has a goal of show. It was just 62 in Feb- reaching about 64,000 EVs ruary 2016. on the road by the end of Continued from page 33 Used light pure electric 2021, aiming to double the close behind with Ford with 48, Isuzu 47 and Mazda and vehicles continue to lead the number each year until then. Mitsubishi equal with 41 each. field, with 3664 recorded in The target is 8000 by the The Toyota Hiace was top on 300 units, followed in February 2018 – up 172 on end of this year and 16,000 second by the Nissan Caravan on 74. Up next was the Nis- the previous month. by the end of 2019 to san NV200 on 41, the Mazda Bongo on 38 and the Toyota New light pure electrics achieve the goal. It is likely Dyna on 35. reached 1358 in February, up to be met much earlier at 30 on January. this rate. USED IMPORT COMMERCIAL MAKES – YEAR-TO-DATE 2018 Register for - FREE CHEVROLET DODGE FIAT FORD HINO HOLDEN ISUZU MAZDA MITSUBISHI NISSAN TOYOTA VOLKSWA GEN OTHER TOTAL news updates 18-Jan 13 8 35 45 26 22 57 78 36 210 441 3 50 1024 17-Jan 19 4 23 30 19 13 41 83 33 197 404 10 52 928 Receive three % diff -32 100 52 50 37 69 39 -6 9 7 9 -70 -4 10 18-Feb 19 3 15 48 49 16 47 41 41 203 407 8 51 948 news alerts a week 17-Feb 15 2 9 35 31 19 45 94 40 191 466 10 41 998 % diff 27 50 67 37 58 -16 4 -56 3 6 -13 -20 24 -5 to your email YTD 18 32 11 50 93 75 38 104 119 77 413 848 11 101 1972 YTD 17 34 6 32 65 50 32 86 177 73 388 870 20 93 1926 %diff -6 83 56 43 50 19 21 -33 5 6 -3 -45 9 2 www.autotalk.co.nz THE 17 LEADING USED IMPORT PASSENGER MAKES – YEAR-TO-DATE 2018 AUDI BMW CHEVROLET DAIHATSU FORD HOLDEN HONDA HYUNDAI MAZDA MERCEDES MITSUBISHI NISSAN PEUGEOT SUBARU SUZUKI TOYOTA VW OTHER TOTAL YTD 18 32 11 50 93 75 38 104 119 77 413 848 11 101 1972 722 3232 445 506 13719 YTD 17 34 6 32 65 50 32 86 177 73 388 870 20 93 1926 622 3396 467 522 12933 %diff -6 83 56 43 50 19 21 -33 5 6 -3 -45 9 2 16 -5 -5 -3 6 18-Feb 192 467 63 8 122 39 1232 2 1996 250 325 2220 16 696 682 2872 366 500 12048 17-Feb 227 528 53 19 109 61 1308 30 1871 267 413 2200 19 546 643 3038 439 489 12260 % diff -15 -12 19 -58 12 -36 -6 -93 7 -6 -21 1 -16 27 6 -5 -17 2 -2 YTD 18 442 990 128 16 237 85 2588 29 4306 460 765 2629 42 1505 1404 6104 811 1006 25767 YTD 17 491 1096 109 33 211 104 2616 55 3850 542 882 4468 31 1089 1265 6434 906 1011 25193 %diff -10 -10 17 -52 12 -18 -1 -47 12 -15 -13 -41 35 38 11 -5 -10 0 2

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Get in contact today Customs figures 0800 367 233 show mixed results

elays caused by November. vehicle carri- But the figures look AROUND THE COUNTRY Ders stuck at sea even worse when go- PASSENGER REGISTRATIONS because of stink bugs ing back to December, % District FEB'18 FEB'17 appear to have had some which saw 21,833 cars CHANGE impact on the number come into the coun- WHA 276 260 6.15 of cars coming into the try and in November AUC 5713 5861 -2.53 HAM 826 812 1.72 country. 25,528 cars arrived. THA 122 121 0.83 The figures have Just 9525 used cars TAU 466 513 -9.16 been questioned further the country. arrived in February, ROT 180 143 25.87 because some vehicles on Latest Customs figures compared with 10,423 GIS 69 56 23.21 ships turned away were show 17,568 cars crossed the in January, 13,097 in NAP 219 249 -12.05 counted as having landed in border, down from 18,356 in December and 14,576 in NEW 175 181 -3.31 November. WAN 99 92 7.61 PAL 315 321 -1.87 The number of new MAS 64 77 -16.88 Dealer numbers edge up cars was up slightly WEL 896 1019 -12.07 in February on 8043, NEL 254 234 8.55 he number of regis- expired, were surrendered compared with 7933 in BLE 66 64 3.13 tered traders rose to or cancelled. January. GRE 35 26 34.62 3518 last month – up According to the Motor But it was down WES 3 13 -76.92 T CHR 1571 1554 1.09 eight from January. Vehicle Traders Register, on the December and TIM 116 118 -1.69 The rise occurred with the number of dealers at November figures, which OAM 19 33 -42.42 83 new registrations as the end of February was were 8736 and 10,952 DUN 380 381 -0.26 traders, being offset by 75 up by almost 100 (3436) respectively. INV 184 132 39.39 dealers whose registrations since June last year. TOTAL 12048 12260 -1.73 20 TOP USED IMPORT PASSENGER MAKES FEB FEB % Market MAKE Movement 20 TOP USED IMPORT PASSENGER MODELS '18 '17 Change Share FEB FEB MAKE MODEL MAKE MODEL TOYOTA 2872 3038 -5.5 23.8 '18 '17 NISSAN 2220 2200 0.9 18.4 SUZUKI SWIFT 581 MAZDA AXELA 570 MAZDA 1996 1871 6.7 16.6 MAZDA AXELA 572 SUZUKI SWIFT 551 HONDA 1232 1308 -5.8 10.2 TOYOTA COROLLA 517 NISSAN TIIDA 540 SUBARU 696 546 Up 1 27.5 5.8 NISSAN TIIDA 514 HONDA FIT 468 SUZUKI 682 643 Down 1 6.1 5.7 MAZDA DEMIO 499 MAZDA DEMIO 447 BMW 467 528 -11.6 3.9 HONDA FIT 461 TOYOTA COROLLA 445 VOLKSWAGEN 366 439 -16.6 3.0 SUBARU LEGACY 328 TOYOTA WISH 279 MITSUBISHI 325 413 -21.3 2.7 MAZDA ATENZA 264 TOYOTA PRIUS 271 MERCEDES-BENZ 250 267 -6.4 2.1 TOYOTA VITZ 264 SUBARU LEGACY 269 AUDI 192 227 -15.4 1.6 TOYOTA WISH 255 VOLKSWAGEN GOLF 263 FORD 122 109 11.9 1.0 VOLKSWAGEN GOLF 216 MAZDA ATENZA 257 LEXUS 79 76 3.9 0.7 TOYOTA PRIUS 214 TOYOTA MARKX 245 CHEVROLET 63 53 Up 3 18.9 0.5 MAZDA PREMACY 210 TOYOTA VITZ 224 LAND ROVER 54 71 -23.9 0.4 TOYOTA MARKX 203 MITSUBISHI OUTLANDER 205 VOLVO 52 74 Down 2 -29.7 0.4 NISSAN NOTE 174 MAZDA PREMACY 202 JAGUAR 49 39 Up 2 25.6 0.4 MAZDA MPV 172 HONDA ODYSSEY 186 HOLDEN 39 61 Down 2 -36.1 0.3 MITSUBISHI OUTLANDER 172 BMW 3 SERIES 180 MINI 30 44 Down 1 -31.8 0.2 NISSAN DUALIS 160 TOYOTA ESTIMA 175 DODGE 28 25 Up 2 12.0 0.2 SUBARU IMPREZA 154 NISSAN DUALIS 172 OTHER 234 228 2.6 1.9 NISSAN LEAF 146 MAZDA MPV 171 TOTAL 12048 12260 -1.7 100.0

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New vehicle registrations NEW VEHICLES COMPETITIVE FINANCE dip slightly BROUGHT TO YOU BY:

ew car registrations are down 2% for the Nmonth of February, the latest Motor Industry As- In the commercial sector, sociation (MIA) figures show. Toyota regained the market That’s a drop of 254 units lead with 23% market share on 2017. (946) followed by Ford with However, year-to-date 19% (788 units) and Nissan the market is up 3% (751) with 9% market share (384). compared to the first two The four top-selling mod- months of 2017. els of February were all light “While the market for new senger and SUV vehicles for 10% or 1183 and Holden with commercial vehicles. vehicles remains strong, the month of February were 8% market share or 968. The Ford Ranger was some vehicle segments were down 8% or 637, while com- Toyota grabbed 14% back at the top of the constrained by low stocks mercial vehicles grew 10% to market share of the passen- bestselling vehicle model levels, which will continue 4116. ger and SUV segment (1013 table with 735 registrations, into the foreseeable future,” Toyota remains the overall units) followed by Mazda followed by the Toyota Hilux MIA chief executive David market leader with 17% with 10% (773) and Holden with 703 and the Nissan Crawford says. market share or 1959 units. with 8% (602). Navara with 384. Registrations of 7415 pas- It was followed by Ford with NEW PASSENGER MAKES FEB FEB % Market NEW PASSENGER MODELS MAKE Movement '18 '17 Change Share VEHICLE FEB FEB MODEL MAKE MODEL TOYOTA 1013 990 2.3 13.7 MAKE '18 '17 MAZDA 773 755 2.4 10.4 SUZUKI SWIFT 307 TOYOTA COROLLA 351 HOLDEN 602 654 -8.0 8.1 MAZDA CX-5 276 KIA SPORTAGE 279 SUZUKI 577 624 -7.5 7.8 TOYOTA COROLLA 250 MITSUBISHI OUTLANDER 217 KIA 512 513 Up 3 -0.2 6.9 KIA SPORTAGE 223 HYUNDAI TUCSON 213 MITSUBISHI 489 547 Up 1 -10.6 6.6 HOLDEN COMMODORE 214 MAZDA CX-5 213 HYUNDAI 489 606 Down 1 -19.3 6.6 TOYOTA RAV4 205 TOYOTA HIGHLANDER 203 HONDA 412 373 Up 1 10.5 5.6 MITSUBISHI OUTLANDER 170 HYUNDAI SANTA FE 189 FORD 395 611 Down 4 -35.4 5.3 HONDA CRV 169 FORD ESCAPE 178 VOLKSWAGEN 342 355 -3.7 4.6 HYUNDAI KONA 141 MAZDA MAZDA3 178 NISSAN 269 346 -22.3 3.6 NISSAN QASHQAI 140 VOLKSWAGEN TIGUAN 176 AUDI 169 176 Up 2 -4.0 2.3 MAZDA CX-3 137 SUZUKI SWIFT 171 MERCEDES-BENZ 166 245 -32.2 2.2 TOYOTA YARIS 137 SUZUKI VITARA 162 SUBARU 157 305 Down 2 -48.5 2.1 VOLKSWAGEN TIGUAN 132 HOLDEN CAPTIVA 148 BMW 144 160 -10.0 1.9 MAZDA MAZDA3 131 TOYOTA RAV4 148 JEEP 142 56 Up 4 153.6 1.9 FORD ESCAPE 128 SUBARU OUTBACK 135 SKODA 104 104 Down 1 0.0 1.4 TOYOTA HIGHLANDER 128 MITSUBISHI ASX 133 PEUGEOT 86 48 Up 3 79.2 1.2 MITSUBISHI ASX 121 SUZUKI IGNIS 132 LAND ROVER 76 93 Down 2 -18.3 1.0 VOLKSWAGEN GOLF 119 FORD FOCUS 131 MINI 70 45 Up 3 55.6 0.9 HOLDEN CAPTIVA 112 NISSAN X-TRAIL 126 Other 428 444 -3.6 5.8 HONDA JAZZ 112 HONDA JAZZ 125 TOTAL 7415 8050 -7.9 100.0

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36 | AUTOTALK MARCH 2018 | www.autotalk.co.nz STATSTALK NEW VEHICLES

NEW VEHICLES Record sales for COMPETITIVE FINANCE BROUGHT TO YOU BY: Aussie market

ustralian Febru- notching up a 55% ary vehicle sales monthly improve- NEW AROUND THE Ahave smashed ment over 2017 and an last year’s results with impressive 43.2% jump COUNTRY PASSENGER nine out of the top ten in year-to-date sales, REGISTRATIONS manufacturers record- at 9543 in 2018, versus FEB FEB % DIST ing increases. 6666 by this time last '18 '17 CHANGE February’s sales total year. WHA 175 195 -10.26 of 95,999, based on Toyota smashed the AUC 3176 3596 -11.68 registrations, is a 7.8% 30,000 barrier, no doubt HAM 502 535 -6.17 increase on February with help from 2017 THA 100 78 28.21 TAU 338 357 -5.32 2017, surging the 2018 plate clearances. It has ROT 151 91 65.93 cumulative total to racked up 33,587 thus GIS 39 33 18.18 184,550 for the year-to- far in 2018, compared NAP 209 216 -3.24 date. with a more conserva- NEW 144 156 -7.69 In order of rank, tive 28,862 by end of WAN 97 96 1.04 Toyota, Mazda, Hyun- February 2017. PAL 224 279 -19.71 dai, Mitsubishi and Ford drop over its 2017 result of The increasingly MAS 98 56 75.00 take out first to fifth, and 12,908. With 5724 sales in popular SUV segment WEL 790 807 -2.11 Nissan, Honda, Kia and February 2017, last month’s marches on with a 41.5% NEL 103 93 10.75 Volkswagen placed sev- 4689 result was an 18.1% market share (up 12.1% BLE 64 72 -11.11 enth to 10th. slump and left it the only over February 2017), cour- GRE 10 16 -37.50 Holden in sixth with brand in the top 10 without tesy of small-SUV models WES 1 5 -80.00 10,408 year-to-date sales an improvement. selling 21.4% higher than in CHR 703 814 -13.64 based on registrations, By comparison Honda the same month last year, TIM 74 87 -14.94 OAM 9 16 -43.75 saw a 2500-sale (19.4%) had a stellar February, medium models selling DUN 235 306 -23.20 17.1% higher and large SUVs INV 173 146 18.49 NEW COMMERCIAL MAKES (UNDER 3500KG) rising by 12.9%. TOTAL 7415 8050 -7.89 FEB FEB % Market MAKE Movement '18 '17 Change Share NEW COMMERCIAL MODELS (UNDER 3500KG) FEB FEB TOYOTA 946 747 26.6 23.0 MAKE MODEL MAKE MODEL FORD 788 713 10.5 19.1 '18 '17 NISSAN 384 346 Up 1 11.0 9.3 FORD RANGER 735 FORD RANGER 664 MITSUBISHI 368 282 Up 1 30.5 8.9 TOYOTA HILUX 703 TOYOTA HILUX 533 HOLDEN 366 364 Down 2 0.5 8.9 NISSAN NAVARA 384 HOLDEN COLORADO 351 ISUZU 304 255 19.2 7.4 MITSUBISHI TRITON 368 NISSAN NAVARA 346 MAZDA 169 186 -9.1 4.1 HOLDEN COLORADO 362 MITSUBISHI TRITON 282 VOLKSWAGEN 110 76 Up 2 44.7 2.7 TOYOTA HIACE 208 TOYOTA HIACE 196 LDV 102 101 Down 1 1.0 2.5 ISUZU D-MAX 195 MAZDA BT-50 186 HINO 68 45 Up 5 51.1 1.7 MAZDA BT-50 169 ISUZU D-MAX 161 Other 511 619 -17.4 12.4 SSANGYONG ACTYON SPORT 63 HYUNDAI ILOAD 95 TOTAL 4116 3734 10.2 100.0 HYUNDAI ILOAD 61 LDV V80 63

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AUTOTALK MARCH 2018 | www.autotalk.co.nz | 37 STATSTALK NEW VEHICLES NEW VEHICLES COMPETITIVE FINANCE BROUGHT TO YOU BY: ‘Emotionally charged’ roll-out for new Commodore

Continued from page 16 variant was also developed Four-cylinder surprises enhancement system in the The six-cylinder is from by Holden at the Nurbur- We got the chance to try VXR sounds a little awkward. the same family as the unit gring motorsports complex most of the Commodore Grip and ride are a step in the old Commodore but in Germany, using General range on a 400km route above competitors such it’s heavily revised. Motors’ dedicated nearby through Otago. as the Mazda 6 and Toyota “There’s not much of the facility. The most striking im- Camry, though we felt the old V6 left in its character; The Twinster all-wheel- pression was how good steering was a tad too arti- it’s responsive and has more drive system uses a twin- the turbocharged engine ficial. power and torque than clutch rear differential is - quiet and refined, with With the four-cylinder before and the nine-speed system that gets torque a beefy midrange and a lot models, we could not get an transmission has really vectoring. of urgency in the way it accurate feel for what show- transformed it,” Tassone “It’s a really unique system responds. room models will be like says. which does away with a The six-cylinder is also re- because the test cars had yet “Holden put its hand up conventional rear differential, sponsive but lacks the push- to be fitted with new local- to design the architecture to with a clutch pack on each in-the-back feeling of the spec dampers. take the V6.” side, delivering torque inde- turbo. It sounds good too, Interior quality feels de- The VXR performance pendently to either side.” so much so that the noise cent and the design - which appears similar to the Astra – seems thoughtfully laid out. NEW COMMERCIAL MAKES (UNDER 3500KG) – YEAR-TO-DATE Entry level models do feel a little dated, even in comparison to the outgoing model, and the upper mod-

FIAT FORD FOTON WALL GREAT HINO HOLDEN HYUNDAI ISUZU LDV MAZDA MERCEDES-BENZ MITSUBISHI MITSUBISHI FUSO NISSAN SSANGYONG TOYOTA VOLKSWAGEN OTHER TOTAL els don’t feel as sumptuous 18-Jan 101 808 66 66 16 46 385 64 258 153 172 57 318 284 94 780 165 204 4037 as the previous car. 17-Jan 63 788 67 45 0 42 383 68 271 87 154 40 219 276 83 698 123 266 3673 Still, space is efficiently % diff 60 3 -1 47 10 1 -6 -5 76 12 43 45 3 13 12 34 -23 10 used for front-seat passen- 18-Feb 59 788 47 50 8 68 366 64 304 102 169 48 368 384 63 946 110 172 4116 gers. In the rear, legroom is 17-Feb 64 713 66 35 8 45 364 97 255 101 186 51 282 346 52 747 76 246 3734 % diff -8 11 -29 43 0 51 1 -34 19 1 -9 -6 30 11 21 27 45 -30 10 excellent although the mid- YTD 18 160 1596 113 116 24 114 751 128 562 255 341 105 686 668 157 1726 275 376 8153 dle position feels a little tight YTD 17 127 1501 133 80 8 87 747 165 526 188 340 91 501 622 135 1445 199 512 7407 for a large vehicle. %diff 26 6 -15 45 200 31 1 -22 7 36 0 15 37 7 16 1938-2710 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 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 17-Jan 7 154 198 2 1 15 778 0 1381 405 540 71 603 111 55 779 222 73 647 478 73 58 106 60 236 728 1644 474 44 207 10150 % diff 71 16 -6 -100 0 -53 9 -44 29 2 15 26 -34 13 32 -15 5 -3 -12 22 -7 32 37 45 -1951-3730216 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 17-Feb 3 176 160 0 4 23 611 0 654 373 606 56 513 93 62 755 245 45 547 346 48 22 104 93 305 624 990 355 48 189 8050 % diff 67 -4 -10 -75 -83 -35 -8 10 -19 154 0 -18 11 2 -32 56 -11 -22 79 59 0 -31 -49-82-4-27 YTD 18 17 347 331 0 2 11 1241 0 1379 936 1042 224 1274 149 131 1798 354 147 1115 692 175 89 244 146 499 1168 3503 642 104 453 18213 YTD 17 10 330 358 2 5 38 1389 0 2035 778 1146 127 1116 204 117 1534 467 118 1194 824 121 80 210 153 541 1352 2634 829 92 396 18200 %diff 70 5 -8 -100 -60 -71 -11 0 -32 20-976 14 -27 12 17 -24 25 -7 -16 45 11 16 -5 -8 -14 33 -23 13 14 0

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38 | AUTOTALK MARCH 2018 | www.autotalk.co.nz STATSTALK SECONDHAND

Second-hand sales rise to continue?

econd-hand vehicle sales were up likely growth in second-hand demand in February, with dealer sales up 9.3% to during February but it’s not clear if will rise. 410, and public-to-trader registrations Sthat will continue as the stink bug Dealer-to-public sales are already up 8.8% to 339. issue creates a shortage of fresh import heading up, with sales growing 3.9% Public-to-public sales were down stock. to 16,380 units, while dealer purchases 7.3% to 1842. It’s possible some dealers will shift were up 2% to 12,265 units. In trucks, sales by dealers were up to the second-time-round market to The public transactions totalled 2.5% to 2607 and dealer purchases up keep cashflow moving as they wait. The 42,092, up 0.2% year-on-year. 5.7% to 1899. Public transactions were longer the ships are delayed, the more The bike market had a huge month up 3.8% to 6118.

SECONDHAND REGISTRATIONS − FEBRUARY 2018 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 2017 Public to Trader 282 4626 957 157 530 117 79 370 153 153 947 112 1101 229 79 18 1609 114 4 359 269 12265 Public to Public 1927 13906 3163 699 1950 971 431 1480 966 602 1665 487 3055 1054 445 171 25 5316 536 104 2046 1093 42092 Trader to Public 573 5546 1250 279 765 370 139 552 329 270 715 221 1478 320 146 71 5 2077 178 36 660 400 16380 Cars 2016 Public to Trader 232 4474 1097 98 552 64 52 349 229 124 704 73 1143 201 113 30 1670 129 12 426 258 12030 Public to Public 1918 14380 3401 543 2107 804 382 1498 1036 480 1636 378 2857 1056 405 189 77 5221 544 175 1960 954 42001 Trader to Public 524 5239 1342 230 848 263 152 527 365 177 706 160 1413 317 155 66 15 1972 228 58 632 383 15772 Cars % Change

Public to Trader 21.6 3.4 -12.8 60.2 -4.0 82.8 51.9 6.0 -33.2 23.4 34.5 53.4 -3.7 13.9 -30.1 -40.0 -3.7 -11.6 -66.7 -15.7 4.3 2.0

Public to Public 0.5 -3.3 -7.0 28.7 -7.5 20.8 12.8 -1.2 -6.8 25.4 1.8 28.8 6.9 -0.2 9.9 -9.5 -67.5 1.8 -1.5 -40.6 4.4 14.6 0.2 Trader to Public 9.4 5.9 -6.9 21.3 -9.8 40.7 -8.6 4.7 -9.9 52.5 1.3 38.1 4.6 0.9 -5.8 7.6 -66.7 5.3 -21.9 -37.9 4.4 4.4 3.9 Motorcycles 2017 Public to Trader 3 130 34 24 2 7 5 6 21 2 59 7 2 39 1 21 6 369 Public to Public 62 581 130 24 129 27 12 68 52 17 72 17 163 61 27 7 7 239 30 9 71 37 1842 Trader to Public 12 123 37 4 35 8 1 8 10 7 21 5 51 8 4 48 6 14 8 410 Motorcycles 2016 Public to Trader 7 121 26 28 1 4 6 3 26 2 42 12 1 37 3 16 4 339 Public to Public 74 612 146 18 96 38 14 86 69 22 69 14 179 64 31 15 5 263 37 7 82 46 1987 Trader to Public 15 108 28 8 18 7 2 9 14 5 20 6 55 13 4 1 37 5 3 12 5 375 Motorcycles % change Public to Trader -57.1 7.4 30.8 -14.3 100.0 75.0 -16.7 100.0 -19.2 0.0 40.5 -41.7 -100.0 5.4 -66.7 31.3 50.0 8.8

Public to Public -16.2 -5.1 -11.0 33.3 34.4 -28.9 -14.3 -20.9 -24.6 -22.7 4.3 21.4 -8.9 -4.7 -12.9 -53.3 40.0 -9.1 -18.9 28.6 -13.4 -19.6 -7.3 Trader to Public -20.0 13.9 32.1 -50.0 94.4 14.3 -50.0 -11.1 -28.6 40.0 5.0 -16.7 -7.3 -38.5 0.0 -100.0 29.7 20.0 -100.0 16.7 60.0 9.3 Trucks 2017 Public to Trader 61 597 229 35 88 24 18 66 38 22 121 18 108 58 34 8 214 23 3 60 74 1899 Public to Public 314 1754 502 106 358 143 86 249 175 114 248 88 326 171 78 42 12 750 77 36 309 180 6118 Trader to Public 115 684 264 49 157 50 52 108 67 26 130 31 175 62 43 15 7 286 38 15 152 81 2607 Trucks 2016 Public to Trader 59 511 191 8 87 36 33 72 33 22 125 25 93 51 43 11 225 31 1 74 66 1797 Public to Public 347 1538 482 93 371 138 74 205 164 100 259 82 353 179 82 48 11 773 107 33 257 198 5894 Trader to Public 109 625 233 42 147 60 45 114 62 39 136 55 132 71 44 16 4 341 40 12 136 80 2543 Trucks % change Public to Trader 3.4 16.8 19.9 337.5 1.1 -33.3 -45.5 -8.3 15.2 0.0 -3.2 -28.0 16.1 13.7 -20.9 -27.3 -4.9 -25.8 200.0 -18.9 12.1 5.7 Public to Public -9.5 14.0 4.1 14.0 -3.5 3.6 16.2 21.5 6.7 14.0 -4.2 7.3 -7.6 -4.5 -4.9 -12.5 9.1 -3.0 -28.0 9.1 20.2 -9.1 3.8 Trader to Public 5.5 9.4 13.3 16.7 6.8 -16.7 15.6 -5.3 8.1 -33.3 -4.4 -43.6 32.6 -12.7 -2.3 -6.3 75.0 -16.1 -5.0 25.0 11.8 1.3 2.5 e ns ee s i ens n www.autotalk.co.nz sie nine wie wee es ie ei

AUTOTALK MARCH 2018 | www.autotalk.co.nz | 39 STATSTALK TRUCKSBIKES

Steady rise for bike market

ike registrations were most popular brand on 63, up again as the warm- up 28.6% for an 8.2% share, Best summer on record followed by Kawasaki on continued in February. 54, up 86.2% for 7.1% of the Total new bike regis- market. trations were 764 for the A scooter returned to the month, up 3.5% year-on- top of the market in Febru- year. For the year, 1571 bikes ary, with the TNT Roma 2T have been registered. on 37 heading off the recent Suzuki continues to lead, champ, the Suzuki GSX150 though its own result was Gixxer on 23. down marginally, by 0.8% The Suzuki UZ50 was next to 122 units, a 16% market on 22, followed by the Forza share. Ciclone, Kawasaki EX300G L Yamaha was second on and KTM Duke on seventeen 82, up 12.3% for a 10.7% units a piece. share, followed in third by Harley Davidson on 68, Steady for used down 25.3% for an 8.9% Used registrations were units, to 242. Honda took second on 31, stake. relatively steady year-on- Harley Davidson domi- up 34.8% for a 12.8% stake, Honda was the fourth year, down 1.2%, or three nated, with 80 units regis- while Yamaha was third on 19, tered, up 11.1% for a 33.1% up 58.3% for a 7.9% share. NEW BIKE MODELS market share. MAKE MODEL FEB'18 TNT MOTOR ROMA 2T 37 SUZUKI GSX150 FDZA GIXXER 23 SUZUKI UZ50 22 NEW BIKE MAKES FORZA CICLONE 17 FEB YTD % Market VEHICLE MAKE FEB'17 KAWASAKI EX 400G L 17 '18 '18 Change Share % KTM 390 DUKE 17 SUZUKI 122 263 123 -0.8 16.0 FORZA CAPRI LX 16 YAMAHA 82 185 73 12.3 10.7 PIAGGIO ZIP 50 2T 16 HARLEY DAVIDSON 68 150 91 -25.3 8.9 SUZUKI GSX150 DXA GIXXER 13 HONDA 63 122 49 28.6 8.2 APRILIA SR MOTARD 50 11 KAWASAKI 54 98 29 86.2 7.1 TOTAL 764 TNT MOTOR 42 66 35 20.0 5.5 TRIUMPH 38 77 32 18.8 5.0 USED BIKE MAKES KTM 37 74 32 15.6 4.8 MAKE FEB'18 FEB'17 % CHANGE MARKET FORZA 33 60 18 83.3 4.3 APRILIA 24 55 21 14.3 3.1 HARLEY DAVIDSON 80 72 11.1 33.1 INDIAN 23 53 13 76.9 3.0 HONDA 31 23 34.8 12.8 VESPA 23 56 15 53.3 3.0 YAMAHA 19 12 58.3 7.9 BMW 20 53 22 -9.1 2.6 DUCATI 16 23 -30.4 6.6 PIAGGIO 18 32 28 -35.7 2.4 SUZUKI 16 16 0.0 6.6 ROYAL ENFIELD 15 26 15 0.0 2.0 TRIUMPH 16 25 -36.0 6.6 MOPED 13 41 13 0.0 1.7 BMW 15 27 -44.4 6.2 MOTO GUZZI 11 15 6 83.3 1.4 KAWASAKI 12 13 -7.7 5.0 DUCATI 10 16 12 -16.7 1.3 HYOSUNG 7 0 #DIV/0! 2.9 FACTORY BUILT 10 21 23 -56.5 1.3 KTM 5 10 -50.0 2.1 TGB 9 20 4 125.0 1.2 Other 25 24 4.2 10.3 Other 49 88 84 -41.7 6.4 TOTAL 242 245 -1.2 100.0 TOTAL 764 1571 738 3.5 100.0

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 MARCH 2018 | www.autotalk.co.nz STATSTALK TRUCKS

Isuzu’s new trucks lead the way

suzu is leading the pack Fuso came in third with Meanwhile, Fiat registered with 42 registrations for the for new truck registra- 50 and a 11.4% market share. 22, down 12% year-on-year; month and a 21% market Itions for the month. It took a hit on its year-on- Kenworth had 20, up 43% share, up 45% year-on-year. The company had a 25% year result, falling 23% after year-on-year; UD Trucks 17, Isuzu was third with 36 market share for February registering 65 units in Febru- down 10.5% year-on-year; and an 18% market share. and was up 16% year-on- ary 2017. Volvo 16, down 53% year- It took a hit on its year-on- year with 109 registrations, Mercedes-Benz followed on-year; and Iveco 15, equal year result though, falling NZ Transport Agency figures with 28 and a 6.4% market year-on-year. 18% after registering 44 units show. share, up 21.7% year-on- Hino led the market in in February 2017. Hino was in second place year. used truck registrations for Mitsubishi was down with 68 registrations for the DAF had 27 for February, the month. 15% year-on-year with 23, month and a 15.5% market up 80% year-on-year having The company had a 25% Nissan stayed equal with 10, share. It was up 51% year- registered 15 in February market share for February Iveco and Mercedes-Benz on-year. 2017. and was up 58% year-on- had five each, Fiat and Ford year with 49 registrations. had four each and Mazda Toyota was in second had three. NEW TRUCK MAKES (OVER 3500KG) FEB FEB % YTD YTD MAKE MARKET USED TRUCK MAKES '18 '17 CHANGE '18 '17 FEB FEB % YTD YTD MAKE MARKET ISUZU 109 94 16.0 24.9 175 167 '18 '17 CHANGE '18 '17 HINO 68 45 51.1 15.5 114 87 HINO 49 31 58.1 24.9 75 50 FUSO 50 65 -23.1 11.4 116 132 TOYOTA 42 29 44.8 21.3 75 53 MERCEDES-BENZ 28 23 21.7 6.4 62 42 ISUZU 36 44 -18.2 18.3 91 78 DAF 27 15 80.0 6.2 48 28 MITSUBISHI 23 27 -14.8 11.7 42 41 FIAT 22 25 -12.0 5.0 59 50 NISSAN 10 10 0.0 5.1 29 21 KENWORTH 20 14 42.9 4.6 52 29 IVECO 5 1 400.0 2.5 6 3 MERCEDES-BENZ 5 1 400.0 2.5 7 6 UD TRUCKS 17 19 -10.5 3.9 39 37 FIAT 4 1 300.0 2.0 14 3 VOLVO 16 34 -52.9 3.7 37 55 FORD 4 5 -20.0 2.0 5 6 IVECO 15 15 0.0 3.4 38 27 MAZDA 3 6 -50.0 1.5 9 7 Other 66 64 3.1 15.1 154 161 Other 16 19 -15.8 8.1 38 38 TOTAL 438 413 6.1 100.0 894 815 TOTAL 197 174 13.2 100.0 391 306

Talk to Dale Stevenson about advertising your Do you sell or deal with business here with AutoTalk – in print and online your new and used trucks ad Phone: + 64 21 446 214 | Email: [email protected] | www.autotalk.co.nz here

AUTOTALK MARCH 2018 | www.autotalk.co.nz | 41 TRIBUNALTALK

An imbalance in power Amritz Carrier Ltd vs Autopost Ltd t/a Vehicle Import Centre

n September 2017, the The VOSA also contains a and purchase contracts. absence of clear evidence purchaser, a company, clause whereby the parties He also noted neither that (the purchaser) has Ipaid $13,100 for a 2007 agreed that the Act did not party sought legal advice, knowingly agreed to con- Mazda CX7 with an odom- apply to the transaction. although he acknowledged tract out of the provisions eter reading of 72,126km. Th adjudicator indicated, it would be unusual for a of the Act, (the purchaser) is It bought the vehicle to however, he was not satis- buyer or seller to seek such entitled to the protections be used by a director of the fied it was fair and reason- advice before buying a contained within the Act. company for driving to and able that the parties should $13,100 motor vehicle. “I am therefore satisfied from work, and for family be bound by the exclusion “However, it is relevant to the parties have not validly purposes. clause, noting the vehicle my assessment of fairness agreed to contract out of The day after taking pos- was of a type normally used and reasonableness that the Act and that the protec- session, the director noticed domestically and it was used the purchaser received no tions of the Act apply in this a ticking noise from the in that way. advice, either from a lawyer case.” engine when the car was “(The purchaser) advised or the trader, on the exist- Did the vehicle meet the cold. The vehicle was later that he used the vehicle to ence and effect of the exclu- guarantee of acceptable diagnosed as having a fault drive to and from work and sion clause. The trader knew quality? It had been as- with its timing chain and VVT for personal use outside of the existence and effect sessed by a Mazda franchise actuator. of work hours. I accept his of the exclusion clause. It repairer, who considered the The trader declined to pay evidence and am satisfied is contained in the VOSA, timing chain and VVT actua- the full cost of repairing the that, despite the clause in which is the trader’s own tor required replacement. fault, claiming the Consumer the VOSA that states the standard form agreement.” The trader estimated repairs Guarantees Act did not parties agreed the vehicle The purchaser advised would cost $2019.20. cover the sale because the was to be used for business he had not read the exclu- The tribunal’s asses- vehicle was purchased for purposes, this vehicle was sion clause and did not sor said the symptom was business purposes. not acquired for business understand it meant he had common with this model of It offered to supply re- purposes.” agreed to contract out of vehicle as the VVT actua- placement parts but insisted The adjudicator said there the Act. tor became noisy when the the purchaser was responsi- was an imbalance in bar- “Ultimately, the Act is vehicle was cold. The noise ble for the repair costs. gaining power between the consumer protection legisla- reduced as the vehicle The vehicle offer and sale trader and purchaser. tion,” the adjudicator said. warmed up but eventually it agreement (VOSA) dated The agreement was on “(The purchaser) is a would become permanent September 12, 2017 was in the trader’s standard form consumer – it purchased a as the timing chain stretched writing and included that and its terms did not appear vehicle of a kind ordinar- further. both parties are in trade, to have been subject to ily acquired for personal, The tribunal found the car and the vehicle was sup- negotiation. The trader was domestic or household use, failed to meet the standard plied and acquired in trade. a registered motor vehicle and the vehicle has been expected. The trader was The trader supplied the dealer but the purchaser did used for that purpose. given ten working days to vehicle as a motor vehicle not have the same experi- “Given the imbalance in repair the fault with the vehi- dealer and the purchaser is a ence in dealing with or ne- the respective bargaining cle’s timing chain and VVT transport company. gotiating motor vehicle sale power of the parties and the actuator.

A Tec Designs Ltd v Turners The ‘Condition Guide’ Group NZ Ltd t/a Turners

n September 2016, claiming to have relied upon says the vehicle had dam- legations, saying it had no li- the purchaser, a com- the trader’s “Basic Vehicle age that was not adequately ability under the Act because Ipany, paid $6720 for a Condition Guide” which con- disclosed and had a cambelt it was not a supplier for the 2006 Hyundai Tucson with tained information about the rather than the disclosed purposes of that Act. 114,516km on its odometer. mechanical and cosmetic timing chain. Further, it said it had The car was being sold on condition of the vehicle. He alleged the vehicle did not engaged in misleading behalf of another company Turners also published nu- not meet the standards of conduct in relation to the by the registered auctioneer. merous photographs of the acceptable quality under the disclosure of damage to the The purchaser did not vehicle. Consumer Guarantees Act. vehicle or the failure to dis- inspect the vehicle, instead The purchaser’s director The trader denied the al- Continued on page 43

42 | AUTOTALK MARCH 2018 | www.autotalk.co.nz TRIBUNALTALK

Continued from page 42 fully identified in the condi- it is a superficial inspection all reasonably identifiable close that the vehicle had a tion guide. only, in that parts have not damage. The vehicle had cambelt rather than a timing “I am satisfied that, by been dismantled and diag- reasonably identifiable dam- chain. publishing the condition nostic testing has not been age to its driver side taillight, The adjudicator found that guide and photographs, undertaken. (The trader) also missing bumper screws and because the vehicle was sold (the trader) represented that recommends that prospec- a significant scuff to the rear at auction, the trader could all reasonably identifiable tive purchasers obtain a full driver side sill that was not not be held liable under the defects and damage were mechanical inspection prior adequately disclosed.” Act. disclosed in the condition to purchase.” By failing to adequately The question remained, guide and photographs. However, he did find the disclose all identifiable however, over whether the “The condition guide condition guide would give damage, the adjudicator trader had engaged in mis- conveys that the vehicle a reasonable consumer the was satisfied the trader had leading conduct under the has been inspected by (the impression all reasonably breached the Act. He found Fair Trading Act. trader) and that all reason- detectable damage had the same with the condition The purchaser claimed ably identifiable defects and been identified. guide indicating the car had the condition guide failed damage have been noted on Consumers would then a timing chain when it had a to note a number of issues, the condition guide. have a reasonable expec- cambelt. including a dent in the rear “In reaching this conclu- tation that the trader had The adjudicator awarded corner, a hole in a taillight, sion, I note that the condi- disclosed all reasonably the purchaser the costs missing screws in the rear tion guide states, in a clear identifiable damage to the of replacing the cambelt, bumper and scuffing on a sill. manner, that is not a war- vehicle. though he noted it was The adjudicator agreed ranty and that prospective “The condition guide unlikely to suffer a loss from most of the issues were not purchasers are advised that did not adequately disclose the damage to the vehicle. ‘People’s car’ set to expand its market share

Continued from page 19 twin-pedal Polo but many will producing 85kW and 200Nm Polo hatch model to consider decoration, including a matt- consider it a price worth pay- power and force peaks, until the real performance red dashboard to match its ing in terms of the personal pruning a second from the hero, the $38,490 Polo GTI choice of three exterior body image enhancement that it 0-100kmh sprint interval at DSG, becomes available later colours – red, black or white. offers. the cost of increasing fuel this year. Expect 147kW and The $29,990 “Beats” will The $32,990 Polo R-Line consumption to a still com- 320Nm outputs from the 2.0 set you back an extra $2000 DSG turns up the boost on mendable 4.8litres/100km. turbo-petrol engine of the above the $27,990 base the three-cylinder turbo, That’s a nice “half-way hot” heaviest-hitting Polo. Meeting your obligation of disclosure

Continued from page 30 • A record of the disclosure process Draw on those experiences and use disclose this information. will protect you as the Trader, them as testimonials. Have your customer read the form should a customer portray at a If you disclose your products cor- in conjunction with a description of later date that they were not of- rectly and you understand how to the main “features and benefits” of fered protection, or the disclosure overcome the main objections and each insurance product. was not correctly undertaken. misconceptions, the benefits and List all products on the disclo- As professionals, we should all take features will allow the product to sell sure form and ask your customer to disclosure seriously and we should itself. answer yes or no to accept or decline not preconceive the requirements Remember, offering protection each individual product. of an individual customer. Unless makes for a better customer experi- you disclose, you will have no idea ence - “insurance is the one thing that Make sure you obtain their signature how you can assist and protect your you can’t buy when you are in imme- to confirm the process. Involving customer. diate need of its protection”. your customer and keeping a record Lastly, you will all know of custom- If you or your staff need further achieves two important procedures: ers which have enjoyed the benefits advice, training or assistance to • It confirms that the offering is not that insurance cover provides in rela- understand your responsibilities or a casual sales pitch and that the tion to mechanical breakdown insur- to more effectively sell finance and protection offered under such ance, consumer credit insurance and insurance products, call me now and policies should be taken seriously. guaranteed asset protection. I’ll be happy to help.

AUTOTALK MARCH 2018 | www.autotalk.co.nz | 43 DIARYTALK

The issue came to light af- could be considered MA but THE DIARY ter the Motor Vehicle Disputes the association says that’s not AutoTalk’s group editor Tribunal raised concerns possible. about cases where buyers Scott Morgan looks at the month Nichibo launches gone by on AutoTalk.co.nz were not told used cars they purchased were imported dealer app after being written off in Vehicle importer and dis- right behind the Government’s Australia. tributor Nichibo has launched February 1 move to close loopholes “When people purchase a new dealer app it says is which allow damaged cars to a vehicle, new or used, the already generating sales for Five-star safety for be imported, repaired and sold whole history should be customers in the field. without the buyer being fully discussed at point of sale,” Part of the Optimus Group, Commodore Motor Industry Association Nichibo has been importing Holden’s upcoming ZB Com- informed. chief executive David Crawford vehicles into New Zealand modore will land in New Zea- Vehicle safety is of huge told AutoTalk. since 1988. land early this year with a full importance to the 3600 MTA Director Robert Young says five-star ANCAP rating – and members who fix, fuel and sell while visiting dealerships he a full suite of intelligent safety cars throughout New Zealand, February 7 regularly observed test drives features. MTA chief executive Craig and walk-in business being The now German-sourced Pomare says. Imports start year recorded on note pads or not model scored well across a “What we need is a simple, at all. range of crash tests, achiev- transparent system that easily with a bang ing an overall adult occupant allows consumers and traders The used import market has protection score of 93% and to check the damage history started with a record: The big- a child occupant protection of a vehicle – whether it is an gest January ever for passen- February 12 score of 85%. import or not.” ger car registrations. AA Motoring Services gen- A total of 13,719 units were Bug-infested ship eral manager Stella Stocks says sold, up 6.1% year-on-year. turned around these results make the vehicle February 2 Commercial registrations Mazda New Zealand is one of a safe pick for families. also showed a strong gain, up the distributors affected by a Another record start 10.3% to 1024, the sixth big- bug-infested ship being sent Suzuki partners with to the year gest January on record. back to Australia. Protecta For the fifth year in a row, sales In passenger vehicles, The Courageous Ace was Toyota leads on 3232 units, Suzuki New Zealand has have kicked off with a record. turned around from the Ports though this was down 4.8%, launched a range of insurance New vehicle registrations of Auckland on February 6 with a decline in market share products for its customers of 14,834 meant yet another after the Ministry for Primary to 23.6%. in partnership with Protecta record month of January. Industries found 50 dead and Insurance. Registrations were up 7.3% one live brown marmorated Products on offer include (1011 units) on January 2017. stink bug, and one live yellow mechanical breakdown Passenger car and SUV February 8 stink bug. insurance, guaranteed asset registrations of 10,797 units The bugs have the potential protection, payment protec- were up 6.4% (647 units) on VIA clarifies stability to decimate New Zealand’s tion and vehicle insurance for January 2017. Commercial control agriculture industry. cars and motorcycles. vehicle registrations of 4,037 VIA has advised members and Suzuki Motorcycle Insur- units were up 9.9% (364 units) the market that vans with seats ance has been available since on January 2017. will require electronic stabil- February 13 October 2017 and has had ity control, though not for a very positive dealer and Write-off review another two years. Price rise for updated customer response with very welcomed MA class vehicles – pas- Mustang good sales volumes, says the A government review into senger cars – with engines of The Ford Mustang will arrive announcement statement whether dealers should have 2 litres or larger will require with significant upgrades from from Protecta. to reveal that a used import the safety technologies from this April but the price tag has was a statutory write-off in March 1, 2018. been upgraded as well. Damaged vehicles its home country is being ap- There has been some The range now opens at should be ‘flagged’ plauded by the Motor Industry discussion about whether $62,990 for the EcoBoost van-type vehicles with seats The Motor Trade Association is Association. Continued on page 45

44 | AUTOTALK MARCH 2018 | www.autotalk.co.nz DIARYTALK

dealers and pull the covers off once the initial problem has Continued from page 44 model, topping out at the new Holden Commodore. been solved. $84,990 for the GT Convert- General Motors Interna- A range of distributors who ible automatic. This compares tional president Barry Engle source from Japan, or on the to $59,880 and $82,880 for says the new model redefines same shipping routes, have the existing range – with all one of the company’s most vehicles stuck offshore. the models in between seeing famous nameplates. Subaru New Zealand is one, a similar rise. “This new generation of with managing director Wallis However, the extra cost Commodore will redefine one Dumper indicating 250 cars is arguably worth it, with of GM’s most famous name- are part of one consignment significantly more features and plates. Commodore is now that had been turned away. performance on offer. a truly global car for GM and offers levels of technology, driver safety Holden turns down engine options and body styles February 19 Driver Safety New Zealand has that will challenge perceptions teamed up with Supercheap offer of the car.” Auto to reduce the number of Holden has declined British ‘Pathways’ to be shut down young driver fatalities. billionaire industrialist San- Options sought on The “Check it” campaign Agriculture and Biosecurity jeev Gupta’s offer to buy the aims to reduce the number bug issue Minister Damien O’Connor Elizabeth assembly plant in of fatalities and injuries as a The flow of vehicles – both says the stink bugs affect- Adelaide. result of vehicle factors by new and used – out of Japan ing the shipping of cars from It was reported a Gordon highlighting the importance appears to be coming to a Japan will not be allowed Murray electric vehicle was a of vehicle maintenance. halt as solutions are sought anywhere near New Zealand. potential candidate to be built Research commissioned by on how to stop the brown He told Newstalk ZB the on the site by Gupta’s GFG Driver Safety New Zealand has marmorated stink bug coming bug could cause billions in Alliance, which is currently found the ability to undertake to New Zealand. damage to the economy and owned by Pelligra Group. general vehicle safety checks Four ships have all been he is not letting it anywhere Holden declined the pro- is “becoming extinct” with a found to carry vehicles affect- near our shores. posal, saying in a statement third of drivers under 25 years ed by the bugs, which have “We cannot afford to let it that assets had already been surveyed not knowing enough the potential to decimate the in and we will shut down the arranged for global reuse and about their car to do basic agriculture industry. pathways wherever we find the two companies were at no safety checks. stage close to an agreement. Around 7000 vehicles are them.” understood to be stuck on the water. MITO scholarships February 21 February 14 awarded Forty-nine individuals will Driver licence Industry to meet February 16 have their careers furthered by corruption slammed over bug-affected MITO’s 2018 scholarships. Crisis brings VIA The scholarships can be Allegations of corruption ships chief home put towards apprenticeships, among driver licensing officers Members of the vehicle logis- VIA chief executive David training programmes and are a huge concern for one tics, compliance and shipping Vinsen is coming home two business skills qualifications. industry leader. trades will meet with govern- days into a 12-day holiday in An RNZ investigation has ment officials as the number of Australia to deal with the stink revealed three testing offic- vessels found to carry brown bug crisis. February 20 ers are under investigation, marmorated stink bugs hits “There’s been nothing with claims some were paid four. more serious in my 15 years in Court upholds write- hundreds of dollars to illegally Carriers Tokyo Car, Glovis pass drivers. this role. In terms of a crisis, off decision Caravel, Courageous Ace and this has the potential to stop Up to 350 people will have Dunedin car dealer Mervyn Sepang Express have all been the industry in its tracks with their licences cancelled or Cottle’s attempt to have a Mo- found to carry the bugs. the risk it poses to the agricul- have to re-sit the test, while tor Vehicle Disputes Tribunal The four ships are carrying tural sector.” fake overseas truck licences decision overturned has failed. a range of new and used cars A working group formed and course certificates could He sought a judicial review and heavy machinery. Equip- at an industry meeting was have been used to get New in the High Court of a deci- ment is not available in New convened at VIA’s Auckland Zealand heavy vehicle licenc- sion which awarded Stephen Zealand to fumigate ships of headquarters. es, RNZ reports. their size. and Diane Loach a full refund of their vehicle. February 16 The tribunal decided Cot- February 22 February 15 tle should have told them the Volkswagen Amarok they Japan’s supply Vehicle lending Covers off new bought from his dealership, getting tricky McBride St Cars, which trades boosts profit Commodore The head of one Japanese as Tokyo Auto Town, was a Marac Finance’s parent The head of General Motors brand distributor says the statutory write-off in Australia. company Heartland Bank had international operations has effects of the stink bug issue its half-yearly after tax profit made a brief stop to meet with will carry on for months, even Campaign aimed at Continued on page 46

AUTOTALK MARCH 2018 | www.autotalk.co.nz | 45 DIARYTALK

ing to figures from the Motor Mercedes-Benz retailers and Vehicle Traders Register. February 27 their staff, including new ve- From a high of 3537 at the hicle sales, pre-owned vehicle end of November, the number New leaders for AHG sales and the service and parts of registered motor vehicle dealerships components of the business. traders fell to 3510 at the end Automotive Holdings Group of January. (AHG) has announced two new leaders at its largest Ford and Mazda franchise dealerships. February 26 Long-serving sales manager Paul Ah Kuoi has been Continued from page 45 ESC lifeline for promoted to dealer principal strengthened by impressive importers at John Andrew Mazda and Register for growth in motor vehicle loans. The New Zealand Transport Phil Saunders has been names Heartland’s profit was Agency is throwing importers the new John Andrew Ford $31.1 million for the half-year hit by the stink bug delays a dealer principal, after four FREE ended December 31, up $2m lifeline. years as Nissan New Zealand or 7% from the same period in It has decided used MA national sales manager. news updates the previous financial year. class vehicles (over 2000 cc) Loans on its motor vehicle bought in Japan on or before Retailer of the Year Receive ledger jumped $62 million or February 26, 2018 will be named three news 15% to $886.3m. eligible for exemption from It’s official – the Mercedes- electronic stability control Benz 2017 Retailer of the Year alerts a week to requirements. award has gone to Mercedes- your email February 23 NZTA’s current rules state Benz North Shore for the used passenger cars over two second year running. Dealer numbers down litres must have ESC from The overall award recog- Dealer numbers fell by 27 over March 1. nises the exceptional per- the holiday season, accord- formance of New Zealand’s autotalk.co.nz/subscribe

AussieTalk Diary gone to Lexus Australia. Booran Hyundai AutoTalk Australia’s editor Lexus was voted the top auto brand for customer satis- takes dealer title Scott Murray looks at the month Cranbourne Hyundai has faction for the fourth time in a gone by on autotalk.com.au been named the National row, with a rating of 96.4%. Hyundai Platinum Dealer of It also took out the inaugu- 2017 across all categories. ral overall Customer Satisfac- Indonesia could export cars Also sharing the platinum tion Award. February 22 to Australia as the two coun- award are Berwick, Dan- tries finalise the Comprehen- denong and South Morang sive Economic Partnership Daimler AG’s top Thousand of Hyundai as run and owned Agreement. Mitsubishis recalled shareholder by the Booran Motor Group. Indonesia’s 30% tax on se- Mitsubishi Motors Australia China’s Zhejiang Geely Holding dans is waived when cars are has issued multiple recalls Group chairman and founder Industry welcomes exported overseas, meaning across its range of ASX, Out- Li Shufu has become the top new deputy PM the country’s sedan manu- shareholder in Daimler AG. lander and Lancer vehicles for The Australian automo- a range of faults. facturers could boost pro- The 7.3 billion-euro stake duction selling to Australia. tive industry has welcomed Nearly 70,800 2013- represents the biggest invest- new deputy prime minister ment by a Chinese company 2015MY ASX and 2013- Mercedes celebrates Michael McCormack. 2016MY Outlanders could in an overseas automaker, McCormack will also take be at risk of developing a anniversaries Bloomberg News reports. the reigns as minister for in- parking brake fault which Mercedes-Benz is blowing up frastructure and transport. balloons and lighting the can- could see vehicles roll away He replaces beleaguered dles for the 30th anniversary if parked on a slope. February 27 Barnaby Joyce. The company says the park of the front passenger airbag. brake/hand brake might have At the same time, it’s also New AHG chairman an improper seal on the brake cheering for 20 years of the side window/curtain airbag takes reins caliper which could allow Automotive Holdings Group which debuted on the 210 water to enter the mechanism (AHG) has announced Rob All the HOT NEWS model E-Class back in 1998. and cause corrosion, mak- McEniry as the company’s new every day as it ing the brake shaft potentially Top approval rating chairman. stick. McEniry takes over from happens for Lexus David Griffiths, who has been Indonesian cars in Roy Morgan’s Car Manufac- in the role since November autotalk.com.au/subscibe Oz? turer of the Year award has 2010.

46 | AUTOTALK MARCH 2018 | www.autotalk.co.nz DIARYTALK

EVTalk Diary The Southern Hemisphere’s EVtalk New Zealand editor Geoff biggest deployment of all- February 22 Dobson looks at the month gone electric cars and largest EV by on www.evtalk.co.nz car-sharing model has been AI Day conference launched by prime minister on March 28 san New Zealand managing Jacinda Ardern in Christch- Autonomous shuttle devel- February 5 director John Manley who urch. opers Ohmio Automotion’s tested it at the Nissan Futures Yoogo Share, adopted by research and development Leading the Charge event in Singapore where the the Christchurch City Coun- coordinator Mahmood Hik- tour starts March 14 Leaf’s sale in seven markets cil, will have a pure EV fleet met will be among about 20 of 100 cars, 10 hubs and 100 speakers at AI Day. Preparations are nearly in Asia and Oceania was an- chargers around the city. Described as “New finished for the Leading the nounced. Zealand’s premier artificial Charge EV road trip over intelligence event”, it’s on 5000km from Bluff to Cape February 9 February 16 March 28 at the ASB Water- Reinga from March 14 to April front Theatre in Auckland. 3. EV rise continues EVs affected by stink EV owners are being Electric vehicle numbers invited to join in on any leg or bugs reached 6603 in January, up Electric vehicle importers are February 26 attend some of the 26 events. nearly 400 on December. among those impacted by the That’s pushing even closer stink bug discoveries which Electric spark to car February 8 to the 8000 goal by the end have led to four car carriers events of the year, a target that’s turning away from New Zea- Car events are increasingly “Huge” response to likely to be passed months land waters. taking an electric focus. ahead of schedule new Leaf “I think everyone has cars Electricarna, a new event stuck on these boats,” says for EVs coinciding with The new Nissan Leaf should Henry Schmidt of Autolink Americarna, was held in be available new here towards February 15 Cars in Auckland, which spe- New Plymouth on February the end of the April 1, 2018, to cialises in EVs. 24. March 31, 2019 financial year. PM launches all- That’s the belief of Nis- electric car-sharing

TransportTalk Diary financial downgrades. The award is based on TransportTalk New Zealand editor The business recently a points system across five Nigel Moffiet looks at the month gone announced a further $486 main areas including overall by on www.transporttalk.co.nz million in projected losses. dealer performance, truck It leads to a total projected sales, parts sales, finance and loss of $660 million for the customer support. in NZ 2018 financial year in its February 7 Mitsubishi Fuso Truck and Bus Building and Interiors divi- Corporation president and chief sion. February 26 Penske to deliver 36 executive Marc Llistosella has Norris says he will resign Safety alert on MAN trucks touched down in New Zealand. no later than the company’s Truck dealership Penske New Llistosella spoke to in- 2018 annual shareholders’ towing connections Zealand is celebrating a “sig- dustry leaders at Auckland’s meeting to allow for an “or- A safety alert has been issued nificant deal” with one of the Hilton Hotel ahead of his derly transition” of the board. over faulty truck drawbeams, country’s largest freight firms. resignation from the world’s drawbars and towbars. It is set to deliver 36 largest truck maker Daimler The NZ Transport Agency MAN trucks to TIL Logistics AG. February 16 says all towing connections Ltd, bringing the transport He is stepping down from fitted by Peter Wastney En- operator’s total MAN fleet to his role in March with Hartmut Southpac wins gineering must be assessed around 200 units. Schick taking over for the for a new certification by It makes TIL Logistics, business in Asia on April 1. Kenworth award a heavy vehicle specialist New Zealand’s Southpac which operates brands such as certifier (HVSC). Trucks has been named Hooker Pacific and Roadstar, The agency requires the Kenworth Dealer of the Year the largest commercial opera- February 15 equipment to be checked 2017. tor of MAN in Australasia. for signs of cracks “or other The accolade is regarded Fletcher Building’s failures”. as the one of the industry’s financial fallout February 8 most sought-after prizes for Keep up with daily Fletcher Building chairman Sir dealers and is open to Ken- NZ transport & Ralph Norris is stepping down worth distributors across equipment news Mitsubishi Fuso boss in light of the firm’s heavy Australia and New Zealand. transporttalk.co.nz/subscribe

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