THE VEHICLE DEALER’S NEWS SOURCE MONTHLY MAGAZINE OF AUTOTALK.CO.NZ – VOLUME 9 | ISSUE 12 | JANUARY 2019

Confidence for the road ahead.

Dealer application A tough year process questioned for the trade any in the automotive s it too easy to become a car dealer? trade won’t be sorry to see It’s a question that’s been high- Mthe back of 2018. Ilighted in the trade recently, fol- Stink bugs, the alpha Takata lowing accusations that some deal- airbag recall, currency fluctuations ers banned from operating are still in and supply issues were just some of business. the problems that affected both the Motor Trade Association dealers’ sec- new and used car trade last year. tor manager Tony Everett says it’s a dif- Imported Motor Vehicle Industry ferent path to becoming a dealer these Association (VIA) North Island chair- days, compared to the past. man Graeme Macdonald describes “If you went back to the prior regime, Tony Everett 2018 as one of “extreme trial and which was changed in 2003, you had frustration” for the used import sec- the Motor Vehicle Dealers Act 1975. “In theory there is a police check tor sourcing vehicles from Japan. “In that era, you had to have several process for various convictions, including “Crisis after crisis afforded little things, including a defined place of breaches under the Fair Trading Act. Other comfort to an business, reasonable amount of capital, than that, it’s game on,” Everett says. industry struggling demonstrate that you had some indus- However, despite those checks, to overcome a try knowledge and some knowledge of banned dealers are still trading. sluggish domestic consumer law.” “It’s no hurdle at all. Sometimes the market and mini- Now becoming a registered trader is business carries on in someone else’s mum margins in as simple as providing a date of birth, name, but they’re still on the same yard stock obtained.” address for contact, driver’s licence or doing deals. As for this year, Graeme Macdonald passport and the $595 registration fee “Being on the register doesn’t mean it’s important dealers remember while waiting for the Ministry of Busi- a lot. It doesn’t say much for the current the industry must come to terms ness Innovation and Employment to rules and the enforcement of those with changes to rules around consider the application. Continued on page 9 electronic stability control, which are set to come into force during INSIDE 2020. Faafoi impacts auto industry 3 “With only an effective 12 months Bridgestone put to the test 6 to go until the ESC regulations EV switch equals big savings 10 take effect for all stock imported, Ups and downs of Japanese market 20 6 10 Continued on page 4

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AutoTalk Magazine and autotalk.co.nz are published by Auto Media Group Kris Faafoi makes 8/152 Quay Street, Limited. P.O. Box 10 50 10, Auckland City, 1030. Ph. 09 309 2444. GROUP EDITOR presence felt AUTO TRADE TITLES Scott Morgan 021 240 2402 here wouldn’t be many included about 600 vehicles being [email protected] government ministers who repaired following a reminder from the had a bigger influence on the NZ Transport Agency, rather than the T MANAGING EDITOR automotive industry in 2018 than vehicle manufacturer. Richard Edwards Kris Faafoi. “A bit of NZTA backing helped get 021 556 655 The minister of commerce and people off their backsides. A govern- [email protected] consumers affairs’ most significant ment-sponsored reminder achieved a move hit when he implemented a Kris Faafoi. good response. mandatory recall of all vehicles with “If you go quiet on it, people will ASSISTANT EDITOR Geoff Dobson alpha Takata airbags in April. forget.” 021 881 823 However, proposed changes to the Credit However, he’s not ruling out using [email protected] Contracts and Consumer Finance Act (CC- tougher measures, like unrepaired vehicles CFA) and coming up with accessible vehicle with alpha airbags being unable to receive a finance options and alternatives to vehicle warrant of fitness. BUSINESS MANAGER ownership for low income people also come “We’re starting to think about warrant of Dale Stevenson 021 446 214 under his remit. fitnesses,” he says. [email protected] Faafoi sat down with AutoTalk in his The most recent figures show 55,314 Wellington office recently to discuss the or 65% of all affected vehicles have been ADVERTISING rollercoaster ride that was 2018. repaired. ASSISTANT While Faafoi is happy 65% of alpha airbag That includes 36,611 used imports or 57% Fran Da Silva affected vehicles have been repaired so far, which have been repaired, while 18,703 New 021 933 279 [email protected] he acknowledges initially it was difficult to Zealand new vehicles or 89% have been manage the situation with so many different fixed. parties involved, including the new and used In terms of potential changes to the CC- GENERAL MANAGER car industries, and government departments. CFA, proposals include capping the total in- Deborah Baxter 027 530 5016 “It’s trying to manage [organisations like] terest and fees charged on loans, introducing [email protected] MBIE and NZTA working together on a large tougher penalties for irresponsible lending, issue.” and raising the bar for consumer lenders to Now the appropriate systems have been register as a Financial Service Provider. PUBLISHER/CHAIR set up to identify affected vehicles, Faafoi Faafoi hopes to make progress on the Vern Whitehead 021 831 153 says the next challenge is getting to the last changes in the first half of 2019. [email protected] 35%. “A lot of feedback from the lenders is Auto Media Group Limited makes A communications campaign will soon there are some ratbags out there. Car lend- every endeavour to ensure information kick off to encourage people to get their cars ers are quite happy to see the changes we contained in this publication is accurate, however we are not liable for any losses fixed. are proposing. or issues resulting from its use. That’s on top of last year’s efforts, which Continued on page 4 Annual subscription: $84 + gst ($96.60) Printed by: Alpine Printers. INDUSTRY SUPPORTERS

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AUTOTALK JANUARY 2019 | www.autotalk.co.nz | 3 NEWSTALK

A tough year for the trade

Continued from page 1 and gloom for 2019, he says. “The Kiwi buyers should be do- “In terms of market economic ing careful market research outlook I think we’ve passed signals as during 2018 to ensure they the peak, but we won’t be we enter the can identify immediately the tumbling down to the bot- new year are stock that will be compliant, tom anytime soon.” a lot tougher and more importantly, those Meanwhile, the new vehicle compared to that will fall by the wayside.” market has just celebrated this time last Eugene Williams David Crawford Neeraj Lala another record sales year.” year, but Motor He says the two big issues return their vehicle if they Industry Association of the year – stink bugs are not 100% happy.” (MIA) chief execu- and alpha Takata airbags – He predicts its expanded tive David Crawford caused big problems for the model range and customer doesn’t expect that new vehicle industry. experience offering will see to continue in 2019. “Both [issues] bogged the marque continue to lead “I think it would down the MIA office and the pack in 2019. be a brave call to most of the MIA membership Ford New Zealand is also suggest a sixth re- with additional administra- pleased with its 2018 results 2CheapCars chief execu- cord year in a row. Although tion, operational challenges after becoming the country’s tive Eugene Williams also that would be, as always, a and increased costs.” best-selling light commercial expects many of the issues welcomed outcome. More Toyota led the new car brand thanks to sales of its which plagued the industry likely is a return commensu- market with 20.4% mar- ranger and Transit models. last year will continue into rate with the last few years, ket share in 2018, despite “We are very proud of the 2019. still at historically high levels, changing its sales model, achievement and would like However, it’s not all doom but not another record year. switching from dealerships to thank all our customers to stores. for choosing Ford and all our “It’s a fantastic result given dealer network for provid- the significant changes we ing the fantastic customer made with our drive-away service that has made it pricing from our Toyota possible,” Simon Rutherford, stores on April 1,” TNZ gen- managing director, Ford New eral manager of new car Zealand says. sales, Neeraj Lala says. See p25-28 for our 2018 Specialists in “Our customers have stats round-up really enjoyed the new pre‑shipment inspections customer experience with in Japan & UK ‘no haggle’ and the ability to  Full border inspections

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 Odometer verification Continued from page 3 “There aren’t many accessible for low income  Pre-export appraisal people out there who people. don’t want to crack down “Alternative modes of  Vehicle history reports on loan sharks. It will be transport and shared trans- interesting to see how they port is becoming more respond.” common,” Faafoi says. His office will also “It’s aimed more continue to work with the towards low income Financial Inclusion Industry households and how do Forum on making vehicle we make that work in low JEVIC NZ finance and alternative income households.” 09 966 1779 www.jevic.co.nz forms of transport more

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Bridgestone ramps up pressure cooker

ridgestone has begun ence fleet, although the M4 stop watches at a new era in the and M2 are nothing like your track days across BAustralian and New average company car, espe- the country. It’s the Zealand automotive indus- cially thrown into the fast, sporty one. try, and it goes far beyond graceful curves of the Phillip A new Alenza tyre just selling licorice. Island Grand Prix circuit. has also been devel- A company-wide ethos With an 18% Austral- oped for the luxury Stephen Roche, managing director change has arrived, where ian and 24% Kiwi market SUV segment. But metro Bridgestone Select share, a footprint of over more importantly for back to the local commu- stores both here and across 530 stores and 1500 staff the local operation, bigger nity in Salisbury which has the Tasman will receive slick in both countries, the big than the new rubber, is the been turned into park land, new fit-outs to welcome B is hungry for a greater new bloke steering the ship. as part of that giving back customers to the world of presence among non-tyre Managing director Ste- theme which began with tyres; one they’ve probably people, while still attracting phen Roche is only three Bridgestone founder Shōjirō never thought about before. the enthusiast. months into the role, but is Ishibashi who donated a AutoTalk was hosted by Enter the S007A Potenza eager to “reinvigorate and swimming pool to poor lo- Bridgestone for the launch performance tyre, designed re-establish” the brand. cal school children to avoid of its new Potenza tyre with an entirely unique “I’m not from the auto- infections from swimming in bolted to the alloy wheels compound to offer an even motive industry or tyre busi- the river,” Roche says. of the BMW Driving Experi- better tool for attacking ness, but I’ve been across a He says the 50 million number of sectors including tyres Australia disposes retailing and pharmaceuti- of every year also need to cals, so the whole concept be responsibly recycled, of delivering a product or which is why Bridgestone is service to an end consumer partnered with Tyre Stew- is something I understand,” ardship Australia and the he says. Australian Tyre Recycling “I’m also very passionate Association. about giving something back “That’s something we’re which is why I established a proud of, but need to admit- company-wide charity in my tedly keep finding new solu- last role.” tions to,” he concedes. Roche reminds that The company says it Bridgestone has its hands in needs to open up to both aviation, heavy trucks, and the media and customers, seismic bearings in build- despite having won multi- ings, and has production ple awards this year from facilities around the world. Reader’s Digest, Canstar “Most of Australia’s Blue and others. development is done in Jon Tamblyn has the For Lease Thailand at our techni- engineering and commercial cal centre, and a proving solutions mantle, mean- Ideal car yard sites ground. The Australia/New ing it’s his job to make sure 622 Great South Road, Manukau Zealand operation is also the the new S007A rubber does only operation manufactur- what it says on the packag- – Central Manukau location ing truck retreads for both ing. – Two lots - lot one 6,576sqm and lot two 5,424sqm countries - in Queensland,” “We’ve developed a new or lease both as one lot he explains. testing procedure called – Available January 2019 “When we stopped UltimatEye, which measures – Contact Nicholai Orlandini for further details manufacturing in this coun- pressure applied by the tyre 027 274 4530 try in 2010, we donated a into a flat surface as just one six-hectare parcel of land Continued on page 8

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Bridgestone ramps up pressure cooker

Continued from page 6 pound, and we’ve worked These included a rather The timed slalom weav- of seven steps in getting the with a number of franchisees timid couple of laps keep- ing around six cones, flicking tyre to market,” he explains. to design an ergonomic, ing up with BMW’s talented a U-turn and returning to a “About 70% of OEMs functional area that works instructors, braking tests in clock-stopping halt not only operating in Australia are for both store managers and both a straight-line ABS- demonstrated how blatantly using our tyres new from their staff, as well as their test and emergency swerve rubbish motoring journos the dealer which gives us customers,” Barclay says. at 80km/h, timed slaloms are at remaining calm under commercial confidence which became ultra compet- pressure, but also how much that those 150-plus models itive (as they inevitably do), abuse a modern tyre can cop are using not only a tyre an alleged drifting test which without protest. customers can afford to only a few could sustain Killing three cones on the replace, but will offer the on wetted-down, polished first attempt, the test also safest performance and concrete, and the obligatory demonstrated a flaw in the optimal ride and economy,” hot laps at day’s end just to otherwise impervious M2 Tamblyn explains. separate the keyboard war- which certainly held up its end “In fact we have over 100 riors from the professionals of the track-day agreement. different tyre SKU numbers “The business is also clocking hundreds of laps The U-turn reveals quite a developed in partnership pushing to increase and every year. dead spot in the car’s pick- with manufacturers, many improve our services in the Keeping pace during three up from low-speed, as you of which are unique to the transport sector, including laps the S007 does feel like a apply and open out from Australian and New Zealand operating out of major truck competent performance tyre full-lock and are tempted market,” he adds. depots and rest stops in even underfoot of an em- to nail the right pedal. The Director of sales Heath order to reduce disruptions ployed typist, offering what I gearbox, engine and diff take Barclay says high-traffic to operators’ schedules,” he would consider decent grip Bridgestone Select stores are says. where it’s needed on corner receiving that aforementioned “We’ve also secured exits, under hard braking at once-over to avoid corporate partnerships with some Honda corner (turn four) and complacency. significant trailer manufac- the downhill-right at Lukey turers like MaxiTrans which Heights where you ask the we feel speaks volumes for fronts to cop longitudinal our heavy duty customers,” and lateral punishment while Barclay adds. squeezing on the power to A series of so-called push you toward the apex tests allowed a bunch of without overcooking the what feels like a light year to journalists to pitch the new goose. comprehend the task being boots against the previous The potentially treacher- requested. generation “001” Potenza ous turn one is taken in fifth However, it’s a necessary on identical BMW M cars at what feels like 200km/h evil, because once they do “We’re not standing still, back to back. (although eyes never dared come good, it’s very likely our showrooms need mod- So-called because doubt- look anywhere but ahead), the over-eager journo has ernising to bring a contem- less it’s anywhere close to leaning on the front left be- asked for too much too soon. porary feel to what is a fairly the kind of gruelling torture fore the double-apex at turn Patience is key to making a mundane process in buying Bridgestone engineers put it two is ideal for feeling how smooth exit and begin the and fitting tyres,” he explains. through before signing off. connected the S007 remains return slaloms with the same “We’re finding ways to Considering one of those 10 with the blacktop in order to degree of finesse you wish give new life to old tyres test centres Roche speaks hold your line without push- you’d started the lap with. by developing a recycled of will burn through 10,000 ing wide or looping it like the tyre-rubber flooring com- tyres per year in testing. top of a candycane.

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8 | AUTOTALK JANUARY 2019 | www.autotalk.co.nz NEWSTALK

Dealer application process questioned

Continued from page 1 traders that are at risk of non- rules. compliance. “Enforcement in so many “In the 2017/2018 financial areas has been found wanting year the registrar issued bans lately.” to six traders that failed to Everett notes monitoring comply with tribunal orders motor vehicle dealers is on and issued warnings to five • NZ’s most installed and fasted the Commerce Commis- traders one of which was sion’s priority list, but says subsequently banned.” growing dealer management enforcement is the key. On top of that, in the system “The products being sold 2017/2018 financial year are quite an expensive item. O’Brien says 18 convictions • Seamlessly handles dealership Consumers can suffer signifi- for unregistered trading re- cant losses. sulted in fines of $74,750. sales, service and parts in a “At the very least, what we And in the current finan- wide range of industries should always do whatever cial year to date, the registrar laws we have, is make sure has obtained a further 18 • Integrated Options: there’s a reasonable level of convictions for unregistered enforcement applied. trading, resulting in fines of Fleet Management “There’s a risk [more rules] $133,300. Asset Management will add cost to the compliant “In 2017 Ministry for Busi- Rental/Leasing traders.” ness Innovation and Employ- However, registrar of ment’s Trading Standards motor vehicle traders and identified motor vehicle sales • Installation, configuration, manager of trading standards as a priority area of focus for training and phone & email Stephen O’Brien says it is its compliance activities and support from the industry’s best monitoring what dealers are developed a comprehensive up to. compliance strategy. The Motor Vehicle Sales “Our primary objective Act 2003 allows applications is to educate and obtain to be accepted or declined, voluntary compliance from with the option of removing traders with the act. In the those who become disquali- cases where the trader does fied from registration, he not engage with the registrar, says. or refuses to comply, we will “The registrar works investigate and take the nec- closely with the Motor Ve- essary action.” hicle Disputes Tribunal and is able to identify potential

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AUTOTALK JANUARY 2019 | www.autotalk.co.nz | 9 DEALERTALK

Dealership encounter converts insurance assessor to electric

nsurance assessor Andy calculated if it was Downer is saving thou- empty, it might take Isands of dollars each year $5 to charge and it’s after switching to a Hyundai never empty. It’s al- Ioniq. most paying for itself, His job assessing damage that car.” to properties takes him as far Downer admits north as Silverdale and out to he’s a Hyundai fan, Waikato and the Coroman- estimating the Ioniq del – a fair distance for the is his “sixth or sev- Kawakawa Bay resident. enth” vehicle from “Before the Ioniq, I was in the marque. a Santa Fe turbo,” he says. So, it’s not a “I was doing between surprise he came $800 and $900 worth of die- across the Ioniq on sel a month, including road a visit to his local user charges. dealership. “When I was in a petrol “I was taking my vehicle, it was between $900 car in for a service, and $1000 per month. Going saw the Ioniq and Andy Downer with his Hyundai Ioniq into a diesel dropped it a bit. thought ‘that’s “Now I’ve gone electric, I cool.’” The next thing Downer Luckily, he managed to knew, he traded in his Santa sneak home with some Fe for the electric vehicle. downhill regeneration and a “It was a bit of an impulse limited amount of power in Why are dealers buy. I didn’t really research “turtle mode”. them. I had heard about “I cover right the way Nissan Leafs, but they are up to Silverdale, and down switching hideous. through the Waikato and “We talked about the range Coromandel. to IBC? and they said it was about “Every morning I get a 200km, but I have had 300km fully charged car – that’s out of it. They’re quite con- with a 32-amp plug.” servative with what they set. If he does have to use “It just depends where public charging stations, his I’m going and how fast I’m favourites are Takanini, Auck- going.” land Airport and Greenlane. Downer says if he charges “They’re convenient spots. the Ioniq up to 90%, it will If I do have to use them, I have 240km of range. just check some emails. Large selection of fresh vehicle purchased by IBC buyers experienced with “It’s basing that on the “There’s stacks of space the NZ market. Vehicles can be purchased in JPY, NZD or NZD with GST. previous driver. When I first and I haven’t really noticed a Fixed price compliance available bought it, I would say I got drop in performance if I have Communicate with and receive fresh stock o
ers daily from IBC. 200km at 100%. That was four people in the car.” before I had any history. However, despite lov- Bidding at Japan auctions through iDirect is easy with IBC’s mobile app. Experienced sta
are available to manage your bids, provide feedback on “If you chuck on the ing what the Ioniq can do, vehicle condition and ensure a hassle-free buying process. air-conditioning it takes off Downer says he still has a Comprehensive Vehicle Inspection Report sent to you for every vehicle 20km straight away.” soft spot for internal com- purchased, giving you full knowledge of vehicle condition. So far, Downer has put bustion engines. about 40,000km on the car. “Because petrol is an ad- NZ-based IBC sta
ready to provide complete post purchase services when you need them. “Living out in Kawakawa diction, I’ve got a motorbike. Bay, it’s 60km to the motor- There’s my petrol headed- For more information, call (09) 257 0050 way. I’ve only run out of juice ness.” WWW.IBCJAPAN.CO.JP www.autofile.co.nz 13 once.”

10 | AUTOTALK JANUARY 2019 | www.autotalk.co.nz DEALERNEWSTALKTALK

Foley Trucks built on trust

oley Trucks has come a long way key part of Paul’s success with over 150 since its “humble beginnings” as a trips to the country. Fsmall Auckland car yard 30 years It was “hard work” at first, he says. ago. Not knowing anything on his first visit, Founding director Paul Church was a not knowing the language or how to panel beater by trade when he decided read any signposts, but he made his to take a punt and buy a dealership way around and found the right con- licence for around $10,000 in the late Continued on page 21 Paul and Thomas Church 80s. “That was a lot of money back then,” he says. He was often telling his mates he would do well in the industry. “They would say to me, ‘prove it smarty pants’.” And so he did, putting every- thing on line and starting from the original site in Point Cheva- lier. Paul didn’t sell a car in the first week, but business soon picked up. He changed direction and • Motor Vehicle Insurance focused solely on trucks around five years later. • Lumley Underwritten It was around the time when imports were starting to get a “foothold” throughout the coun- • Fast-Flexible-Effective Motor Vehicle Insurance try. He saw a gap in the market for vehicles over 3500kg GVM and designed for Dealers and their customers made the shift early on starting with a little box truck. It proved to be a smart move • All Licence types catered for and Histories and he started importing a few bigger trucks. looked at Needing more space, he shifted to a new site in Penrose in 1996. The business is now based • Weekly/Fortnightly and Monthly payment in Leonard Rd, Mt Wellington and a new Christchurch site opened in options for your customers April this year. Around 140 trucks are on • NZRA (NZ Roadside Assistance) Drive Away stock in Auckland and more than Insurance 50 in Christchurch, mostly ex- demo vehicles. There are eight employees across both sites. The trucks mostly range from two to 10-tonne payloads of INSTANT QUOTE & COVER SERVICE 24/7 all major brands. They include everything from flat decks, box PH 0800 111 801 trucks, tippers, refrigerated trucks, cranes, compactors, buses, trans- Or ONLINE QUOTES www.gocover.co.nz porters and vans. Forming a key relationship with Drive Away with peace of mind CALL US TODAY dealers in Japan has been another

AUTOTALK JANUARY 2019 | www.autotalk.co.nz | 11

NEWSTALK

No simple fix for the tragic road toll

he 2018 road toll of 382 - though sadly that number Richard Edwards Tis still slightly elastic - is 021 556 655 the worst since 2009. [email protected] So the question turns to what can be done about reversing the trend. Politicians are already banding around which of the many way a four-lane separated motor- things that can be done to solve the way can, but I’m happy to be proven crisis is the answer. wrong. In announcing the toll, Police minis- Associate transport minister Julie- ter Stuart Nash put the blame squarely Anne Genter has suggested the gov- on driver and passenger choices. ernment wants to take on zero road “The main contributing factors toll target approach as seen com- are speed, failure to wear a seatbelt, monly in Scandinavian countries. distraction such as using a cellphone, One of the things missing from and impairment from drugs, alcohol, or New Zealand road regulations is that fatigue,” Nash says. part of the world focusses on driver “Police remain out on the roads training and quality - which I guess working hard to keep everyone safe. Nash has targeted in his comments. But they can’t do it alone – we all need They would struggle to get bet- to be responsible every time we get ter value than investing a little of behind the wheel.” their safety budget in a programme The government itself is pitching a already underway - one advert pro- raft of road upgrades as the answer - duction budget would probably go a and while admirable their plan came at long way. the cost of other planned road redevel- Holden Street Smart, created by Greg Murphy opments. Holden New Zealand with racing driver It is 100% guaranteed to make a differ- The theory: separating traffic with Greg Murphy is teaching learner drivers ence,” Murphy said. plastic markers, wire ropes or median important practical skills that will likely “I think focus needs to be put on barriers on a larger range of roads make them safer drivers for life. driver training as a whole. Spend- is preferable to a smaller set of gold Murphy’s called on the government ing money on roads is one thing, but plated ‘Roads of National Significance’. to change its focus on improving road if people continue to do the same As someone who commutes along safety when acknowledged by the New things they are now, then we shouldn’t a tract of road affected by this change Zealand Motoring Writers Guild for the expect the Road Toll Stats to change I am not sure a set of plastic toothpicks scheme late last year. much.” along a centreline can prevent head-on “Holden Street Smart is not research I couldn’t agree with him more. crashes with logging trucks the same being done to find out if training works.

AUTOTALK JANUARY 2019 | www.autotalk.co.nz | 13 INDUSTRYTALK

CRAWFORD’S CASE 160,000 new vehicle sales

nother year, another record for with the NZTA for several years arguing, trend in business confidence is the new vehicle sales, but this time mostly until blue in our face, of risks in pending avalanche of new Government Aonly just. As predicted this time the regulatory compliance processes the policies and regulatory changes which last year, the MIA expected a slight NZTA were managing. Or more correctly inevitably adds compliance costs. increase at best and possibly a slight as they were not managing. As we look at what is coming at us decline for the 2018 year over 2017. I recall one discussion with a previ- from the Government in 2019, the big- As it turns out, it was a slight in- ous senior manager at the agency gest impact will be decisions it makes crease of 1% (1648 units). On corrected who upon hearing my plea for action on what policies it will implement to numbers the 2018 turnout for new light retorted by saying if it isn’t broke, why reduce greenhouse gas emissions from and heavy vehicles broke through the fix it? I was staggered. transport. 160,000 mark, making it a fifth straight Firstly, because they couldn’t rec- We know that Government is devel- year of records. ognise the risks, and secondly because oping a host of policies but we do not Looking into the crystal ball what do I yet know what the final package looks see for the 2019 market? I think it would Reflecting on 2018, it was like. Consultation on these are expected be a brave call to suggest a sixth record a hectic year. When we around May this year. year in a row. Although that would be, as should have been making While talking about greenhouse gas always, a welcomed outcome. the news for record sales of emissions, over the break, I was catching More likely is a return commensurate up on a slew of background reading. One with the last few years, still at histori- new vehicles, the vehicle area I try to keep up to date on is climate cally high levels, but not another record stories that most made change science. Over that time a lot has year. Especially given reports of a news in 2018 were two big been written on this subject and it is sim- softening of the market in certain areas issues, stink bugs and the ply not possible to read it all. and for certain segments combined But one trend has emerged and that with recent global uncertainty in the mandatory recall on the is the politicisation of the science. This stock market. alpha type Takata airbags. is too important for scientists to po- The economic signals as we enter liticise. We need them to be scientists the new year are a lot tougher com- when they would get to see the inevi- first and foremost. pared to this time last year. table outcome of not doing what we Why? Because we require sound sci- Reflecting on 2018, it was a hectic suggested, it would be too late. ence before it is thrown into the murky year. When we should have been mak- Unfortunately, history proved the world of public policy and political ing the news for record sales of new association right. Now we have the compromise. vehicles, the vehicle stories that most agency which is on the back foot des- One quote I came across as I was made news in 2018 were two big issues, perately trying to right the wrongs of reading, reminded me this is not the stink bugs and the mandatory recall on past in-actions. first time I have alleged scientists the alpha type Takata airbags. 2018 was also a year the new Gov- around the world have increasing be- Both of which bogged down the MIA ernment attempted to get established come politicised. office and most of the MIA membership with its eclectic mix of election policies It was refreshing to read one scientist with additional administration, opera- from three different parties. comment: “I’m a scientist. And I regard tional challenges and increased costs. Business confidence took a hit, not it as my job to continually revaluate the Then as the year ended how can surprisingly, although Government evidence and reconsider my conclu- one go past not noting the extraordi- ministers seemed puzzled when by all sions. That’s my job. Some people don’t nary meltdown at the NZTA! accounts our economy was still ticking really want scientists. They want politi- This association, like many in the along nicely. cal activists. But if you want a scientist, transport sector, had been in discussions However, driving the downward give me a call.”

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14 | AUTOTALK JANUARY 2019 | www.autotalk.co.nz INDUSTRYTALK

Selling to Millennials

0800 42 88 62 illennials, Generation X, Baby Ange Humble [email protected] Boomers - familiar terms to North Island Sales Manager Mmost people - but the core Trade Me Motors makeup and buying habits of these 09 924 6601 different generations are something [email protected] from people who look like them not all motor vehicle traders take into or someone they know. It’s about account when promoting and selling Experiences being able to relate to a person the stock on their yard. One of the biggest things that and building trust. By 2025 nearly When was the last time you looked Millennials want are experiences; they’re 65% of the workforce will be made at how you could improve sales by wanting to test the waters and get a feel up of Millennials so this isn’t as big a appealing to a specific generation? for it before making a decision. This challenge as it appears. I had the opportunity to listen to translates to more than just the standard a presentation by Gabrielle Bosche, test drive - they’re expecting technology They demand transparency president of The Millennial Solution to help deliver these experiences. It’s never a good idea not to be while attending Nada in the USA earlier Think virtual tours on your website, transparent in any sale, but never before this year and I found it absolutely links to interesting videos, test drives has it been more important! Take time fascinating. and reviews about the vehicle. Let to present them with the good, the bad There were so many points that them really immerse themselves in the and the ugly and let them make their really struck a chord and I wanted vehicle before they’ve even walked on minds up based on all the facts. to share some of these with you to to your yard. ultimately help you sell more vehicles. They’re great brand ambassadors Provide context and clarity Millennials are all about being part So who are Millennials? Millennials are always looking for of a community by proximity and People born between 1981 and 2000 more efficient ways of doing things - as openly share their experiences on social are classified as Millennials. There are 83 a result they want to understand the platforms. million Millennials in the world and by “why” behind everything. When selling They’re more likely not to support a 2030 they’ll outnumber Baby Boomers them a vehicle always answer the “why” business that’s had negative feedback by 22m. I reckon it’s time to think about before the “what” and the “how”. while conversely, if they’ve had a great changing our approach to the way we For example, before launching into experience they’ll “humbly brag” and market and sell to these buyers. the specifications of the latest electric encourage others to lend their support. With more student loans, crazy vehicle, explain why electric vehicles Today’s buyer needs and demands housing markets and generally a higher are possibly a good choice, before different things. You may have a cost of living, Millennials are settling down going on to explain how they work and good feel for who your customer and having families in their early to mid- what features they have. Remember it’s demographic is, but investing in data 30s as opposed to their parents who did the benefits that matter to Millennials, products that provide you specific and this in their early to mid-20s. This means the features are really just tools that precise information is invaluable. that their purchasing habits are very help them get the benefits. Make sure you’re harnessing the different and sellers should be mindful of power of data to enable you to deliver their needs at different life stages. Be relatable the right message, to the right person What do they want and how do you People buy from people, and at the right time and help close more get them to buy from you? Millenials are more likely to buy sales.

New Zealand’s #1 vehicle listing site.

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AUTOTALK JANUARY 2019 | www.autotalk.co.nz | 15 MARKETINGTALK

Top 3 sources of leads, test drives and sales November 2018 (vs October 2018)

fter an up and down last few months saw strong Matt Darby works for AutoPlay which growth in lead and test drive volume in October 2018, specialises in pre-sale lead management tools. ANovember continued the trend with decreases across To find out more about AutoPlay services email all 3 KPI’s for AutoPlay customers. Leads decreased by 2.5%, [email protected] test drives by 5.2% and sales by 4.1%. or visit www.autoplay.co.nz

popular source of test drives with a small 2.0% increase from October to November. As with October, test drives generat- ed from Brand leads accounted for the 3rd most test drives,

Reflecting the overall trend of a decrease in lead volume, most sources decreased in the month of November. Web – Dealer leads decreased by 6.8% from October’s high, and while Web – Classified still accounted for the second most leads across AutoPlay customers, dealers also saw a decrease in the number of leads from this source by but decreased by 11.7% from the previous month. 2.5% from month to month. Sales across all lead sources decreased by 4.1% from Brand generated leads continue to provide dealers a relia- October to November. The same three sources accounted ble source of leads and were one of the few sources to buck for the most Sales in November with Web – Dealer decreas- ing by 1.5%, Web – Classified decreasing by 0.5% and Repeat

the trend – increasing by 4.7% from October to November. decreasing by 3.3%. As with leads, the overall number of test drives de- Lead source reports are just one of the reports available creased in November (vs October 2018). Test drives from to dealerships and OEM’s who use AutoPlay sales pipeline. Web – Dealer generated leads decreased by 7.8%, but dealer To find out more about the range of reports available via websites still remain the most fruitful place to generate test AutoPlay contact us on [email protected] or +64 9 361 drives. Direct test drives continue to firm as the second most 1505.

Top 3 Sources for Leads, Test Drives and Sales - New Zealand Dealerships November 2018 ( vs October 2018) LEADS TEST DRIVES SALES Web - Dealer 6.8%1 Web - Dealer 7.8% Web - Dealer 1.5% Web - Classified 2.5% Direct 2.0% Web - Classified 0.5% Brand 4.7% Brand 11.7% Repeat 3.3%

16 | AUTOTALK JANUARY 2019 | www.autotalk.co.nz MARKETINGTALK

Recruiting and retaining effective salespeople

irst and foremost a warm welcome pals and GMs, 343 dealership employees to what I am sure will be another and opinions from 834 US citizens. Feventful year within the New Zea- The study reinforces the known land retail automotive industry. 2018 trend facing all retail automotive mar- Peter Aitken may unfortunately be best recalled as kets around the world. The dual impact [email protected] the “year of the disruptive stink bug”. of margin compression and higher or 021-940 318 In this case this is not an adopted operating costs are a fact of life for any colloquial “down under” term of refer- dealership business. ence for Donald Trump. As a result the study contends that process to give candidates an op- The brown marmorated stinkbug employee recruitment, retention and portunity to meet others, under- infestation aboard car carriers cost the development is one of the biggest stand the culture and develop early industry many millions of dollars in lost sources of operational opportunity relationships. revenue when ships were unable to that dealers face today. unload and additional costs when long- More than half of dealership gross profit Train awaited inventory turned up at dealer- margin goes to payroll. With an average -- Train employees through men- ships in excessive numbers. cost of $10k per new hire and an annual toring programmes, sharing best On a positive note congratulations turnover rate as high as 67% for sales posi- practices, online training and job to MPI for their continued vigilance of tions, a dealership with 100 salespeople shadowing. our seaborne border inspections. can lose $670k per year. 60% of dealership -- Set clear goals for 30, 60 and 90 I have decided to continue the hires are millennial and more than half days and offer cross-training ena- theme of my previous two articles on them turnover annually and for females bling employees to pursue other the subject of relationship selling and in the annual turnover is 9 out of 10. opportunities. this article take a dive into the world of Remember these are US dealer em- -- Ensure Millennials are prepared salesperson recruitment and retention. ployment figures, however, the figures for customer facing positions and One of the ongoing challenges any do serve to reinforce the universal all training ongoing to maintain dealership faces is the recruitment of costs of high employee turnover and engagement. effective salespeople who will then de- the flow on disruption to the business. cide to make that dealership home for a Customers will keep returning to the Communicate number of years. dealership of their choice because they -- Regularly review, discuss and Recruitment and retraining of sales- have had such a great interaction with evaluate employee goals, responsi- people in an industry that has to face a salesperson or in the case of a new bilities and progress. the challenges of a digitally savvy cus- vehicle franchise, also a positive experi- -- Provide a positive work environ- tomer has become harder, not easier. ence with a service receptionist. ment by encouraging honest, open, The dilemma many dealerships face The researchers conclude the study direct communication and foster- is while there is an increasing pool of with a four-point staffing holistic strategy: ing respect between all employees. digitally savvy Millennial (1980 -1995 -- Reinforce dealership values by birth years) salespeople who may wish Recruit clearly communicating company to join a dealership sales team, their -- Market all dealership opportunities goals and setting an example of hire will require quite different retention extensively across websites, col- how values are embodied. techniques compared to those for Gen leges, trade fairs and social media. X or Baby Boomers. -- Treat dealership jobs as careers Recognize Cox Automotive recently compiled by providing a long-term career -- Praise accomplishments on an a Dealership Staffing Study based on path to advancement and focus on ongoing basis. research they had completed with KS&R strong social skills and compatibility -- Show appreciation for hours/ with consultation from Hireology. with dealership values. schedules employees work. The study was fielded among a ran- -- Include managers, peers, direct dom sample of 50 dealer owners, princi- reports, executives in the recruiting

Top 3 Sources for Leads, Test Drives and Sales - New Zealand Dealerships September 2018 ( vs August 2018) S S Web - Dealer 9.0% Web - Dealer 4.6% S Web - Dealer 6.2% T E E D S V

Web - Classified Direct L Repeat

A 1 6.5% I 11.4% 9.9% E A R E

L Brand 2.0% T D Brand 1.7% S Web - Classified 2.8%

AUTOTALK JANUARY 2019 | www.autotalk.co.nz | 17 ADVANTAGE JANUARY 2019

Vinsen’s View The monthly update from VIA chief executive David Vinsen Old Chinese curse: “May you live in interesting times”.

his time of the year lends itself to previous November in Christchurch, on prised by the resilience of the industry, reflection. As I write this, I’m with concrete equipment from Italy. But we we’re still suffering the after-effects - Tfriends in Sydney waiting for the weren’t expecting anything like this. many businesses are still under extreme Harbour Bridge New Year’s Eve fire- It was the most sudden, unexpected pressure. works celebrations. and deepest crisis the industry has ever Tens of millions of dollars have been So I have both time and distance to faced. lost through shipping delays, addition- provide perspective as I review the year. VIA’s board gave me two instruc- al ships, sailings and storage required, Well, what a year! It’s certainly been tions: and weeks of lost trading. interesting. •• Biosecurity is paramount But the exercise was also successful: To quote Her Majesty after a terrible •• VIA is to take a leadership role 1. We prevented the stinkbugs from fire at Windsor castle; and three of her We knew other industries, particu- becoming established. children separating and divorcing, with larly horticulture and viticulture, were 2. All industry sectors and govern- attendant scandals, “It’s been an annus watching. They would be really vulner- ment departments collaborated horribilis” - a horrible year. able if stink bugs became established, effectively. 2018 saw crises the like of which I and were already starting to point the 3. We reviewed the Import Health haven’t seen in 15 years in this role, or finger at our industry as the cause of Standard and set new requirements 40 years in the industry. potentially serious harm for them. to ensure we can deal with stink- What we experienced was less like a Our import supply chain is very ef- bugs and other biosecurity risks in perfect storm and more like a series of ficient, almost on a “just-in-time” basis. future. The industry’s accredited near-knockout blows. Each one arriv- So, with no shipments for nearly two Border Inspection Organisations ing before we could recover from the months, everything stopped. invested millions in developing previous one. The cumulative effect Cashflows were hammered, retain- treatment systems to ensure we was huge. ing skilled labour became problematic, also have enough capacity. At the start of the year, the main is- and balance sheets were stretched to 4. VIA arranged a simplified process sue was the second phase of the ESC twanging point. with NZ Customs for vehicles that rule. Due on March 1, we knew it would It took the collaboration of all were imported, exported and then affect volumes, but were prepared for industry sectors and Government de- re-imported because of the stink that. Our only concern was being able partments to deal with the issue. bugs. to positively identify ESC-equipped When shipments resumed, we had While all this was happening, the vehicles. the largest volume months ever, which Electronic Stability Control deadline Then out of the blue, on Waitangi put huge pressure on space, capac- came and went ... barely a hiccup. Day, live stink bugs were found on a ity and funding. Businesses that had Many non-compliant vehicles missed vessel discharging at Auckland, then been under financial pressure from lack the deadline because their delivery was on a second, third and fourth ship. The of stock were suddenly under huge delayed by this crisis, but we secured supply chain ground to a halt. financial pressure from excess stock. arrangements with NZTA to deal with Stink bugs had been found the Although we have been pleasantly sur- Continued on page 19

Advice and advocacy for the used vehicle industry WHAT DO If you have technical questions, compliance problems, WE DO? consumer complaints, staff issues — we can help. For more information: www.via.org.nz | Free phone: 0800 842 842 | Phone 09 573 3058 Advice and advocacy for the used vehicle industry

Continued from page 18 are set up for this recall, other safety- and changes in modes of transport. This them separately. related recalls will follow. is why VIA is involved with the Govern- Again, industry is collaborating with ment’s EV Leadership Group, and Intel- I’m proud of VIA’s role. government departments including: ligent Transport Systems NZ - so we We’re not a regulator, or biosecu- •• MBIE’s Consumer Affairs (responsi- understand and can influence changes rity scientists, or logistics or inspection ble for the recall). that will affect how society uses vehi- experts. •• NZTA: Operations, procedures, cles, and the consequent effects on our But we showed leadership in co- information and record-keeping. industry. ordinating everyone’s efforts and en- •• NZ Customs: Responsible for As the year drew to a close, the suring communications were accurate ensuring no vehicles subject to the seemingly never-ending restructuring and timely in a fast-changing situation. recall enter NZ - seize and crush! at NZTA became wholesale changes We’ve now established robust pro- with the resignation of the chief ex- Airbag recall cedures that leave me confident that no ecutive and announcement of radical While we were dealing with stink affected vehicles will be imported. reviews of vehicle compliance. bugs, Consumer Affairs Minister, the These have not been easy issues to So, looking back, I realise it’s been an Honourable Kris Faafoi, declared a deal with, with many parties involved “interesting year”. We’ve had plenty on mandatory recall for vehicles fitted with - government departments, as both our plate, with more to come, including a particular airbag. regulators and as administrators, and technologies that will force structural The issue had been around for some various industry sectors - who’s going change on our transport system and in- time and affected over 140 million vehi- to do what, and who’s going to pay! dustry. Things like Mobility as a Service, cles worldwide. We’ve been collaborating closely with EVs, Intelligent Transport, Connected Despite best efforts in NZ, there had the new vehicle distributors’ association, Journeys, and autonomous vehicles. been slow progress in remedying the the Motor Industry Association. Roll on 2019! problem: That hasn’t always been a happy •• Information was incomplete about relationship, but last year we entered which vehicles were affected, and a Memorandum of Understanding, re- this had been reworked but needed cording how we will liaise and deal with to be reworked again. each other. •• Replacement parts were lacking, as The basis: We have far more in com- UPDATE the airbag manufacturer had gone mon than not, and on pan-industry Health and Safety into bankruptcy. issues where we have shared interests, •• In New Zealand, vehicle owners we co-operate. had responded apathetically to We set aside those areas we disagree Are you prepared for the new campaigns to replace the airbags. on. It’s not always easy, but the agree- Health and Safety framework? •• There was a death in Australia from ment is working well, and I acknowl- By 2020, the Government aims a faulty airbag exploding, so the edge my colleague David Crawford to achieve a 25% reduction in Minister made the recall manda- from the MIA for his contribution. workplace injuries. Are you ready? tory. VIA is here to help, with His aim was to: Greenhouse gases industry-ready Procedures Kits •• Prevent more affected vehicles While we were dealing with stink for workshops, car yards and entering the fleet. bugs and airbags, Associate Transport compliance shops – developed •• Rework existing vehicles as quickly Minister Julie Anne Genter announced in conjunction with experts as possible. that the government wanted the trans- HRtoolkit. Easier said than done. We still lack in- port sector to help NZ achieve its share For more information, contact: formation, meaning we have a moving of the Paris Accord climate change Malcolm Yorston, target, a parts shortage, and consumer goals. Technical Services Manager apathy. Transport contributes about 20% of on 0800 046 842 This is a considerable problem - al- NZ’s greenhouse gases, and the only or DDI 09 573 3243 most 600,000 vehicles are affected by way to reduce emissions is to consume Email: [email protected] the recall in NZ alone, with a total cost less hydrocarbon fuel. VIA is working of over $100m. with Government and other sectors on And we know that once processes this, taking into account fuel efficiency CORPORATE PARTNERS JAPANESE MARKET REPORT Brief Japanese reprieve for dealers BY GRAEME MACDONALD favoured by Kiwis, will return to their The year has rounded out as being s 2018 drew to a close in Japan, November levels. one of extreme trial and frustration for there were signs of a positive - if The fall-out from the Nissan-Renault the New Zealand-oriented export mar- Abrief - resurgence of buying op- management scandal appears to have ket based in Japan, with crisis after crisis portunities for Kiwis across the auctions dented little in the Japanese Nissan new affording little comfort to an industry and tender sites. vehicle market, with only a matter of struggling to overcome a sluggish do- The month of December started out weeks passing before Nissan new ve- mestic market and minimum margins in by following the trends of 2018 in gen- hicle and corresponding used trade-in stock obtained. eral - very strong pricing achieved by unit levels returned to normality. As has been noted in this column later model lower mileage stock suit- New Zealand in particular is depend- before, sheer volume alone does not able for New Zealand buyers, forcing ent upon the success of the Nissan tell the whole story of the difficulties dealers to either accept the financial brand in Japan, with slightly higher de- and financial turmoil faced in 2018. penalties of paying over the odds for preciation rates on new product creat- Looking forward to 2019, the indus- stock in the quest to re-fill yards, or ing buying opportunities for later-model try must rapidly come to terms with not shop amongst lower grade, higher stock, coupled with the well-organised only the final stage of ESC-inclusion im- mileage or older stock simply to round Nissan-owned auction chains. plementation in 2020, but the potential out numbers. Any dent in new sales that leads to a for other interventionist actions by the With the Christmas season drawing decline in the trade-in “cascade” rates incumbent New Zealand coalition Gov- close, it appears that major exporting to auction spells difficulty for Kiwis. ernment to further restrict activity and stock-holders may have reached a cau- In particular, the enormous success the ability for the industry to recover tious limit on just how many units they of the Nissan Note and e-Note range, from the horrors of the year now bid were prepared to retain over the break, the Nissan Serena minivan and NV200 farewell. allowing those prepared to continue range of light commercials has been In particular, there appears no solu- “pushing the buttons” in to the New central to the large volumes of trade- tion in sight for sourcing alternatives for Year a small window to take advantage in stock cascaded in to the hands of light commercial vehicles - primarily of the resultant fall-away in pricing. Kiwis over the past two years. vans - that will not comply with ESC The brief flurry upwards of the Nissan Leaf, the only EV to sell in regulations in 2020. exchange rate no doubt was of as- significant numbers new in Japan, has The longer fleet cycle times of vans sistance too, making more than a few been a modest success during 2018, and light trucks in Japan before their Kiwi buyers smile as, for the first time in with uptake of the new model early in appearance (and affordability!) on the over 12 months, there were reasonable the year giving a much-needed boost auction floor will leave slim pickings conditions in place to stock up at prices to available trade-in and off-lease stock for Kiwis to fight over. that fell back away from the almost un- for the consumption of the hungry Indeed, the likely, yet regrettably pre- achievable heights of only a few weeks world market - New Zealand included. dictable outcome, will be the entry of prior. But with new sales volumes declining very high-mileage, poor-quality or both, Sadly, it looks like this small window off the year-start highs, concern once vans to satisfy market demand here in was just that - a brief moment when again must be raised that alternative New Zealand for used commercials. both competition from the major source markets for used EV vehicles With only an effective 12 months to players, and exchange rate variables, will need to be identified if the current go until the ESC regulations take ef- combined. uptake rate in New Zealand is to be fect for all stock imported, Kiwi buyers No doubt once New Zealand clients improved. should be doing careful market re- of the larger Japanese agents return Exponential fleet penetration targets search during 2019 to ensure they can during January (and hopefully, a suc- cannot be considered feasible if the identify immediately the stock that will cessful New Year selling season here at source markets are failing to sell the be compliant, and more importantly, home under their cheque books) the new product we retrospectively need a those that will fall by the wayside. pricing of those particular stock lines few years down the track.

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20 | AUTOTALK JANUARY 2019 | www.autotalk.co.nz JAPANESE MARKET REPORT

Japanese sales up on Kei cars

apanese new vehicles sales were up in 2018, though off full-size vehicles were down 1.3%. the back of small Kei car registrations rather than full- Toyota continued to lead the market, but recorded a Jsize models. 4.4% fall in registrations. A total of 5.27 million vehicles were registered in 2018, up Nissan registrations were up 4.2%, though this was against 0.7% from 2017. Registrations of Kei cars were up 4.4% while a scandal-hit 2017 result. Honda was also up, by 3%.

Burning carrier under tow

car carrier headed from The ship was heading from Ja- Japan to the USA was under pan to Hawaii and other US ports. It Atow at the time AutoTalk can carry up to 5200 vehicles, and went to press, following its crip- Nissan has confirmed it has 3500 pling by a fire believed to have cars on board. killed at least four crew. It was taken under tow on Janu- The Sincerity Ace, owned by ary 9 heading back to Japan, ac- Shoei Kisen Kaisha and chartered by cording to the US Coastguard. No Mitsui OSK Lines, caught fire near details were available on when the Hawaii. Sixteen crew were rescued fire was extinguished. by ships in the area, four were killed and one remains missing. Used car dealer makes Michelin Guide for ramen Japanese used car dealer has yen ($44.39). made it into the Japanese version The restaurant is in a converted Aof the famous Michelin Guide - dealership meeting room. It was opened and not for his automotive services. in 2012, and its reputation spread. A Katsumi Yoshida runs a small dealer- Michelin judge eventually came to the ship in Tottori, Japan. On the site he auto dealer to scope it out. After tast- has a small ramen shop called Hot Air, ing the food, he was apparently im- which services up the dish for just 800 pressed enough to recommend it for the yen, or about $11. Michelin Guide. Hot Air is in the Bib Gourmand Hot Air is one of the three cheap- category of restaurants delivering top- est restaurants in the Michelin Guide notch quality and service for under 5000 worldwide. Foley Trucks built on trust Continued from page 11 ness managers and people who are business but wasn’t allowed until he tacts in the end. making decisions. “went his own way” and got some He also developed a skill for know- “These guys don’t have much time outside experience. ing what to buy and getting the best on their hands and they go to who “I got there in the end,” he says. deal in the market at the right time. they know and who they trust if they Thomas says the business runs with Paul says the key to his success is need a truck tomorrow,” he says. a “good efficient system” in place. building a business customers have Paul’s son Thomas joined the “The guys here are not overworked come to trust over the years. company five years ago as co-owner or overstressed. The guys like it and “The whole business is based and director. we’re a tight team.” around trust. You’re not dealing with Thomas, a boat builder by trade, Joe Public, you’re dealing with busi- says he always wanted to join the

AUTOTALK JANUARY 2019 | www.autotalk.co.nz | 21 F&ITALK

2018 – Autosure’s best year ever

utosure has led the market in James Searle try in 2018 and provided support on many automotive-related insurance different facets of their businesses. is general manager of products for 32 years and contin- Aside from our expertise in F&I, we A DPL Insurance Limited ues to go from strength to strength. also provided guidance and support in We continue to grow and are vehicle sales and sales management recognised as the best in the indus- The confidence the staff have returned activities. We are often asked about how try, because we are more than just with is remarkable, they are starting to other dealerships handle their inventory a wholesale insurance provider. We think like a car dealer now also. I appreci- management, specifically stock ageing. create and nurture genuine long-term ate Autosure running these things and The following are a few ideas that we partnerships with our agents and add investing in our Industry.” have discussed with dealers in the past: significant value through innovation, South Island dealer •• Stock holding costs calculators hard work and truly understanding •• Stock ageing policies and monitor- their businesses and the industry. Diagnostic reviews ing systems Here are some of the unique benefits Autosure worked with dealerships to •• Using customers as inventory ac- we offer our partners and our achieve- understand the key differences between quisition partners ments over 2018 that we are particularly those that consistently achieve strong proud of: finance penetration and vehicle sales Product enhancements closing ratios, versus those that don’t. Autosure is the largest and longest- Menu option selling We were invited to complete these in 14 standing specialist automotive industry This proved to be a boon for many dealerships during 2018 and they have insurance provider in the market. We of Autosure’s valued agents in 2018 been compared to a mentoring pro- are also very agile in that we can not as it provided substantial increases in gramme. The outcome of each review only respond to market changes, but revenue, during a time when vehicle is a comprehensive report for the stake- we anticipate them and create opportu- margins were under pressure and land- holders which includes: nities for our partners. ing costs increased. •• A summary of key learnings from As a result of market changes, we Menu Option Selling is a very simple, the interviews enhanced our GAP and PPI products effective sales technique that is trans- •• Key focal points for improvement during 2018 to ensure our agents can parent and was originally introduced to •• A detailed action plan make additional profit whilst providing support compliance. By breaking up the •• An analysis of the financial impact their customers with the best protec- products on offer into convenient pack- on the business tion plans available in the market. ages, it streamlines the process signifi- The process involves interviewing Our GAP policy was enhanced to cantly. So instead of long, rambling, com- key employees and includes the new provide a market-leading level of cover, plex lists, customers are presented with vehicle managers and staff, used vehicle with enriched features and additional easy to understand packages of products managers and staff, the business man- benefits. The level of protection available from which they select what they need. agers and dealer principal. for customers was expanded, without any “Since introducing Autosure’s Menu “Thank you for taking the time to visit increase in wholesale premiums. Selling as a part of our process, we have our dealership and review our busi- PPI also was also enhanced and is seen a significant increase in our overall ness process and systems. The report now combined with CCI to provide the F&I Department’s profitability. In fact, has become an invaluable tool for our best in cover level and features and our income per vehicle has increased business and since implementing some benefits in a single policy. by over 150%.” of the changes you recommended, we The types of insured events were Auckland dealer can already see the benefits, particularly expanded and the cover options simpli- to our bottom line!” fied, making it easier to select the right Training programmes Auckland Metro dealership level of protection for every customer. During 2018 Autosure trained signifi- Whilst the benefits were increased, pric- cant numbers of dealership F&I person- Inventory management support ing was reduced. nel with material that is new, relevant You may be wondering why Autosure We have a number of exciting initia- and constantly refreshed. Formal vehi- as a market-leading wholesale insurance tives that we will be making available to cle sales training programmes were also provider, may want to delve into what is our agents in 2019. run regularly for our agents regionally traditionally a dealer-only domain, such If partnering with a market leader throughout New Zealand. as inventory management. We have that can truly add value to your business “Thanks Autosure subject matter experts on our team that over the long term appeals to you, talk The best money ever spent worked with dealerships across the coun- to Autosure today.

22 | AUTOTALK JANUARY 2019 | 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.

INSURANCE

• Mechanical Breakdown • Payment Protection • Loan Equity • Motor Vehicle

If you’d like to become an Autosure Approved Dealer, contact us to find out more.

www.autosure.co.nz | 0800 267 873 F&ITALK

The importance of the finance sale

irstly, Happy New Year to you all. We need to start this year with a bang, and to do that you need to remember Fhow important the F&I department is to your dealership. In previous articles I’ve spoken about the importance of offering of 100% of all appropriate finance and insurance products, to 100% of customers, 100% of the time. You also need to remember to measure how much it can really add to your bottom line, and the value of finance and insurance sales to your customer, your dealership and to your long-term relationship together. It’s referred to as F&I for good reason – you generally have to sell the “F” before the “I”, so in this article I want to focus on how to sell finance – and often to the customer who doesn’t want dealer finance … at least not at first. Fact - Three out of five customers that walk on to your Jaques Gray, dealership today Provident Insurance and say they’re national sales manager paying cash to purchase a mo- tor vehicle are in fact borrowing funds from somewhere else. Why do they say they’re a cash customer? Because: i. Perception - they think their bank offers better rates. ii. Education - they are told (by their bank), through general advertising and direct communications that their bank is their best source of borrowing. iii. Belief – “Cash is King”. They think (and their bank is tell- ing them) that if they say they’re a cash customer they will have better negotiating power with you – really? iv. Pride - some don’t like to admit to you that they don’t have the money. v. Ignorance - some really aren’t aware you have a finance facility available in your dealership, or how competi- tive and convenient your facility is (after all you’re a car dealer, not a bank – right?) Fact - Your bank is a good source of future funding – so why use a good source of future funding when your cus- tomer you can use your dealer finance facility right now to purchase their new vehicle and keep their bank facility avail- able for future needs (weddings, overseas travel, emergen- cies, etc). Continued on page 40

24 | AUTOTALK JANUARY 2019 | www.autotalk.co.nz STATSTALK YEAR-TO-DATE USED COMMERCIAL MAKES YEAR-TO-DATE YTD YTD % Market MAKE Movement '18 '17 Change Share TOYOTA 5397 5936 -9.1 44.4 NISSAN 2533 2781 -8.9 20.8 MAZDA 723 874 -17.3 5.9 StatsTalk- Full ISUZU 669 676 -1.0 5.5 FORD 509 498 2.2 4.2 MITSUBISHI 422 471 -10.4 3.5 HINO 404 349 15.8 3.3 Year 2018 FIAT 268 247 Up 1 8.5 2.2 HOLDEN 220 243 Up 1 -9.5 1.8 CHEVROLET 214 252 Down 2 -15.1 1.8 MERCEDES-BENZ 79 82 Up 1 -3.7 0.6 SUZUKI 77 35 Up 4 120.0 0.6 Turners takes DODGE 69 66 4.5 0.6 VOLKSWAGEN 66 94 Down 3 -29.8 0.5 DAIHATSU 62 28 Up 3 121.4 0.5 positives out of GMC 59 55 Down 2 7.3 0.5 MITSUBISHI FUSO 44 35 Down 2 25.7 0.4 IVECO 35 20 Up 3 75.0 0.3 market downturn RENAULT 27 28 -3.6 0.2 DAF 25 17 Up 5 47.1 0.2 he second PEUGEOT 25 11 Up 5 127.3 0.2 KENWORTH 22 30 Down 5 -26.7 0.2 hand ve- VOLVO 21 26 Down 3 -19.2 0.2 Thicle market GREAT WALL 19 19 Down 1 0.0 0.2 dipped 6% in De- LAND ROVER 19 20 Down 3 -5.0 0.2 cember compared CITROEN 17 9 Up 1 88.9 0.1 FACTORY BUILT 17 8 Up 2 112.5 0.1 with the same period in by a solid increase of 2% in SCANIA 17 19 Down 4 -10.5 0.1 2017, but it’s not all doom dealer to public transac- HYUNDAI 13 7 Up 1 85.7 0.1 and gloom, according to tions, and the correspond- SUBARU 11 3 Up 14 266.7 0.1 Turners. ing increase of public– UD TRUCKS 9 7 Up 2 28.6 0.1 “The demand for sec- dealer due to trade-ins. HONDA 8 3 Up 8 166.7 0.1 VAUXHALL 8 3 Up 12 166.7 0.1 ond hand vehicles is still “This has held well- MAN 6 9 Down 6 -33.3 0.0 strong,” the company says rounded dealers in good INTERNATIONAL 5 3 Up 6 66.7 0.0 in its latest market update. stead,” Turners says. FREIGHTLINER 4 3 Up 3 33.3 0.0 “The fact that 2018 has “With import supply TEREX 4 7 Down 5 -42.9 0.0 ALEXANDER DENNIS 3 0.0 remained flat on 2017 de- hopefully continuing to sta- GROVE 3 2 Up 9 50.0 0.0 spite the massive decline in bilise, and strong increases SSANGYONG 3 7 Down 9 -57.1 0.0 import sales bodes very well in consumer confidence WESTERN STAR 3 6 Down 6 -50.0 0.0 for people looking to buy reported by ANZ-Roy AM GENERAL 2 0.0 CATERPILLAR 2 4 Down 7 -50.0 0.0 and sell cars domestically, Morgan, the start of 2019 is FOTON 2 3 Down 6 -33.3 0.0 within New Zealand.” looking like it will be posi- KIA 2 1 Up 10 100.0 0.0 The company is buoyed tive for the industry.” LDV 2 0.0 LIEBHERR 2 3 Down 5 -33.3 0.0 MAHINDRA 2 3 Down 5 -33.3 0.0 MOBILE MACHINE 2 0.0 OSHKOSH 2 0.0 Vehicle import AUSTIN 1 0.0 BCI 1 1 Down 1 0.0 0.0 numbers down in FRANNA 1 2 Down 6 -50.0 0.0 FUSO 1 1 Down 1 0.0 0.0 KATO 1 0.0 2018 OPEL 1 0.0 RAM 1 0.0 he total number of Overall, that means the SKODA 1 0.0 TALBOT 1 used import cars total number of cars that 0.0 WILLYS 1 1 Up 5 0.0 0.0 Tbrought into New came into the country MACK 6 -100.0 0.0 Zealand took a significant dropped to 260,720 from CUSTOMBUILT 3 -100.0 0.0 dive in 2018, while new car 286,562 in 2017. CADILLAC 2 -100.0 0.0 numbers held steady. Narrowing the focus to TADANO 2 -100.0 0.0 CAMPERVAN 1 -100.0 0.0 Latest Customs NZ December, the number CHRYSLER 1 -100.0 0.0 figures show 142,773 used of used import cars was JOWETT 1 -100.0 0.0 import cars came into the up slightly to 12,448, from LEYLAND 1 -100.0 0.0 country last year, com- 11,301 in November. LVV 1 -100.0 0.0 MCW 1 -100.0 0.0 pared with 171,543 in 2017. And the number of new MERCURY 1 -100.0 0.0 Meanwhile, the number cars was also up in Decem- NISSAN DIESEL 1 -100.0 0.0 of new cars jumped slightly, ber, reaching 9317 from STERLING 1 -100.0 0.0 up to 117,947 from 115,019 7820 in November. STUDEBAKER 1 -100.0 0.0 in 2017. VICTA 1 -100.0 0.0 TOTAL 12167 13032 -6.6 100.0

AUTOTALK JANUARY 2019 | www.autotalk.co.nz | 25 STATSTALK YEAR-TO-DATE

USED PASSENGER MAKES YEAR-TO-DATE % Market EVs near 12,000 mark MAKE YTD '18 YTD '17 Movement Change Share TOYOTA 33693 41692 -19.2 22.8 V registrations are just The 2018 EV total well NISSAN 28760 31190 -7.8 19.5 252 shy of 12,000 as exceeds the 8000 target for MAZDA 24307 25594 -5.0 16.5 numbers continue to 2018. HONDA 15208 16338 -6.9 10.3 E SUBARU 8243 8064 Up 1 2.2 5.6 climb. At this rate the 12,000 SUZUKI 7943 8133 Down 1 -2.3 5.4 A total 11,748 EVs were mark should be easily sur- BMW 5967 7121 -16.2 4.0 recorded for 2018 in Min- passed in January 2019, clos- MITSUBISHI 5316 5864 -9.3 3.6 istry of Transport vehicle ing in on this year’s 16,000 VOLKSWAGEN 4581 5420 -15.5 3.1 AUDI 2939 3221 Up 1 -8.8 2.0 registration figures released goal towards reaching MERCEDES-BENZ 2505 3381 Down 1 -25.9 1.7 on January 7, 2019. 64,000 EVs on New Zealand LEXUS 1131 1023 Up 1 10.6 0.8 December EV regis- roads by the end of 2021. FORD 1068 1331 Down 1 -19.8 0.7 trations were 371 up on If EV incentives are intro- VOLVO 778 946 -17.8 0.5 CHEVROLET 556 637 Up 1 -12.7 0.4 November, continuing a duced by the Government JAGUAR 543 565 Up 2 -3.9 0.4 slight slow-down in monthly this year as expected, and LAND ROVER 457 603 -24.2 0.3 increases compared with a supply can match demand, HOLDEN 424 680 Down 3 -37.6 0.3 640 spurt from September the 16,000 target for this MINI 377 500 -24.6 0.3 JEEP 334 309 Up 3 8.1 0.2 to October. The spurt is year could be rapidly over- DODGE 333 310 Up 1 7.4 0.2 attributed in part to rising hauled in no time. HYUNDAI 295 395 Down 1 -25.3 0.2 fuel costs which have since December statistics show PORSCHE 248 402 Down 3 -38.3 0.2 fallen. Continued on page 27 CHRYSLER 238 239 -0.4 0.2 PEUGEOT 178 184 Up 1 -3.3 0.1 USED PASSENGER MAKES YEAR-TO-DATE RENAULT 109 185 Down 1 -41.1 0.1 % Market DAIHATSU 97 144 -32.6 0.1 MAKE YTD '18 YTD '17 Movement KIA 89 119 Up 1 -25.2 0.1 Change Share CADILLAC 60 63 Up 2 -4.8 0.0 CHERY 3 2 Up 7 50.0 0.0 PONTIAC 58 52 Up 2 11.5 0.0 SUNBEAM 3 2 Up 8 50.0 0.0 CITROEN 56 46 Up 3 21.7 0.0 TESLA 3 9 Down 15 -66.7 0.0 SMART 50 18 Up 16 177.8 0.0 FACTORY BUILT 2 5 Down 9 -60.0 0.0 ALFA ROMEO 45 48 -6.3 0.0 JENSEN 2 0.0 FIAT 41 41 Up 2 0.0 0.0 MCLAREN 2 10 Down 20 -80.0 0.0 PLYMOUTH 41 39 Up 2 5.1 0.0 MORRIS 2 3 Down 1 -33.3 0.0 BENTLEY 39 81 Down 6 -51.9 0.0 PROTON 2 0.0 MASERATI 37 123 Down 9 -69.9 0.0 SHAY 2 0.0 FERRARI 36 38 -5.3 0.0 STUDEBAKER 2 7 Down 20 -71.4 0.0 ISUZU 35 42 Down 4 -16.7 0.0 ALVIS 1 0.0 ROVER 34 37 Down 1 -8.1 0.0 AUBURN 1 0.0 LINCOLN 30 27 Up 2 11.1 0.0 AUTO UNION 1 0.0 BUICK 27 35 Down 2 -22.9 0.0 CATERHAM 1 0.0 MERCURY 24 10 Up 14 140.0 0.0 EDSEL 1 1 Up 2 0.0 0.0 SKODA 24 28 Down 2 -14.3 0.0 EUNOS 1 3 Down 14 -66.7 0.0 CHRYSLER JEEP 21 14 Up 6 50.0 0.0 EXCALIBUR 1 0.0 INFINITI 21 18 16.7 0.0 GINETTA 1 0.0 OLDSMOBILE 20 18 11.1 0.0 KOENIGSEGG 1 0.0 ASTON MARTIN 16 29 Down 7 -44.8 0.0 LAGONDA 1 4 Down 20 -75.0 0.0 OPEL 14 19 Down 4 -26.3 0.0 LDV 1 0.0 HUMMER 13 10 Up 5 30.0 0.0 MAHINDRA 1 0.0 RANGE ROVER 12 20 Down 7 -40.0 0.0 NASH 1 0.0 GMC 11 10 Up 2 10.0 0.0 RELIANT 1 1 Down 1 0.0 0.0 SAAB 10 13 -23.1 0.0 TALBOT 1 0.0 LOTUS 9 15 Down 4 -40.0 0.0 SEAT 4 -100.0 0.0 MG 9 10 Up 3 -10.0 0.0 LEYLAND 3 -100.0 0.0 ROLLS-ROYCE 9 17 Down 7 -47.1 0.0 AUSTIN-HEALEY 2 -100.0 0.0 AMC 8 0.0 RAMBLER 2 -100.0 0.0 TRIUMPH 8 5 Up 11 60.0 0.0 TRIKE 2 -100.0 0.0 DATSUN 7 5 Up 6 40.0 0.0 WILLYS 2 -100.0 0.0 GREAT WALL 6 4 Up 10 50.0 0.0 BRISTOL 1 -100.0 0.0 AUSTIN 5 5 Up 3 0.0 0.0 BUGATTI 1 -100.0 0.0 DAIMLER 5 6 -16.7 0.0 DAEWOO 1 -100.0 0.0 LANCIA 5 5 Up 4 0.0 0.0 DE TOMASO 1 -100.0 0.0 LVV 5 3 Up 11 66.7 0.0 GRAHAM 1 -100.0 0.0 MORGAN 5 3 Up 11 66.7 0.0 KAISER 1 -100.0 0.0 TVR 5 6 Down 3 -16.7 0.0 KTM 1 -100.0 0.0 VAUXHALL 5 9 Down 7 -44.4 0.0 MARLIN 1 -100.0 0.0 DE LOREAN 4 0.0 RILEY 1 -100.0 0.0 LAMBORGHINI 4 13 Down 17 -69.2 0.0 TROJAN 1 -100.0 0.0 PACKARD 4 1 Up 23 300.0 0.0 WOLSELEY 1 -100.0 0.0 SSANGYONG 4 5 Down 3 -20.0 0.0 TOTAL 147637 165654 -10.9 100.0

26 | AUTOTALK JANUARY 2019 | www.autotalk.co.nz STATSTALK YEAR-TO-DATE

Continued from page 26 new light pure electrics Used light plug-in hybrids month. used light pure electrics recorded 2005 and new rose to 896 in December, Visit transport.govt.nz for reached 6782 for the year light plug-in hybrids attained and heavy EVs increased to more information. (up 257 on November), while 1938. 127 – 15 up on the previous Toyota celebrates 31 years continuous market leadership oyota New Zealand is celebrating cy and flexibility that hybrids provide.” NEW PASSENGER 31 years as the dominant car brand The facelifts to key models Corolla, MODELS in New Zealand’s automotive mar- Camry and Hilux has helped Toyota YTD T MAKE MODEL ket despite a major business shift at the New Zealand beat 2017’s total sales '18 beginning of 2018. record in 2018. TOYOTA COROLLA 7303 While full vehicle registration statistics “It’s a fantastic result given the TOYOTA RAV4 4966 are yet to be released for the year, the significant changes we made with our MAZDA CX-5 3698 brand is far enough ahead that it can eas- driveaway pricing from our Toyota KIA SPORTAGE 3295 ily make the claim off its own statistics. stores on 1st April,” says Neeraj Lala. SUZUKI SWIFT 3036 In 2018 the company’s Toyota “Our customers have really enjoyed TOYOTA HIGHLANDER 2684 stores retailed 33,045 new vehicles for the new customer experience with ‘no MITSUBISHI ASX 2436 a 20.4% share of the market, MITSUBISHI OUTLANDER 2407 surpassing the 32,278 new NISSAN QASHQAI 2165 vehicles sold in 2017. MAZDA MAZDA3 2114 “Offering a full range of excit- HOLDEN CAPTIVA 2015 ing models, and spearheaded TOYOTA YARIS 2009 by the next generation of Camry and haggle’ and the ability to return their VOLKSWAGEN TIGUAN 1880 Corolla, has helped us maintain our vehicle if they are not 100% happy.” NISSAN X-TRAIL 1860 market leadership,” says Neeraj Lala, A total of 1,873 hybrid electric HOLDEN COMMODORE 1850 Toyota New Zealand’s general manager vehicles have been sold in the last 12 HYUNDAI TUCSON 1820 of new vehicle sales. months, with the Corolla and Camry HYUNDAI KONA 1707 “We are starting to experience waiting being the most popular with 819 and HONDA JAZZ 1678 lists for Corolla and Camry hybrids as 505 sales respectively. MITSUBISHI ECLIPSE CROSS 1660 customers start to recognise the efficien- Continued on page 28 HONDA CRV 1622 USED PASSENGER USED COMMERCIAL NEW COMMERCIAL MODELS MODELS MODELS YTD YTD YTD MAKE MODEL MAKE MODEL MAKE MODEL '18 '18 '18 MAZDA AXELA 7411 TOYOTA HIACE 4127 FORD RANGER 9906 SUZUKI SWIFT 6727 NISSAN CARAVAN 780 TOYOTA HILUX 8095 NISSAN TIIDA 6600 MAZDA BONGO 581 MITSUBISHI TRITON 4724 TOYOTA COROLLA 6138 NISSAN NV200 499 HOLDEN COLORADO 4592 MAZDA DEMIO 5925 TOYOTA REGIUS 411 NISSAN NAVARA 3673 HONDA FIT 5876 ISUZU ELF 396 TOYOTA HIACE 2492 TOYOTA PRIUS 4024 NISSAN NV350 391 ISUZU D-MAX 2277 SUBARU LEGACY 3811 TOYOTA DYNA 385 MAZDA BT-50 2076 TOYOTA WISH 3429 NISSAN VANETTE 350 FORD TRANSIT 1155 NISSAN LEAF 3351 FIAT DUCATO 258 FIAT DUCATO 1097 TOYOTA VITZ 3093 NISSAN ATLAS 247 VOLKSWAGEN AMAROK 940 MAZDA ATENZA 3044 TOYOTA TOYOACE 205 MERCEDES-BENZ SPRINTER 892 MITSUBISHI OUTLANDER 2993 MITSUBISHI CANTER 194 LDV T60 839 VOLKSWAGEN GOLF 2924 HINO DUTRO 192 HYUNDAI ILOAD 734 MAZDA PREMACY 2809 FORD RANGER 163 LDV V80 625 NISSAN NOTE 2408 HINO RANGER 158 ISUZU F SERIES 489 NISSAN DUALIS 2324 TOYOTA HILUX 145 ISUZU N SERIES 466 SUBARU IMPREZA 2320 ISUZU FORWARD 141 VOLKSWAGEN T6 432 BMW 3 SERIES 2110 FORD TRANSIT 135 LDV G10 424 TOYOTA MARKX 2042 NISSAN NAVARA 108 FOTON TUNLAND 387

AUTOTALK JANUARY 2019 | www.autotalk.co.nz | 27 STATSTALK YEAR-TO-DATE

Continued from page 27 duction of Prius Prime saw an increase we will introduce unprecedented new The increase of Toyota’s SUV sales, of 109% in the Prius family in 2018. model activity.” namely C-HR and RAV4 aided the 2018 Lala says Toyota will remain the sales “We will launch more new platforms, sales record. Alongside this, the intro- leader in 2019. “In 2019, together with more hybrid, and more performance our new cus- but most importantly satisfy more NEW COMMERCIAL MAKES YEAR-TO-DATE tomer experience, happy customers!” YTD YTD % Market MAKE Movement '18 '17 Change Share NEW PASSENGER MAKES YEAR-TO-DATE % Market FORD 11061 10369 Up 1 6.7 20.7 MAKE YTD '18 YTD '17 Movement TOYOTA 10924 11405 Down 1 -4.2 20.4 Change Share MITSUBISHI 4725 4078 Up 1 15.9 8.8 TOYOTA 21366 20919 2.1 19.7 HOLDEN 4677 4737 Down 1 -1.3 8.7 MAZDA 10170 9927 2.4 9.4 NISSAN 3673 3064 Up 1 19.9 6.9 HOLDEN 8394 9709 -13.5 7.8 ISUZU 3517 3825 Down 1 -8.1 6.6 MITSUBISHI 7609 7392 2.9 7.0 MAZDA 2076 2224 -6.7 3.9 HYUNDAI 7350 7009 4.9 6.8 LDV 1918 1275 Up 1 50.4 3.6 KIA 6898 6495 Up 1 6.2 6.4 VOLKSWAGEN 1875 1534 Down 1 22.2 3.5 SUZUKI 6479 6940 Down 1 -6.6 6.0 MERCEDES-BENZ 1432 1141 25.5 2.7 FORD 5314 6479 -18.0 4.9 FIAT 1101 1093 0.7 2.1 HONDA 5311 4624 Up 1 14.9 4.9 FUSO 856 842 Up 1 1.7 1.6 NISSAN 4666 4796 Down 1 -2.7 4.3 HYUNDAI 758 897 Down 1 -15.5 1.4 VOLKSWAGEN 4048 4050 0.0 3.7 HINO 707 661 Up 1 7.0 1.3 SUBARU 3641 3347 8.8 3.4 FOTON 456 690 Down 1 -33.9 0.9 MERCEDES-BENZ 2251 2541 -11.4 2.1 SSANGYONG 391 557 -29.8 0.7 AUDI 1813 2062 -12.1 1.7 KENWORTH 310 229 Up 5 35.4 0.6 BMW 1651 1957 -15.6 1.5 VOLVO 299 359 Down 1 -16.7 0.6 SKODA 1579 1281 23.3 1.5 IVECO 296 274 Down 1 8.0 0.6 JEEP 1564 1254 24.7 1.4 DAF 279 253 10.3 0.5 LAND ROVER 1068 1178 -9.3 1.0 UD TRUCKS 271 267 Down 2 1.5 0.5 PEUGEOT 876 781 Up 1 12.2 0.8 GREAT WALL 257 169 Up 5 52.1 0.5 LEXUS 808 712 Up 1 13.5 0.7 RENAULT 247 184 Up 2 34.2 0.5 SSANGYONG 673 830 Down 2 -18.9 0.6 SCANIA 240 246 Down 3 -2.4 0.4 VOLVO 639 540 Up 1 18.3 0.6 MAN 189 228 Down 2 -17.1 0.4 MINI 609 670 Down 1 -9.1 0.6 FACTORY BUILT 185 187 Down 2 -1.1 0.3 HAVAL 565 94 Up 10 501.1 0.5 ALEXANDER DENNIS 150 25 Up 9 500.0 0.3 JAGUAR 408 354 15.3 0.4 BCI 108 47 Up 5 129.8 0.2 PORSCHE 348 355 Down 2 -2.0 0.3 MAHINDRA 98 59 Up 1 66.1 0.2 ISUZU 278 269 3.3 0.3 FREIGHTLINER 74 70 Down 2 5.7 0.1 RENAULT 261 267 -2.2 0.2 MACK 65 62 Down 2 4.8 0.1 TESLA 254 244 4.1 0.2 PEUGEOT 60 42 Up 2 42.9 0.1 CITROEN 234 234 0.0 0.2 SUZUKI 49 52 Down 1 -5.8 0.1 ALFA ROMEO 153 123 Up 2 24.4 0.1 RAM 44 52 Down 3 -15.4 0.1 SEAT 122 12 Up 14 916.7 0.1 SINOTRUK 37 31 19.4 0.1 MAHINDRA 96 86 Up 3 11.6 0.1 INTERNATIONAL 24 25 Up 1 -4.0 0.0 YAMAHA 96 92 Up 1 4.3 0.1 WESTERN STAR 22 25 Up 1 -12.0 0.0 MASERATI 92 132 Down 3 -30.3 0.1 CHEVROLET 21 2 Up 9 950.0 0.0 LDV 80 50 Up 3 60.0 0.1 MITSUBISHI FUSO 12 172 Down 13 -93.0 0.0 FIAT 59 194 Down 6 -69.6 0.1 YUTONG 12 5 Up 2 140.0 0.0 BENTLEY 53 44 Up 3 20.5 0.0 LIEBHERR 9 5 80.0 0.0 CAN-AM 53 47 Up 1 12.8 0.0 ELDDIS 8 0.0 ASTON MARTIN 48 58 Down 3 -17.2 0.0 SUNLONG 7 0.0 FERRARI 47 25 Up 2 88.0 0.0 YOUNGMAN 7 3 Up 2 133.3 0.0 DODGE 35 271 Down 16 -87.1 0.0 CITROEN 4 4 Down 2 0.0 0.0 INFINITI 35 52 Down 5 -32.7 0.0 KING LONG 4 7 Down 6 -42.9 0.0 LAMBORGHINI 26 16 Up 2 62.5 0.0 OPTARE 3 0.0 MCLAREN 26 33 Down 3 -21.2 0.0 CAMC 2 0.0 FOTON 20 0.0 GROVE 2 3 Down 4 -33.3 0.0 MG 10 9 11.1 0.0 JAC 2 1 Up 4 100.0 0.0 ROLLS-ROYCE 8 8 0.0 0.0 JAGUAR 2 0.0 CHRYSLER 7 16 Down 5 -56.3 0.0 TEREX 2 1 Up 3 100.0 0.0 MORGAN 6 1 Up 9 500.0 0.0 ZHONGTONG 2 0.0 REWACO 4 3 Up 3 33.3 0.0 CADILLAC 1 3 Down 9 -66.7 0.0 PIAGGIO 3 6 Down 3 -50.0 0.0 HIGER 1 15 Down 15 -93.3 0.0 CHEVROLET 2 3 Down 2 -33.3 0.0 TADANO 1 2 Down 7 -50.0 0.0 LOTUS 1 3 Down 2 -66.7 0.0 TIDD 1 0.0 LVV 1 3 Down 2 -66.7 0.0 VAUXHALL 1 0.0 RANGE ROVER 1 4 Down 6 -75.0 0.0 DENNIS EAGLE 2 -100.0 0.0 TRIKE 1 1 Up 3 0.0 0.0 BEDFORD 1 -100.0 0.0 CHERY 2 -100.0 0.0 BYD 1 -100.0 0.0 CHRYSLER JEEP 2 -100.0 0.0 CATERPILLAR 1 -100.0 0.0 ELDDIS 1 -100.0 0.0 DESIGNLINE 1 -100.0 0.0 FACTORY BUILT 1 -100.0 0.0 TOTAL 53555 51507 4.0 100.0 TOTAL 108210 108608 -0.4 100.0

28 | AUTOTALK JANUARY 2019 | www.autotalk.co.nz STATSTALK USED VEHICLES

Importing Cars. Made Easy. Your trusted Slow end to import vehicle import agent year For more than 30 years

egistrations of used im- ported cars were down for Rthe end of the year, push- ing the overall trend into negative territory. December registrations of pas- senger cars were down 22% to 11,061 units from 14,102. For the year the market fell 2% to 147,637 vehicles. Used commercials had another weak month, down 19% to 849 units from 1044 this time last year, for 2018 registrations fell 7% to 12,167 vans, utes and trucks. 2CheapCars chief executive Eugene Williams expected major issues like stink bugs, the alpha Takata airbag recall and supply prob- tumbling down to the bottom anytime for a 21.9% market share. lems in Japan to continue in 2019. soon.” Nissan took second on 2239 ve- “In terms of market outlook I think For December, Toyota was the top hicles, down 19.3% for a 20.2% share, we’ve passed the peak but we won’t be passenger brand on 2419, down 33.1% Continued on page 30

USED IMPORT COMMERCIAL MAKES TOP 10 USED IMPORT DEC DEC % Market COMMERCIAL MODELS MAKE Movement '18 '17 Change Share DEC DEC MAKE MODEL MAKE MODEL TOYOTA 349 400 -12.8 41.1 '18 '17 NISSAN 169 204 -17.2 19.9 TOYOTA HIACE 269 TOYOTA HIACE 301 FORD 48 51 Up 2 -5.9 5.7 NISSAN CARAVAN 59 FIAT DUCATO 91 ISUZU 45 47 Up 2 -4.3 5.3 MAZDA BONGO 29 NISSAN CARAVAN 60 MAZDA 39 55 Down 1 -29.1 4.6 NISSAN NV200 29 MAZDA BONGO 47 MITSUBISHI 36 36 Up 1 0.0 4.2 FIAT DUCATO 27 NISSAN VANETTE 41 HINO 33 25 Up 1 32.0 3.9 ISUZU ELF 26 NISSAN NV350 32 FIAT 28 94 Down 5 -70.2 3.3 NISSAN VANETTE 25 NISSAN NV200 31 CHEVROLET 20 24 -16.7 2.4 TOYOTA REGIUS 24 TOYOTA DYNA 27 HOLDEN 19 20 -5.0 2.2 OTHER 63 88 -28.4 7.4 NISSAN NV350 22 ISUZU ELF 24 TOTAL 849 1044 -18.7 100.0 MITSUBISHI CANTER 21 FORD RANGER 22

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AUTOTALK JANUARY 2019 | www.autotalk.co.nz | 29 STATSTALK USED VEHICLES 20 TOP USED IMPORT PASSENGER MAKES DEC DEC % Market MAKE Movement '18 '17 Change Share TOYOTA 2419 3617 -33.1 21.9 Fast Loan Approvals NISSAN 2239 2775 -19.3 20.2 Flexible Repayments cles, followed by the Toyota MAZDA 1846 2289 -19.4 16.7 Corolla on 443. HONDA 1181 1410 -16.2 10.7 Personal Service SUZUKI 579 651 Up 1 -11.1 5.2 The Toyota Prius was top Get in contact today SUBARU 563 729 Down 1 -22.8 5.1 0800 367 233 hybrid on 315, the Mitsubishi MITSUBISHI 520 477 Up 1 9.0 4.7 Outlander the top SUV on BMW 408 566 Down 1 -27.9 3.7 296, the Toyota Wish top VOLKSWAGEN 334 361 -7.5 3.0 MPV on 276, the Nissan Leaf AUDI 222 244 -9.0 2.0 MERCEDES-BENZ 153 232 -34.1 1.4 top electric (260) and the LEXUS 89 69 Up 1 29.0 0.8 Subaru Legacy top large car FORD 68 109 Down 1 -37.6 0.6 Continued from page 29 (224). VOLVO 65 69 -5.8 0.6 while in third Mazda was In commercials, Toyota JAGUAR 46 47 -2.1 0.4 CHEVROLET 41 40 Up 2 2.5 0.4 down 19.4% to 1846 for a topped the ranks - as usual - LAND ROVER 38 43 -11.6 0.3 16.7% stake. down 12.8% to 349 vehicles, HYUNDAI 29 43 Down 2 -32.6 0.3 Honda was fourth on 1181 equal to a 41.4% share. HOLDEN 27 36 -25.0 0.2 units, down 16.2% for a 10.7% Nissan took second on JEEP 21 20 Up 3 5.0 0.2 OTHER 173 275 -37.1 1.6 share, while in fifth Suzuki Continued on page 31 TOTAL 11061 14102 -21.6 100.0 recorded 579 registrations, down 11.1% for a 5.2% stake. USED IMPORT COMMERCIAL MAKES – YEAR-TO-DATE 2018 The Mazda Axela was the top import model in Decem- - ber on 584 vehicles. The Nissan Tiida and GEN OTHER TOTAL Suzuki Swift tied for second CHEVROLET DODGE FIAT FORD HINO HOLDEN ISUZU MAZDA MITSUBISHI NISSAN TOYOTA VOLKSWA 18-Jan 13 8 35 45 26 22 57 78 36 210 441 3 50 1024 on 500 units each, while the 17-Jan 19 4 23 30 19 13 41 83 33 197 404 10 52 928 Honda Fit was fourth on 487. % diff -32 100 52 50 37 69 39 -6 9 7 9 -70 -4 10 In fifth place, the Mazda 18-Feb 19 3 15 48 49 16 47 41 41 203 407 8 51 948 Demio recorded 479 vehi- 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 18-Mar 21 6 7 39 30 20 48 75 39 229 399 3 59 975 AROUND THE 17-Mar 19 7 9 30 41 23 64 90 45 263AROUND602 8 THE48 1249 USEDCOUNTRY IMPORT COMMERCIAL% diff MAKES11 -14 –-22 YEAR-TO-DATE30 -27 -13 -25 2018-17 -13 -13 COUNTRY-34 -63 23 -22 18-Apr 13 3 4 38 30 11 54 35 22 174 389 5 50 828 PASSENGER 17-Apr PASSENGER 21 4 4 33 20 22 - 45 54 27 187 27 187 277 908 REGISTRATIONS % diff -38 -25 0 15 50 -50 20 -35 -19 -7 REGISTRATIONS1341 -97 -82 -9 DEC DEC % 18-May 24 11 5 41 46 29 79 65 41 223 JUL494 JUL 7 %41 1106 DIST 17-May 26 5 9 39 39 23 58 70 37DIST269 515 9 51 1150 '18 '17 CHANGE '18 '17 CHANGE GEN OTHER TOTAL CHEVROLET DODGE FIAT FORD HINO % diffHOLDEN -8ISUZU 120 MAZDA -44 MITSUBISHI 5 NISSAN 18 TOYOTA 26 VOLKSWA 36 -7 11 -17 -4 -22 -20 -4 WHA 232 335 -30.75 18-Jan 13 8 35 45 26 18-Jun22 5720 784 2036 39210 33441 13 3 53 50 651024 33WHA201 314453 337 6 -6.8259 999 AUC17-Jan 515719 70374 23-26.7230 19 17-Jun13 4120 835 338 52197 20404 25 10 67 52 70928 40AUC236 6330536 69596 -9.0444 1129 HAM% diff 719-32 846100 52-15.0150 37 %69 diff 390 -20-6 1509 -257 65 9 -48-70 -21 -4 -7 10 -18HAM-15 946-15 9800 -3.4734 -12 THA18-Feb 81 19 1463 15-44.5248 49 18-Jul16 4715 417 4741 39203 24407 19 8 58 51 65948 34THA240 140477 119 0 17.6557 1082 TAU17-Feb 43215 5572 -22.449 35 31 17-Jul19 4524 941 403 49191 41466 21 10 41 41 68998 41TAU233 518530 658 3 -21.2834 1089 ROT% diff 16727 24350 67-31.2837 58 %-16 diff -384 600-56 14673 -206 -41-13 -10-20 41 24 -4 -5 -17ROT 3 205-10 175-100 17.1468 -1 GIS18-Mar 60 21 616 -1.647 39 30 18-Aug20 4821 755 397 22937 38399 29 3 64 59 56975 36GIS 252 88603 68 6 29.4170 1224 NAP17-Mar 31119 2937 6.149 30 41 17-Aug23 6421 906 455 52263 33602 17 8 74 48 601249 45NAP269 332520 335 8 -0.9038 1148 NEW% diff 17511 170-14 -222.94 30 -27 %-13 diff -250 -17-17 -1340 -29-13 15-34 71-63 -14 23 -7-22 -20NEW-6 229 16 241-25 -4.9884 7 WAN18-Apr 11613 883 31.824 38 30 18-Sep11 5417 357 229 31174 37389 16 5 61 50 62828 36WAN187 109489 92 6 18.4853 1011 PAL17-Apr 31921 3274 -2.454 33 20 17-Sep22 4518 549 274 47187 2027 23187 67277 67908 39 PAL217 409526 4289 -4.4448 1094 MAS% diff 79-38 73-25 8.220 15 50 %-50 diff 20-6 -22-35 125-19 -34-7 851341 -30-97 -9-82 -7 -9 -8MAS-14 100 -7 84-33 19.0510 -8 WEL18-May 81824 100711 -18.775 41 46 18-Oct29 7918 653 2741 45223 26494 8 7 55 41 811106 37WEL239 1098448 976 7 12.5072 1066 17-May 17-Oct NEL 25326 3365 -24.709 39 39 23 5825 709 1637 39269 28515 19 9 58 51 981150 43NEL266 297487 276 4 7.6138 1130 % diff -8 120 -44 5 18 % 26diff -2836 -67-7 6911 15-17 -7-4 -58-22 -5-20 -17 -4 -14 -10 -8 75 89 -6 BLE 52 70 -25.71 BLE 69 70 -1.43 18-Jun 20 4 20 39 33 18-Nov13 5313 657 6433 59201 32453 18 6 48 59 61999 31 206 448 5 63 1055 GRE 33 34 -2.94 GRE 33 37 -10.81 17-Jun 20 5 8 52 20 17-Nov25 2067 708 6340 41236 32536 18 6 69 44 651129 45 249 498 6 51 1165 WES 6 3 100.00 % diff 0 -20 150 -25 65 %-48 diff -35-21 -13-7 -182 44-15 0-15 0 0 -30 34 -6-12 -31WES-17 7 -10 14-17 -50.0024 -9 CHR18-Jul 144415 17027 47-15.1639 24 18-Dec19 5820 655 2834 48240 33477 19 0 45 57 391082 36CHR169 1825349 175710 3.8748 849 TIM17-Jul 72 24 1151 -37.393 49 41 17-Dec21 2441 686 9441 51233 25530 20 3 47 34 551089 36TIM204 109400 12213 -10.6669 1044 OAM% diff 15-38 20600 1467-25.00-20 -41 %-10 diff -1741 -17-4 -70-17 -6 3 32-10 -5-100 -4 68 -29 -1 0OAM-17 23 -13 30-23 -23.33-30 -19 DUNYTD 18 372125 44242 133-15.84289 238 YTD130 18 396214 42469 268246 5091480 4043060 220 32 669367 7236962 422DUN2533 4565397 48666 -6.17673 12167 INVYTD 17 148144 19728 65-24.87268 211 YTD146 17 361252 52966 247263 4981576 3493080 243233 676547 8747451 471INV2781 2105511 186273 12.90791 13032 TOTAL%diff 11061-13 1410250 105-21.56 8 13 %diff-11 -1510 -205 -69 2-6 16 -1 -9-86 -1-33 -17 -7 -10TOTAL-9 13847-2 14430-76 -4.04-15 -7

Fast Loan Approvals, Personal Service & Flexible Repayments. Our personal service & flexibility sets us apart. Get in contact today Ph - 0800 367 233

30 | AUTOTALK JANUARY 2019 | www.autotalk.co.nz STATSTALK USED VEHICLES 20 TOP USED IMPORT PASSENGER MODELS DEC DEC MAKE MODEL MAKE MODEL '18 '17 MAZDA AXELA 584 MAZDA DEMIO 637 NISSAN TIIDA 500 NISSAN TIIDA 615 Fast Loan Approvals SUZUKI SWIFT 500 MAZDA AXELA 592 Continued from page 30 Flexible Repayments HONDA FIT 487 SUZUKI SWIFT 567 169 vehicles, down 17.2% MAZDA DEMIO 479 HONDA FIT 565 Personal Service for a 19.9% share, fol- TOYOTA COROLLA 443 TOYOTA COROLLA 565 Get in contact today TOYOTA PRIUS 315 SUBARU LEGACY 365 lowed in third on Ford on 0800 367 233 MITSUBISHI OUTLANDER 296 TOYOTA WISH 321 48, down 5.9% for 5.7% TOYOTA VITZ 279 TOYOTA PRIUS 314 of the trade. TOYOTA WISH 276 MAZDA ATENZA 304 Isuzu took fourth on NISSAN LEAF 260 TOYOTA ESTIMA 293 45 units, followed by MAZDA PREMACY 247 MITSUBISHI OUTLANDER 283 Mazda on 39. SUBARU LEGACY 224 TOYOTA MARKX 266 NISSAN DUALIS 221 TOYOTA VITZ 256 The Toyota Hiace was followed by the Mazda VOLKSWAGEN GOLF 219 VOLKSWAGEN GOLF 228 the most popular model Bongo and Nissan NV200 NISSAN NOTE 213 NISSAN NOTE 221 for the month on 269 tied on 29 units each. MAZDA ATENZA 212 MAZDA MPV 215 vans. Rounding out the top SUBARU IMPREZA 191 MAZDA PREMACY 207 The Nissan Cara- five was the Fiat Ducato TOYOTA AQUA 174 BMW 3 SERIES 205 van was second on 59, on 27 vans. HONDA STREAM 182 NISSAN DUALIS 201 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 18-Jan 250 523 65 8 115 46 1356 27 2310 210 440 2629 26 809 722 3232 445 506 13719 17-Jan 264 568 56 14 102 43 1308 25 1979 275 469 2268 12 543 622 3396 467 522 12933 % diff -5 -8 16 -43 13 7 4 8 17 -24 -6 16 117 49 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 18-Mar 235 514 48 8 104 40 1188 35 1978 227 307 2132 22 704 606 2878 357 458 11841 17-Mar 297 713 80 13 130 61 1449 39 2058 356 548 2543 17 605 711 3722 548 584 14474 % diff -21 -28 -40 -38 -20 -34 -18 -10 -4 -36 -44 -16 29 16 -15 -23 -35 -22 -18 18-Apr 228THE471 17 LEADING39 9 USED0 25 IMPORT1053 23 PASSENGER1760 222 379 MAKES1970 –14 YEAR-TO-DATE623 604 2644 2018371 458 10893 17-Apr 252 553 47 9 90 67 1233 33 1823 287 464 2292 15 573 626 3209 465 469 12507 % diff -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 18-May 276 621 41 12 102 44 1374 30 2063 257 463 2630 17 770 682 3102 402 534 13420 17-May 287 660 58 11 98 60 1409 36 2153 368 559 2750 14 669 692 3604 446 565 14439 % diff -4 -6 -29 9 4 -27 -2 -17 -4 -30 -17 -4 21 15 -1 -14 -10 -5 -7

18-Jun 267 AUDI 590 BMW 34 CHEVROLET 11 DAIHATSU 81 FORD 34 HOLDEN 1322 HONDA 25 HYUNDAI 2018 MAZDA 216 MERCEDES 421 MITSUBISHI 2486 NISSAN 15 PEUGEOT 685 SUBARU 714 SUZUKI 2881 TOYOTA 363 VW 488 OTHER 12651 TOTAL 17-Jun18-Jan 252250 537523 4665 118 120115 6846 13041356 2827 19832310 290210 507440 25902629 1426 669809 653722 33043232 437445 526506 1333913719 17-Jan% diff 2646 56810 -2656 140 -33102 -5043 13081 -1125 19792 -26275 469-17 2268-4 127 5432 6229 3396-13 467-17 522-7 12933-5 % diff 18-Jul 301-5 534-8 5116 -4313 8113 317 15174 158 227517 229-24 532-6 268516 1175 71849 74516 3135-5 404-5 576-3 138476 18-Feb 17-Jul 271192 632467 5363 28 113122 5939 14471232 352 21461996 295250 515325 27322220 1316 687696 746682 37052872 449366 530500 1443012048 17-Feb 227 528 53 19 109 61 1308 30 1871 267 413 2200 19 546 643 3038 439 489 12260 % diff 11 -16 -4 550 -28 -47 5 -57 6 -22 3 -2 -62 5 0 -15 -10 9 -4 % diff -15 -12 19 -58 12 -36 -6 -93 7 -6 -21 1 -16 27 6 -5 -17 2 -2 18-Aug 277 506 58 7 90 51 1379 20 2205 221 517 2668 13 725 755 2909 436 531 13368 18-Mar 235 514 48 8 104 40 1188 35 1978 227 307 2132 22 704 606 2878 357 458 11841 17-Aug 311 626 51 12 126 59 1409 38 2374 255 506 2712 15 705 719 3569 466 530 14483 17-Mar 297 713 80 13 130 61 1449 39 2058 356 548 2543 17 605 711 3722 548 584 14474 % diff -11 -19 14 -42 -29 -14 -2 -47 -7 -13 2 -2 -13 3 5 -18 -6 0 -8 % diff -21 -28 -40 -38 -20 -34 -18 -10 -4 -36 -44 -16 29 16 -15 -23 -35 -22 -18 18-Sep 220 456 50 4 87 34 1215 18 1990 179 478 2318 9 636 613 2423 382 421 11533 18-Apr 228 471 39 9 0 25 1053 23 1760 222 379 1970 14 623 604 2644 371 458 10893 17-Sep 302 616 55 11 101 59 1335 30 2220 264 438 2538 14 785 688 3234 427 528 13645 17-Apr 252 553 47 9 90 67 1233 33 1823 287 464 2292 15 573 626 3209 465 469 12507 % diff -27 -26 -9 -64 -14 -42 -9 -40 -10 -32 9 -9 -36 -19 -11 -25 -11 -20 -15 % diff -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 18-Oct 235 474 30 5 62 28 1271 22 1996 167 489 2526 13 645 643 2693 366 435 12100 18-May 276 621 41 12 102 44 1374 30 2063 257 463 2630 17 770 682 3102 402 534 13420 17-Oct 244 576 52 10 122 47 1379 38 2296 225 450 2762 13 744 683 3509 456 512 14118 17-May 287 660 58 11 98 60 1409 36 2153 368 559 2750 14 669 692 3604 446 565 14439 % diff -4 -18 -42 -50 -49 -40 -8 -42 -13 -26 9 -9 0 -13 -6 -23 -20 -15 -14 % diff -4 -6 -29 9 4 -27 -2 -17 -4 -30 -17 -4 21 15 -1 -14 -10 -5 -7 18-Nov 236 403 36 5 68 25 1120 23 1870 174 445 2257 13 606 598 2505 355 417 11156 18-Jun 267 590 34 11 81 34 1322 25 2018 216 421 2486 15 685 714 2881 363 488 12651 17-Nov 17-Jun 270252 546537 4646 119 111120 6068 13471304 2028 24021983 267290 518507 30282590 2114 809669 699653 37853304 459437 527526 1492413339 % diff % diff -136 -2610 -22-26 -440 -39-33 -58-50 -171 -1115 -222 -35-26 -14-17 -25-4 -387 -252 -149 -34-13 -23-17 -21-7 -25-5 18-Dec 18-Jul 222301 408534 4151 137 815 2731 11811517 2915 18462275 153229 520532 22392685 155 563718 579745 24193135 334404 473576 1106113847 17-Dec17-Jul 244271 566632 4053 112 109113 3659 12101447 4335 22892146 232295 477515 27752732 1713 729687 651746 36173705 361449 695530 1410214430 %% diffdiff -911 -28-16 -43 -36550 -95-28 -25-47 -25 -33-57 -196 -34-22 93 -19-2 -12-62 -235 -110 -33-15 -10-7 -329 -22-4 YTDYTD 1818 29391749 59673720 556341 9769 917605 424259 152089042 269157 2430714400 25051611 53162867 2876016752 178115 81805005 79434755 3369320744 45812708 57973520 14763788419 YTDYTD 1717 32211608 71214191 637393 13279 1331762 680419 161389458 395226 2559414013 33812138 58643475 3119017375 184104 80644292 81334693 4169223978 54203251 64773685 16565494382 %diff%diff -99 -16-11 -13-13 -27-13 -31-21 -38-38 -6-4 -32-31 -53 -26-25 -17-9 -8-4 -311 171 -21 -19-13 -15-17 -10-4 -11-6

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AUTOTALK JANUARY 2019 | www.autotalk.co.nz | 31 STATSTALK NEW VEHICLES

Another record year for NEW VEHICLES COMPETITIVE FINANCE new vehicle registrations BROUGHT TO YOU BY:

here were 161,519 new released by the Motor Indus- However, December vehicles registered try Association (MIA) figures 2018 was down 3.6% or 420 Tduring 2018 – a record show that’s 1648 registra- units on December 2017. setting effort, with the market tions above 2017’s overall “Given current global 1% up on the previous year. result and the fifth year in a economic factors, distribu- vehicles were up by 4% or The latest registrations row of increases. tor expectations for 2019 2049 units. indicate a softening Toyota dominated new NEW COMMERCIAL MODELS (UNDER 3500KG) of the market. Further vehicle registrations in 2018, DEC DEC steady growth in the with 20% of the market or MAKE MODEL MAKE MODEL '18 '17 new vehicle sector 32,260, followed by Ford on FORD RANGER 604 FORD RANGER 597 above 2018 outturn 10% at 16,366. TOYOTA HILUX 588 TOYOTA HILUX 442 is not expected.” MIA Holden, Mitsubishi and MITSUBISHI TRITON 405 HOLDEN COLORADO 439 chief executive David Mazda ranked third, fourth NISSAN NAVARA 240 MITSUBISHI TRITON 284 Crawford says. and fifth, with 13,046, 12,320 HOLDEN COLORADO 233 NISSAN NAVARA 191 Total registrations and 12,238 vehicles regis- TOYOTA HIACE 121 ISUZU D-MAX 153 of passenger and SUVs tered in 2018. MAZDA BT-50 116 MAZDA BT-50 145 for 2018 were slightly In the luxury sector pas- MERCEDES-BENZ X-CLASS 107 TOYOTA HIACE 137 down 0.4% or 403 senger and SUV sector, ISUZU D-MAX 104 FIAT DUCATO 81 units on 2017 vol- Mercedes-Benz retained the FIAT DUCATO 92 ISUZU N SERIES 75 umes, but commercial Continued on page 33 NEW PASSENGER MODELS DEC DEC NEW PASSENGER MAKES MAKE MODEL MAKE MODEL DEC DEC % Market '18 '17 MAKE Movement '18 '17 Change Share TOYOTA COROLLA 732 TOYOTA COROLLA 1116 TOYOTA 2176 2397 -9.2 28.3 TOYOTA RAV4 515 TOYOTA RAV4 516 HOLDEN 772 669 15.4 10.1 TOYOTA HIGHLANDER 326 MITSUBISHI ASX 287 MAZDA 712 645 Up 1 10.4 9.3 MAZDA CX-5 252 TOYOTA YARIS 272 MITSUBISHI 504 662 Down 1 -23.9 6.6 VOLKSWAGEN TIGUAN 221 MAZDA CX-5 227 HYUNDAI 492 445 Up 1 10.6 6.4 NISSAN X-TRAIL 210 SUZUKI SWIFT 188 NISSAN 425 354 Up 2 20.1 5.5 MITSUBISHI OUTLANDER 202 TOYOTA HIGHLANDER 182 VOLKSWAGEN 366 178 Up 6 105.6 4.8 TOYOTA CAMRY 191 NISSAN QASHQAI 176 SUZUKI 330 490 Down 3 -32.7 4.3 MAZDA MAZDA3 175 MITSUBISHI OUTLANDER 160 KIA 327 251 30.3 4.3 NISSAN QASHQAI 169 KIA SPORTAGE 159 FORD 252 210 20.0 3.3 MITSUBISHI ASX 166 HOLDEN CAPTIVA 156 HONDA 225 363 Down 4 -38.0 2.9 SUZUKI SWIFT 163 HONDA CRV 144 SUBARU 179 179 0.0 2.3 KIA SPORTAGE 161 NISSAN X-TRAIL 142 MERCEDES-BENZ 166 194 Down 2 -14.4 2.2 TOYOTA YARIS 160 TOYOTA CAMRY 136 JEEP 120 162 -25.9 1.6 HYUNDAI KONA 136 HYUNDAI TUCSON 131 SKODA 70 79 Up 2 -11.4 0.9 HYUNDAI SANTA FE 126 HYUNDAI KONA 129 LEXUS 66 66 Up 3 0.0 0.9 HOLDEN ASTRA 124 MAZDA CX-9 115 HAVAL 63 35 Up 7 80.0 0.8 AUDI 59 146 Down 3 -59.6 0.8 HOLDEN COMMODORE 124 HYUNDAI SANTA FE 113 LAND ROVER 58 76 Down 1 -23.7 0.8 LANDCRUISER TOYOTA 117 HOLDEN COMMODORE 105 SSANGYONG 47 50 Up 1 -6.0 0.6 PRADO OTHER 272 500 -45.6 3.5 HOLDEN CAPTIVA 98 MAZDA MAZDA3 103 TOTAL 7681 8151 -5.8 100.0

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32 | AUTOTALK JANUARY 2019 | www.autotalk.co.nz STATSTALK NEW VEHICLES

Continued from page 32 volumes by 980 units. The (23,870 units). 2018 market leader spot with Toyota Corolla was the third SUV compact and SUV NEW VEHICLES 2251 registrations, followed highest selling model for the large round out the top four COMPETITIVE FINANCE by Audi with 1811 registra- year with 7300 registrations. spots with 13% and 12% each BROUGHT TO YOU BY: tions and BMW with 1649. In terms of vehicle seg- of the market with the small “The market for these mentation, the top two seg- vehicle segment filling fifth brands softened during ments for the year were SUV place with 10% of the market. 2018 compared to the 2017 medium vehicles with 17% In December, Toyota outturn signalling a distinct share (27,162 units) followed remained the overall market pending softening in the rest by the Pick Up/Chassis leader with 26% market share of the vehicle market,” Craw- Cab 4×4 segment with 15% Continued on page 34 ford says. For the fourth year in NEW COMMERCIAL MAKES (UNDER 3500KG) – YEAR-TO-DATE a row, the Ford Ranger remained both the top commercial vehicle model

and the top model overall FIAT FORD FOTON WALL GREAT HINO HOLDEN HYUNDAI ISUZU LDV MAZDA MERCEDES-BENZ MITSUBISHI MITSUBISHI FUSO NISSAN SSANGYONG TOYOTA VOLKSWAGEN OTHER TOTAL with 9904 registrations, 18-Jan 101 808 66 66 16 46 385 64 258 153 172 57 318 284 94 780 165 204 4037 up 484 units compared to 17-Jan 63 788 67 45 0 42 383 68 271 87 154 40 219 276 83 698 123 266 3673 2017. % diff 60 3 -1 47 10 1 -6 -5 76 12 43 45 3 13 12 34 -23 10 18-Feb 59 788 47 50 68 366 64 304 102 169 48 368 384 63 946 110 172 4116 The Toyota Hilux came 8 17-Feb 64 713 66 35 8 45 364 97 255 101 186 51 282 346 52 747 76 246 3734 in second with 8086 reg- % diff -8 11 -29 43 0 51 1 -34 19 1 -9 -6 30 11 21 27 45 -30 10 istrations, also up on 2017 18-Mar 69 1047 49 99 17 55 427 80 322 191 159 73 382 315 64 1225 160 244 4978 17-Mar 92 897 47 102 0 53 393 122 350 114 190 83 365 290 68 1103 115 255 4639 % diff -25 17 4 -3 4 9 -34 -8 68 -16 -12 5 9 -6 11 39 -4 7 NEW AROUND 18-May 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 17-May 75 971 72 95 0 61 348 96 351 76 186 62 501 244 44 1125 118 320 4745 THE COUNTRY % diff -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 PASSENGER 18-May 80 1132 64 67 18 55 412 80 319 159 197 94 437 466 21 789 205 297 4892 REGISTRATIONS 17-May 75 971 72 95 0 61 348 96 351 76 186 62 501 244 44 1125 118 320 4745 % diff 7 17 -11 -29 -10 18 -17 -9 109 6 52 -13 91 -52 -30 74 -7 3 DEC DEC % DIST 18-Jun 61 1186 57 122 70 581 56 415 255 202 97 507 365 23 900 244 290 5447 '18 '17 CHANGE 16 17-Jun 63 1230 119 86 65 666 84 460 126 202 85 466 291 45 1299 232 259 5804 WHA 166 171 -2.92 26 % diff -3 -4 -52 42 8 -13 -33 -10 102 0 14 9 25 -49 -31 5 12 -6 AUC 3823 3711 3.02 -38 18-Jul 71 799 23 59 20 60 418 55 294 162 186 135 363 239 13 868 161 357 4283 HAM 343 359 -4.46 17-Jul 72 40 3 66 15 56 350 71 339 76 206 148 342 228 54 845 143 972 4026 THA 69 86 -19.77 % diff -1 1898 667 -11 33 7 19 -23 -13 113 -10 -9 6 5 -76 3 13 -63 6 TAU 229 245 -6.53 18-Aug 102 908 22 74 19 72 407 58 268 155 212 166 346 283 21 958 157 333 4561 ROT 105 103 1.94 17-Aug 104 833 38 95 14 65 384 63 332 115 241 100 278 256 35 1114 147 242 4456 GIS 20 26 -23.08 % diff -2 9 -42 -22 36 11 6 -8 -19 35 -12 66 24 11 -40 -14 7 38 2 NAP 171 157 8.92 18-Sep 111 901 18 133 20 60 287 80 299 126 201 113 0 452 32 989 132 523 4477 NEW 67 113 -40.71 17-Sep 157 875 51 85 8 63 380 75 321 110 205 125 373 267 38 1153 133 233 4652 WAN 86 62 38.71 % diff -29 3 -65 56 150 -5 -24 7 -7 15 -2 -10 -100 69 -16 -14 -1 124 -4 PAL 225 197 14.21 18-Oct 173 978 21 52 49 63 411 62 254 206 173 187 402 289 20 1123 153 287 4903 MAS 60 71 -15.49 17-Oct 126 948 50 95 21 54 334 48 259 122 193 167 330 219 43 1047 128 231 4415 WEL 475 561 -15.33 % diff 37 3 -58 -45 133 17 23 29 -2 69 -10 12 22 32 -53 7 20 24 11 NEL 72 85 -15.29 % diff -2 9 -42 -22 36 11 6 -8 -19 35 -12 66 24 11 -40 -14 7 38 2 BLE 46 68 -32.35 18-Nov 121 1064 21 60 30 67 431 44 304 159 156 173 487 286 5 1023 128 257 4816 GRE 5 10 -50.00 17-Nov 130 943 59 61 9 56 340 38 319 144 188 162 339 193 29 869 148 278 4305 WES 0 1 -100.00 % diff -7 13 -64 -2 233 20 27 16 -5 10 -17 7 44 48 -83 18 -14 -8 12 CHR 1444 1752 -17.58 18-Dec 93 647 27 32 30 37 240 71 199 106 116 188 405 240 7 725 138 169 3470 TIM 34 38 -10.53 17-Dec 82 657 43 97 10 53 473 45 285 118 145 68 285 191 26 595 81 166 3420 OAM 4 4 0.00 % diff 13 -2 -37 -67 200 -30 -49 58 -30 -10 -20 176 42 26 -73 22 70 2 1 DUN 129 224 -42.41 YTD 18 1101 11061 456 861 257 707 4677 758 3517 1918 2076 1432 4273 3871 391 10924 1875 3400 53555 INV 108 107 0.93 YTD 17 1093 9663 653 927 111 661 4737 897 3825 1275 2224 1141 4078 3064 557 11405 1534 3662 51507 TOTAL 7681 8151 -5.77 %diff 1 14 -30 -7 132 7 -1 -15 -8 50 -7 26 5 26 -30 -4 22 -7 4

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AUTOTALK JANUARY 2019 | www.autotalk.co.nz | 33 STATSTALK NEW VEHICLES

NEW COMMERCIAL MAKES (UNDER 3500KG) NEW VEHICLES DEC DEC % Market MAKE Movement COMPETITIVE FINANCE '18 '17 Change Share Continued from page 33 BROUGHT TO YOU BY: TOYOTA 725 595 Up 1 21.8 20.9 (2900 units), followed by Holden FORD 647 657 Down 1 -1.5 18.6 with 9% (1012 units) and Mitsubishi MITSUBISHI 405 285 Up 2 42.1 11.7 with 8% market share (909 units). HOLDEN 240 473 Down 1 -49.3 6.9 Toyota was also the market NISSAN 240 191 Up 1 25.7 6.9 leader for passenger and SUV ISUZU 199 285 Down 2 -30.2 5.7 registrations with a massive 28% MERCEDES-BENZ 188 68 Up 5 176.5 5.4 market share (2175 units) followed VOLKSWAGEN 138 81 Up 3 70.4 4.0 MAZDA 116 145 Down 2 -20.0 3.3 by Holden with 10% (772 units) SUV models for the month were LDV 106 118 Down 2 -10.2 3.1 closely followed by Mazda with the Toyota Corolla (732) followed OTHER 466 522 -10.7 13.4 9% market share (712 units). by the Toyota RAV4 (515) and the TOTAL 3470 3420 1.5 100.0 The top selling passenger and Toyota Highlander (325 units). 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 -19 51 -37 30 21 6 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 -8 2 -4 -2 7 -8 18-Mar 6 193 232 0 1 4 504 0 673 636 551 143 617 83 71 858 200 66 722 371 99 37 164 59 291 605 1196 341 53 274 9050 17-Mar 11 203 196 0 2 55 625 0 711 519 686 94 626 107 66 905 253 59 691 341 56 34 72 81 242 734 1213 386 63 199 9230 % diff -45 -5 18 -50 -93 -19 -5 23 -20 52 -1 -22 8 -5 -21 12 4 9 77 9 128 -27 20 -18 -1 -12 -16 38 -2 18-Apr 8 140 126 0 0 8 312 0 540 317 398 88 511 60 61 760 183 46 486 354 84 20 116 42 373 539 712 258 51 255 6848 17-Apr 3 134 147 0 1 13 499 0 543 148 562 129 497 87 38 10 710 46 423 487 30 29 86 65 189 512 961 325 44 278 6996 % diff 167 4 -14 -100 -38 -37 -1 114 -29 -32 3 -31 61 7500 -74 0 15 -27 180 -31 35 -35 97 5 -26 -21 16 -8 -2 18-May 6 176 161 0 0 5 487 0 660 399 831 153 618 135 66 879 187 65 600 268 84 30 130 52 342 543 1779 336 50 233 9275 17-May 20 231 144 0 2 26 524 0 681 318 561 120 549 105 58 886 202 52 527 382 32 36 118 73 304 544 1245 423 45 178 8386 % diff -70 -24 12 -100 -81 -7 -3 25 48 28 13 29 14 -1 -7 25 14 -30 163 -17 10 -29 13 0 43 -21 11 31 11 18-Jun 22 213 170 0 0 5 443 0 695 521 823 169 639 124 66 862 207 56 727 394 71 33 170 69 323 563 1558 413 53 336 9725 17-Jun 21 190 2 0 2 31 459 0 686 440 829 127 626 123 0 940 280 73 667 361 60 29 154 83 387 677 2011 430 50 443 10181 % diff 5 12 8400 -100 -84 -3 1 18 -1 33 2 1 -8 -26 -23 9 9 18 14 10 -17 -17 -17 -23 -4 6 -24 -4 18-Jul 8 123 125 0 0 2 404 0 532 443 505 65 555 113 67 817 190 45 604 461 83 19 143 60 362 554 1202 278 6 274 8040 17-Jul 18 169 168 0 3 11 444 0 537 467 391 84 569 73 59 811 167 54 592 381 80 22 108 72 292 520 975 303 29 206 7605 % diff -56 -27 -26 -100 -82 -9 -1 -5 29 -23 -2 55 14 1 14 -17 2 21 4 -14 32 -17 24 7 23 -8 -79 33 6 18-Aug 16 141 122 0 0 0 520 0 529 425 609 109 562 118 67 841 199 53 702 434 88 27 144 48 321 596 1334 342 62 230 8639 17-Aug 8 164 143 0 0 16 472 0 686 496 407 104 631 107 47 814 218 77 638 447 104 41 161 61 306 513 1397 327 34 187 8606 % diff 100 -14 -15 -100 10 -23 -14 50 5 -11 10 43 3 -9 -31 10 -3 -15 -34 -11 -21 5 16 -5 5 82 23 0 18-Sep 15 175 129 0 0 4 468 0 626 489 566 143 592 69 81 812 191 35 766 456 57 34 133 68 325 562 1955 366 72 242 9431 17-Sep 11 205 196 0 1 22 673 0 1006 295 531 89 556 106 66 875 163 59 647 390 91 22 111 43 292 552 2320 297 35 201 9855 % diff 36 -15 -34 -100 -82 -30 -38 66 7 61 6 -35 23 -7 17 -41 18 17 -37 55 20 58 11 2 -16 23 106 20 -4 18-Oct 20 113 95 0 2 0 310 0 1023 477 656 210 611 71 67 1077 163 41 756 403 67 25 146 50 349 512 3875 345 73 228 11765 17-Oct 8 127 142 0 0 12 518 0 1006 386 814 102 585 73 70 903 191 53 641 389 62 20 76 89 303 555 3408 272 50 254 11109 % diff 150 -11 -33 -100 -40 2 24 -19 106 4 -3 -4 19 -15 -23 18 4 8 25 92 -44 15 -8 14 27 46 -10 6 17-Nov 17 133 120 0 0 0 3 0 965 443 877 140 592 88 65 754 211 37 627 408 43 23 119 32 277 507 2076 361 41 584 9543 18-Nov 6 163 161 0 28 33 603 0 1149 414 637 116 489 117 65 904 231 44 710 440 80 27 106 60 312 491 2358 280 52 213 10289 % diff 183 -18 -25 -100 -100 -100 -16 7 38 21 21 -25 0 -17 -9 -16 -12 -7 -46 -15 12 -47 -11 3 -12 29 -21 174 -7 18-Dec 18 59 40 0 2 0 252 0 772 225 492 120 327 58 66 712 166 18 504 425 25 11 70 47 179 330 2176 366 30 191 7681 17-Dec 7 146 139 0 0 14 210 0 669 363 445 162 251 76 66 645 164 35 662 354 65 15 79 50 179 490 2397 178 46 244 8151 % diff 157 -60 -71 -100 20 15 -38 11 -26 30 -24 0 10 1 -49 -24 20 -62 -27 -11 -6 0 -33 -9 106 -35 -22 -6 YTD 18 153 1813 1651 0 7 39 4944 0 8394 5311 7350 1564 6898 1068 808 10170 2251 609 7609 4666 876 348 1579 673 3641 6479 21366 4048 595 3300 108210 YTD 17 123 2062 1796 2 44 271 6416 0 9709 4624 7009 1254 6495 1178 652 9227 3046 670 7392 4796 781 355 1281 830 3347 6940 20919 4050 540 2799 108608 %diff 24 -12 -8 -100 -84 -86 -23 -14 15 5 25 6 -9 24 10 -26 -9 3 -3 12 -2 23 -19 9 -7 2 0 10 18 0

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34 | AUTOTALK JANUARY 2019 | www.autotalk.co.nz STATSTALK SECONDHAND

Slow end to second-hand year

he continuing demand from pub- car market report. the overall market for used cars down. lic buyers is shown in the figures “The demand for second-hand ve- “The second-hand vehicle market for Tby a solid increase of 2% in dealer hicles is still strong. The fact that 2018 December 2018 was around 6% down to public transactions (and the cor- has remained flat on 2017 despite the versus December 2017 in a slower responding increase of Public – Dealer massive decline in import sales bodes month, once again dominated by a lack due to trade-ins) 2018 vs 2017. very well for people looking to buy of Ex-Overseas Registrations. This is This came despite a slow end to the and sell cars domestically, within New mainly due to supply from Japan still year, according to Turners, who re- Zealand,” the report says. not reaching the levels of 2017.” leased commentary as part of their used Used import figures have dragged SECONDHAND REGISTRATIONS − DECEMBER 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 2018 Public to Trader 234 4541 913 176 540 129 55 364 200 141 573 102 969 188 73 38 1697 96 2 379 253 11663 Public to Public 1896 13324 2983 613 1814 919 387 1355 912 567 1584 457 2889 1033 429 163 37 4778 464 98 1949 1040 39691 Trader to Public 556 6001 1345 278 825 392 165 653 383 240 729 204 1619 306 143 63 2 2159 189 23 715 401 17391 Cars 2017 Public to Trader 314 4494 1002 129 509 125 70 348 210 95 552 124 1063 248 106 18 1671 82 9 441 258 11868 Public to Public 1867 13977 3053 647 1881 969 354 1449 864 602 1548 476 3049 1010 429 163 28 5019 521 99 1934 1020 40959 Trader to Public 591 5896 1391 294 838 362 157 613 346 226 734 239 1526 298 175 67 4 2813 205 34 687 428 17924 Cars % Change Public to Trader -25.5 1.0 -8.9 36.4 6.1 3.2 -21.4 4.6 -4.8 48.4 3.8 -17.7 -8.8 -24.2 -31.1 111.1 1.6 17.1 -77.8 -14.1 -1.9 -1.7 Public to Public 1.6 -4.7 -2.3 -5.3 -3.6 -5.2 9.3 -6.5 5.6 -5.8 2.3 -4.0 -5.2 2.3 0.0 0.0 32.1 -4.8 -10.9 -1.0 0.8 2.0 -3.1 Trader to Public -5.9 1.8 -3.3 -5.4 -1.6 8.3 5.1 6.5 10.7 6.2 -0.7 -14.6 6.1 2.7 -18.3 -6.0 -50.0 -23.2 -7.8 -32.4 4.1 -6.3 -3.0 Motorcycles 2018 Public to Trader 4 132 21 4 29 7 11 4 5 12 3 50 5 1 39 18 4 349 Public to Public 77 522 144 51 93 53 15 87 54 38 83 22 166 81 33 11 253 34 5 91 47 1960 Trader to Public 21 159 47 11 39 18 1 19 16 16 18 5 52 7 2 2 39 4 2 11 13 502 Motorcycles 2017 Public to Trader 2 129 29 26 11 3 3 22 7 34 11 2 27 1 10 4 321 Public to Public 80 572 152 29 103 29 9 82 68 24 73 16 156 76 22 8 6 251 30 9 67 43 1905 Trader to Public 17 141 43 3 44 14 3 21 16 5 18 6 39 7 7 1 1 49 5 1 14 10 465 Motorcycles % change

Public to Trader 100.0 2.3 -27.6 11.5 0.0 33.3 66.7 -45.5 -57.1 47.1 -54.5 -50.0 44.4 -100.0 80.0 0.0 8.7

Public to Public -3.8 -8.7 -5.3 75.9 -9.7 82.8 66.7 6.1 -20.6 58.3 13.7 37.5 6.4 6.6 50.0 37.5 -100.0 0.8 13.3 -44.4 35.8 9.3 2.9 Trader to Public 23.5 12.8 9.3 266.7 -11.4 28.6 -66.7 -9.5 0.0 220.0 0.0 -16.7 33.3 0.0 -71.4 100.0 -100.0 -20.4 -20.0 100.0 -21.4 30.0 8.0 Trucks 2018 Public to Trader 68 780 213 48 99 38 34 82 38 48 133 40 158 49 30 9 245 33 59 87 2291 Public to Public 363 1724 505 135 359 166 77 243 156 115 257 117 376 185 84 33 7 728 84 23 373 201 6311 Trader to Public 187 883 292 85 133 107 74 149 86 55 172 64 233 70 54 21 2 314 43 8 143 100 3275 Trucks 2017 Public to Trader 68 665 227 16 89 22 31 100 46 25 143 27 102 45 32 4 223 26 3 88 57 2039 Public to Public 347 1859 500 97 385 131 114 253 167 82 287 87 327 174 58 41 26 712 83 33 280 155 6198 Trader to Public 144 725 289 58 203 72 58 143 86 45 155 44 175 68 41 15 1 331 52 13 143 96 2957 Trucks % change Public to Trader 0.0 17.3 -6.2 200.0 11.2 72.7 9.7 -18.0 -17.4 92.0 -7.0 48.1 54.9 8.9 -6.3 125.0 9.9 26.9 -100.0 -33.0 52.6 12.4 Public to Public 4.6 -7.3 1.0 39.2 -6.8 26.7 -32.5 -4.0 -6.6 40.2 -10.5 34.5 15.0 6.3 44.8 -19.5 -73.1 2.2 1.2 -30.3 33.2 29.7 1.8 Trader to Public 29.9 21.8 1.0 46.6 -34.5 48.6 27.6 4.2 0.0 22.2 11.0 45.5 33.1 2.9 31.7 40.0 100.0 -5.1 -17.3 -38.5 0.0 4.2 10.8

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AUTOTALK JANUARY 2019 | www.autotalk.co.nz | 35 STATSTALK TRUCKSBIKES

Bike registrations up year- on-year

otorcycle registra- Harley Davidson was third tions made a small on 66 units, up 3.1% for a Mgain year on year, 10.1% share of the market, just over 50 units ahead on followed by Kawasaki on 56 2018. and Honda on 42. A total of 8565 units were Basic scooters again registered, compared to topped the market, with the 8501 in 2017. TNT Roma leading on 27 For the month registra- units, and the Forza Cyclone tions fell heavily, with the third on 18 bikes. December result of 656 Fitting in-between was down 28.3% from the same the Harley Davidson Street with a slight drop - down 28, up 47.4% for a 10.6% month in 2017. 500 on 19 bikes. 1.9% to 260 units. market share, while in third, While Suzuki lead for the The Suzuki GSX150 FDZA Harley Davidson contin- 27 Ducatis were registered - year, Yamaha claimed the Gixxer was fourth on 17, fol- ues to be the clear leader, down 10% for a 10.2% stake. award for the month - down lowed by Yamaha with the with 100 units, up 5.3% for a Triumph took fourth spot 22.6% to 82 bikes for a YZF R3 on 15. 37.7% market share. on 20 bikes, followed by 12.5% market share. Honda was second on Yamaha on 17. Suzuki was just one bike Used imports end year down behind on 81 units, down The market for used NEW BIKE MODELS 47.4% for a 12.3% stake. import bikes ended the year MAKE MODEL DEC '18 TNT MOTOR ROMA 2T 27 NEW BIKE MAKES HARLEY DAVIDSON STREET 19 STREET 500 19 DEC YTD DEC % Market FORZA CICLONE 18 MAKE '18 '18 '17 Change Share % SUZUKI GSX150 FDZA GIXXER 17 YAMAHA 82 956 106 -22.6 12.5 YAMAHA YZF R3 AJ2 15 SUZUKI 81 1305 154 -47.4 12.3 FORZA CAPRI LX 11 HARLEY DAVIDSON 66 889 64 3.1 10.1 KAWASAKI EX 400G L 11 KAWASAKI 56 562 35 60.0 8.5 YAMAHA MT-03 LAJ 11 HONDA 42 665 57 -26.3 6.4 FACTORY BUILT ARIIC 10 FORZA 29 263 20 45.0 4.4 MOPED YIBEN YB50QT 10 KTM 29 388 55 -47.3 4.4 BMW 28 331 59 -52.5 4.3 USED BIKE MAKES TNT MOTOR 27 402 25 8.0 4.1 MAKE DEC '18 DEC '17 % CHANGE MARKET TRIUMPH 22 502 47 -53.2 3.4 MOPED 21 229 11 90.9 3.2 HARLEY DAVIDSON 100 95 5.3 37.7 PIAGGIO 21 216 23 -8.7 3.2 HONDA 28 19 47.4 10.6 FACTORY BUILT 18 238 42 -57.1 2.7 DUCATI 27 30 -10.0 10.2 VESPA 18 192 18 0.0 2.7 TRIUMPH 20 14 42.9 7.5 ROYAL ENFIELD 14 190 17 -17.6 2.1 YAMAHA 17 16 6.3 6.4 DUCATI 11 157 14 -21.4 1.7 KTM 10 10 0.0 3.8 SYM 11 44 6 83.3 1.7 SUZUKI 10 8 25.0 3.8 INDIAN 10 140 15 -33.3 1.5 BMW 9 22 -59.1 3.4 APRILIA 9 197 27 -66.7 1.4 KAWASAKI 8 14 -42.9 3.0 KYMCO 6 58 5 20.0 0.9 HYOSUNG 5 9 -44.4 1.9 OTHER 55 641 115 -52.2 8.4 OTHER 26 28 -7.1 9.8 TOTAL 656 8565 915 -28.3 100.0 TOTAL 260 265 -1.9 100.0

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

36 | AUTOTALK JANUARY 2019 | www.autotalk.co.nz STATSTALK TRUCKS

New and used commercial registrations down in December

ew and used com- mercial vehicle Nregistrations saw a sharp decline in Decem- ber, both down nearly 20% year-on-year. Total registrations of new trucks and buses over 3500kg GVM sits at 384 units for the month. This is down 19% com- pared to the 473 units in the same period the previ- ous year. A total of 6686 new trucks and buses hit the road in 2018 compared with 6268 in 2017. Isuzu is market leader

NEW TRUCK MAKES (OVER 3500KG) for the month of De- registered in December. cember with 95 units This compared to 194 DEC DEC % YTD YTD MAKE MARKET '18 '17 CHANGE '18 '17 registered and a 25% units in the same period in market share. However, 2017. ISUZU 95 132 -28.0 24.7 1240 1312 the brand was down 28% Isuzu lead the used com- FIAT 46 25 84.0 12.0 464 359 HINO 37 53 -30.2 9.6 707 661 year-on-year with 132 mercial import market for MERCEDES-BENZ 34 27 25.9 8.9 528 488 registered in the same the month with 36 units FUSO 32 96 -66.7 8.3 856 842 period in 2017. registered and a 22% market ALEXANDER DENNIS 22 5.7 150 25 Fiat is in second share. IVECO 22 29 -24.1 5.7 270 258 place, up 84% with 46 This was down 10% com- UD TRUCKS 20 18 11.1 5.2 271 267 units registered and a pared to 40 units in the same LDV 14 3.6 28 21% market share. period the previous year. DAF 10 6 66.7 2.6 279 253 Hino comes in third, Hino comes in second, up OTHER 52 87 -40.2 13.5 1893 1803 down 30% with 37 units 32% with 33 units registered TOTAL 384 473 -18.8 100.0 6686 6268 registered and a 10% and a 20.5% market share. USED TRUCK MAKES market share. Mitsubishi comes in third, Mercedes-Benz fol- unchanged with 24 units DEC DEC % YTD YTD MAKE MARKET lows, up 26% with 34 registered and a 15% market '18 '17 CHANGE '18 '17 units registered, Fuso share. ISUZU 36 40 -10.0 22.4 578 577 down 67% (32), Iveco Toyota follows, down 40% HINO 33 25 32.0 20.5 404 339 MITSUBISHI 24 24 0.0 14.9 227 278 down 24% (22), UD (21 units), Nissan up 73% (19), TOYOTA 21 35 -40.0 13.0 432 438 Trucks up 11% (20) and Fiat down 87.5% (3), Ford NISSAN 19 11 72.7 11.8 192 170 DAF up 67% (10). unchanged (3), Kenworth up FIAT 3 24 -87.5 1.9 40 47 Meanwhile, total 50% (3), and Iveco down 50% FORD 3 3 0.0 1.9 34 12 used imported truck (2). KENWORTH 3 2 50.0 1.9 22 27 IVECO 2 4 -50.0 1.2 29 5 and bus registrations MAZDA 2 1.2 52 29 were down 17% year- OTHER 15 26 -42.3 9.3 273 335 on-year with 161 units TOTAL 161 194 -17.0 100.0 2281 2257

AUTOTALK JANUARY 2019 | www.autotalk.co.nz | 37 TRIBUNALTALK

Long list of issues lead to ute rejection Cole v Brendan Foot Motors Limited

he purchaser needed a ing a high pitched squealing At the time these prob- again. It asked him to come ute with enough space noise under braking. lems occurred, the vehi- back so the vehicle could be Tto carry his tools and He returned the vehicle cle’s odometer recorded inspected, which he did on his two dogs and sought a to the trader who, while 40,152km, just over 8500 km June 22, 2018. durable and reliable vehicle willing to fix minor issues, more than when purchased. In an email to the pur- for work and personal use. needed to refer the vehicle The franchise dealer chaser of the same date, the He found a 2016 Fo- to another dealership that had the vehicle for 18 days trader confirmed he had also ton Tunland with about had recently replaced it as to carry out these repairs. found the selection of re- 31,500km clocked up the authorised dealer for Throughout this period, verse, first and second gears purchased for $29,634 in Foton vehicles. the original trader gave the was difficult. The trader did December 2017. The new dealer found purchaser a loan vehicle to not think it was able to adjust The purchaser reports the there was a problem with the drive. the clutch free play to im- vehicle was fine until mid- synchromesh in the gear- Initially, the vehicle it gave prove the issue and advised it April 2018. He began to have box. A replacement gearbox him was unsuitable for his would need to return to the difficulty shifting the vehi- supplied by Foton NZ was in- work use, so it was swapped franchise dealer. cle into gear (reverse, first, stalled on or around May 18, for a ute. Unfortunately, Likewise, the trader’s staff second and third). He also 2018 and rear brake shoes while in his possession, the member confirmed the fran- noticed the vehicle was mak- were deglazed. ute was hit by another vehi- chise dealer would need to cle while parked roadside. carry out further diagnosis Since then, the trader has under the manufacturer’s been endeavouring to warranty to find out why the recover a $500 insurance traction control light was excess in respect of repairs intermittently staying on. to the loan vehicle. The purchaser responded Recovery of this sum to Brendan Foot Motors on an independent choice appears to have become a July 2, 2018, that he wished point of contention be- to reject the vehicle and seek tween the parties, though a full refund of the purchase Quest Insurance offers: the trader accepted that it price. was not an issue that the The trader’s representa- Mechanical Breakdown Insurance Tribunal needed to resolve. tive replied to the rejection – backed by AA Roadside Assist When his vehicle was email acknowledging that returned on May 22, 2018, the gearbox fault, which had Comprehensive Motor Vehicle Insurance the purchaser noted that already been repaired under – including learner and restricted license cover. its brakes seemed to have warranty, had re-developed. Weekly, fortnightly & monthly instalment options now available to match your customers pay cycle improved at first. Later, the It recorded that, on June squeal in the brakes re- 22, 2018, it had performed a Guaranteed Asset Protection turned, primarily when the quick check on the vehicle to air temperature was cold. see if it was a clutch adjust- Lifestyle Protection Insurance At the Tribunal hearing, ment issue. The workshop the traders’ representa- felt that the clutch was at its tives attributed the squeal correct adjustment and rec- to a hard compound in the ommended the vehicle go to brake pads. They indicated the franchise dealer to view they would be happy to under warranty. replace the brake pads with The trader did not If you are a forward thinking motor vehicle trader, or financier, looking for a trusted vehicle insurance partner, call Quest. quieter ones. consider the issue with the About one month later, vehicle warranted rejection after the purchaser had under the Act and that the Contact: Simon Moore driven the vehicle a further ph. 021 149 2266 purchaser needed to give the e: [email protected] 1000km, he started to have manufacturer the opportu- problems with the gearbox Continued on page 39

38 | AUTOTALK JANUARY 2019 | www.autotalk.co.nz TRIBUNALTALK

Continued from page 38 vehicle on July 18, 2018, On September 8, 2018 The Tribunal’s adjudicator nity to remedy the fault. the purchaser immediately the purchaser returned the noted that in the relatively Reluctantly, the purchaser noticed it was driving dif- ute to the trader again, but short time the purchaser handed over the Foton again, ferently. He reported the on the condition it was for has owned the vehicle, it but he noted that: “... should clutch did not engage until faults to be investigated, not has been in the workshop something go wrong in a just before releasing the to fix them. Despite the clear for over a month on several short period like what previ- clutch pedal. instructions, repairs to the different occasions with nu- ously happened, I want full The following day, he vehicle were done by the merous faults. refund of the purchase price. sent an email to the trader in franchise dealer. “I consider that the accu- Is that fair?” which he rejected the vehicle The purchaser took advice mulated defects in Mr Cole’s On July 6, 2018, the again. from a number of sources in vehicle have all contributed vehicle was sent back to the The trader’s repre- relation to the clutch. to his loss of confidence in franchise dealer for further sentative on July 20, 2018, On September 20, 2018, its reliability. When he pur- warranty repairs. replied saying both dealer- the purchaser emailed Ebbett chased it, he did not expect It identified that the slave ships were happy with the Foton, the New Zealand that such a late-model, cylinder on the gearbox vehicle and he would seek distributor. low-mileage vehicle that he needed to be replaced to advice from management. Finally, on September 25, had bought as a reliable work address the gear shifting The purchaser was un- 2018, the purchaser took the vehicle would need to spend issue and that the engine satisfied with this response. vehicle to a clutch special- so much time on so many control module needed to He attempted to return the ist. Its report states both the different occasions being be replaced to solve the car on July 23, 2018, but clutch master cylinder and repaired.” problem of the traction the trader’s representative slave cylinders are operat- The rejection was upheld, control light coming on refused to take it back. He ing correctly. The release with the dealer to col- intermittently. sought a second opinion point, however, is very high lect the vehicle, take on its It had the vehicle for a from AA Motoring, who iden- compared to other Foton’s it credit contract and refund further 12 days between July tified oil leaks at the bottom had seen. the deposit. 6 and July 18, 2018. The of the transmission assembly. On September 27, 2018, trader supplied a ute for this He took the ute back to he tried starting the ute period. the trader, who cleaned up unsuccessfully. He has not On July 11, 2018, the trad- the oil. driven the vehicle since. er’s representative updated However, within a couple the trader on the repairs. of days, oil had returned The purchaser replied re- in the same spot, indicat- cording his concerns that the ing that the newly replaced Foton Ute could not be fixed gearbox was leaking oil. He to a satisfactory state. He re- advised the trader the gear- Anywhere. Anytime. quested the trader to provide box was leaking. him with his “full confidence The purchaser also ad- Your most important dealership information that I will not experience any vised the trader the AA had accessible from any desktop, tablet or mobile further issues of the same informed him the vehicle’s device. Faster. Easier. Smarter. sort for a reasonable period?” battery was in a low state of If the trader was unable charge and that, twice, when to provide that guaranteed he had tried to turn the key assurance now, he indicated the ute would not start. that he wished to reject the On August 6, 2018, the vehicle and request a full purchaser advised the trader refund. that he was: The trader responded: “ ... done talking and trying “Our workshop team have to resolve this with you ... it inspected your vehicle and is unacceptable for a vehicle do not consider the issues of this age with low mileage you have experienced to to have serious faults with its be a major fault. We do not key components. Again, I am accept your claim under the requesting a refund of the Consumer Guarantees Act, full purchase price. and we feel confident the A settlement meeting issues have and can be, rec- on August 22, 2018 was tified by the manufacturer’s unsuccessful and both par- representative.” ties agreed to proceed to a 0800 623 687 When he picked up the Tribunal hearing. www.motorcentral.co.nz

AUTOTALK JANUARY 2019 | www.autotalk.co.nz | 39 NEWSTALK

The importance of the finance sale

Continued from page 24 If you establish it really is their own cash you can then Fact – Your dealer finance facility is competitive, conveni- proceed with the cash conversion process, which includes:- ent and confidential. •• Understanding as much as you can about the customer One of the most common reasons people attend our F&I and their circumstances. training seminars is to learn more effective techniques to •• Their possible future needs for finance. convert the so-called “cash customers” – and with practice •• Helping them understand that you have a finance facil- and discipline, it’s not difficult. ity available in the dealership that is competitive and Before you even begin the process of trying to cash-con- convenient and that allows them the opportunity to own vert, it’s important to learn as much as you can about your their new vehicle without disturbing their cash (that they customer by engaging in conversation with them, let them may have saved hard for). Don’t always assume though talk more than you, learn as much as you can about them that cash necessarily means savings. and then try to gain some common ground. •• Implementing our cash conversion exercise to illustrate Ask open-ended questions like “where are you taking your the benefits of borrowing from you and maintaining their new car this weekend?” The value of this type of question is, returns on their cash in the bank. not only do you learn something about them (to help you It’s important to note that the benefit of a cash con- build rapport) but it also reinforces ownership. version exercise is not just to show a customer how little Ask – “How are you intending financing the purchase the difference is between the interest paid on your credit of your new vehicle?” If they say cash you might express contract versus the interest earned on their savings, but amazement or concern that they would consider using cash more-so their possible asset strength after the loan has to finance the purchase of a motor vehicle. been repaid due to the discipline of compulsory savings (via Your first objective is then to determine if they really are a the payments on their credit card) versus voluntary savings. cash buyer or if they’ve just borrowed funds from somewhere If you’re interested in learning more about our cash con- else (so you know if you’re dealing with a cash conversion or version process and increasing your finance sales through a bank conversion). more effective techniques to convert cash/bank customers, Ask – “When you say cash are you talking about cold hard call me now and let me help you introduce the Provident savings or are you borrowing from somewhere else?” profit factor into your business. TRADE DIRECTORY The comprehensive guide to every service a dealer could use Automotive software solutions FINANCE & INSURANCE IT MANAGEMENT SYSTEMS Driving your business OXFORD FINANCE SYSTIME 0800 263 264 | [email protected] NZ +649 5832424 | AU 1800 221 654 www.oxfordfinance.co.nz [email protected] Oxford’s friendly team can Autoline – Dealer Management & offer you flexible solutions to Distributor Manufacturer Systems – The finance the purchase of your Most Globally used DMS DO YOU SELL YOUR new vehicle. SERVICE TO THE TRADE? PROVIDENT INSURANCE Talk to Fran about ORION 0800 676 864 | info@providentinsurance. NZ +649 5832455 | AU 1800 875149 advertising your co.nz [email protected] Contact: Steve Owens, Chief Executive Officer Mid-range Dealer Management System business in Helping dealers “Make Profits Grow”. Spe- installed in 500 business operations. Sales cialist F&I training, support and products to Workshop, Parts, Fleet, Rental, CRM retail motor vehicle traders. OUR NEW TRADE

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40 | AUTOTALK JANUARY 2019 | www.autotalk.co.nz DIARYTALK

of the Year. Vehicle Industry Association THE DIARY The Forester is the first (VIA) chief executive David AutoTalk’s group editor Subaru to take the New Zea- Vinsen says it’s also a case of Scott Morgan looks at the month land Motoring Writers’ Guild’s purchasers being informed gone by on AutoTalk.co.nz accolade and also only the about what they are buying. second sports utility to take the prize, the first being the 2017 holder, Skoda’s Kodiaq. December 11 December 3 step in international expansion Fuel pricing Gammie out as NZTA Kiwi in Cruise control Well known Kiwi automo- investigation begins regulatory failures tive software and service firm New Zealand-born Dan Am- The Commerce Commission AutoPlay has taken a big step continue mann will run General Motors’ investigation into retail fuel in its push offshore, becoming Fergus Gammie has resigned autonomous vehicles opera- pricing is now under way. part of the Australian-based as the chief executive of the tion Cruise Automation from The market study is look- Marque Group. New Zealand Transport Agency January 1, 2019. ing into factors that may AutoPlay was founded at off the back of huge failures in He is deeply familiar with affect competition for the the turn of the millennium by the body’s regulatory work. Cruise’s business and tech- supply of retail petrol and well-known director Craig Gammie, who has been in nology and its team and will diesel used for land transport Brown and business partner the role around two years, be its chief executive officer, throughout New Zealand. Chris Nottingham. While tendered his resignation to the company says. Nottingham has since retired, the board and it was accept- MTA faces up to “Brownie” as he is known, will December 7 ed. He will end his tenure on continue to lead AutoPlay as December 31. A replacement challenges managing director. had yet to be announced. A busy 2018 has brought Audi looking for record highs in new and used bigger pond with Q8 vehicle sales but plenty of December 5 While seven-seat premium December 12 challenges too, the Motor SUVs have proven popular, and Trade Association says in its Trade Me bidding have been a particular success Motoring latest annual report. for Audi with its Q8 model, the commentators Leaps in new technology war heats up local distributor had not had and the growing EV industry US-based private equity firm an offering for some time in commend Murph are among them. Hellman & Friedman has the five-seat market. and Holden upped the stakes in the battle With the Q8 they are excited Instigating a national driver for Trade Me ownership, offer- Concerns over retail to be back, noting the five-seat training programme, backed ing $6.45 per share. fuel price prompt market is bigger than their tra- by Holden New Zealand, has The proposal is higher than ditional seven-seat playground. put Greg Murphy in the win- study British company Apax Part- Think Range Rover, Porsche Retail fuel will be the first sec- ner’s seat with Kiwi motoring ners, which is offering $6.40 Cayenne and the five-seat op- tor investigated as part of the commentators. per share. tions from BMW and Mercedes Commerce Commission’s new The motorsport icon today Benz ranges. “market study” model. became the latest recipient of Prime Minister Jacinda December 6 a prestigious prize presented Ardern and commerce and December 10 by the New Zealand Motoring consumer affairs minister Kris Imports take Writers Guild. Faafoi announced the market Toyota NZ opens UDC Finance delivers study, after giving the com- dramatic hit mission new powers to look The market for used import Warehouse record profit at parts of the market which vehicles has dived dramatically Motor vehicle lending has as a slowing market and stink expansion are of particular concern. Extra space to accommodate played a large part in UDC Fi- bug delays hit. parts has been created as part nance’s record net profit after Registrations of used im- of Toyota New Zealand’s latest tax of $65.3 million for the port passenger vehicles were December 4 warehouse expansion in Palm- financial year. down 25.2% for the month to erston North. That’s up 6% on the previ- 11,156 units from 14,924 this Ranger back on top It was officially opened ous period. time last year. One mitigating last week with dignitaries, as passenger cars fall factor in the fall, however, local neighbours and the local The market for new passenger is that last year’s total was his- school in attendance. December 13 vehicles took a steep drop in torically high. November, down 7.3% or 746 AA announces its Car units year-on-year. Family favourite Are Japanese snow of the Year That saw the total passen- takes New Zealand tyres safe? ger car market for the month Dealers are being encour- The AA Driven Car of the fall under 10,000 units to Car of the Year aged to inform buyers if a Year has been revealed as the 9543. A family-friendly SUV has used import they’re selling has Mercedes-Benz A-Class. beaten tough competitors to Japanese snow tyres. The judges were impressed AutoPlay sale next win the 2018 New Zealand Car However, Imported Motor Continued on page 42

AUTOTALK JANUARY 2019 | www.autotalk.co.nz | 41 DIARYTALK

for Adult Occupant Protec- Camaro and Silverado models Continued from page 41 NZTA slammed tion (94%), Child Occupant to their range of new cars. with its artificial Intelligence Protection (87%), Vulnerable over Thompson technology and driving expe- Road User Protection (74%) and Clark’s use of rience. and Safety Assist (86%). December 19 registry MoT fraudster to be The NZ Transport Agency has December 17 Alpha airbag recall been caught up in the con- deported repairs hit 65% troversy surrounding private New road safety A former Ministry of Trans- Commerce and consumer investigators Thompson and port senior manager jailed for affairs minister Kris Faafoi is Clark’s surveillance of New package unveiled stealing $726,000 from the cautiously optimistic about Zealanders. A $1.4 billion, three-year pro- organisation has been granted how the alpha Takata airbag Thompson and Clark used gramme to make New Zealand’s parole and will be deported recall is progressing. the Motor Vehicle Register highest risk roads safer will save from New Zealand. The latest figures show to match names of environ- lives, the government says. Joanne Harrison was jailed 55,314 or 65% of all affected mentalists undertaking lawful The Safe Network Pro- for three years and seven vehicles have been repaired, activities with number plates gramme will see improve- months last February but was while another 1555 have more than 4000 times since ments like median and side granted parole at a December received an interim repair and 2011. barriers, rumble strips, and 6 hearing, NZ Herald reports. 6461 have been deregistered. shoulder widening introduced to 870 kilometres of high vol- December 21 ume, high-risk state highways December 18 December 20 by 2021. Conference to New dealerships Large SUVs score five Ola trumpets Kiwi explain how to added to HSV family stars success reduce emissions New Zealand’s latest HSV Ridesharing company Ola is The new Holden Acadia and Reducing New Zealand’s dealerships have sprung up excited about its success in the BMW X5 three-litre diesel vari- emissions will step up in 2019, in South Auckland and the New Zealand market so far. ants have picked up top safety with transport expected to Manawatu. Operating out of Auckland, marks from the Australasian play a key role as more zero Manukau dealership Davie Wellington and Christchurch, New Car Assessment Pro- emissions vehicles become Motors Holden and Robertson Ola says it’s signed up 4000 gramme (ANCAP). available. Holden in Palmerston North drivers and ticked over 25,000 The Acadia impressed have added the HSV Colo- rides since it arrived in New All the HOT NEWS every across the range of assess- rado Sportscaster, Chevrolet Zealand on November 6. day as it happens ment areas with high scores autotalk.co.nz/subscribe

AussieTalk Diary AutoTalk Australia’s editor Australia takes that will regulate the relation- ship between OEMs and new Scott Murray looks at the month international road car dealers is being welcomed gone by on autotalk.com.au safety gong by the Australian Automotive The CARRS-Q team from Dealer Association (AADA). Queensland University of The release of the 2018-19 Buffett takes over December 4 Technology has won the Mid-Year Economic and Fiscal SA’s compulsory Prince Michael International Outlook (MYEFO) shows that EasyCars announces vehicle insurance Road Safety Award. government will develop the The university’s Centre for code as part of its sup- port Facebook book Accident Research and Road for small business. Marketplace Berkshire Hathaway, owned Safety-Queensland post- by billionaire Warren Buffett, graduate education pro- integration is investing in South Austral- gramme has earned the high Dealers using the EasyCars December 18 ia’s motor insurance industry. praise from judges for the dealer management system SA state government numbers of masters and PhD can connect with potential Electrification treasurer Rob Lucas says students being educated. customers via Facebook Mes- Berkshire Hathaway’s Re- overtaking internal senger. insurance Division will take combustion Dealers using EasyCars over management of the December 17 Half of Australia’s new car will be offered advice on Motor Accident Commis- buyers are “seriously consid- promoting and selling used sion’s “back book” of Com- AADA welcomes ering” a hybrid. car inventory directly on pulsory Third Party (CTP) According to Roy Morgan Market- place, along with vehicle insurance claims. government’s research, over a third (36.2%) integration on Messenger. code of conduct of new car buyers are also commitment increasingly curious about December 13 A promise to introduce an getting themselves into a December 11 Automotive Code of Conduct fully-electric car.

42 | AUTOTALK JANUARY 2019 | www.autotalk.co.nz DIARYTALK

EVTalk Diary about how to make emis- December 19 sions reductions at the Ener- EVtalk New Zealand editor Geoff gy Management Association Dobson looks at the month gone NZ joins of New Zealand (EMANZ) by on www.evtalk.co.nz international conference in Wellington on May 29 and 30. The Park Lane Arvida declaration on zero December 5 Retirement and Care village emissions vehicles at Addington has four new New Zealand has signed up December 24 $100m green fund EVs, including two Hyundai to the Birmingham Declara- Waiheke wants to announced Ioniqs and a BMW i3, for tion on Zero Emissions Ve- hicles, committing to a zero Investment in electric ve- residents at its 26 Living Well be world’s first EV emissions future for transport. hicles and energy efficient stage one apartments. residential island Climate change minister commercial buildings are Auckland’s Waiheke Island James Shaw endorsed the encouraged with the Gov- has embarked on a plan to December 17 declaration during his visit to ernment’s launch of a $100 become the world’s first elec- London. million green fund. Kiwi wins inaugural tric vehicle-only residential Green Investment Finance island by 2030. Ltd will run independently of Jaguar I-Pace December 21 It already has about 86 the Government with a mar- eTrophy race EVs among a permanent ket focus and aim to reduce Kiwi Simon Evans has won Conference to population of about 9000, New Zealand’s greenhouse the inaugural Jaguar I-Pace summer visitor numbers gas emissions. eTrophy race, making history explain how to pushing that to 45,000. in Saudi Arabia on December reduce emissions 15. Reducing New Zealand’s December 14 The Team Asia New Zea- emissions will step up in 2019, Keep up with land driver started in pole with transport expected to EVs fleet at NZ Electric Vehicle position after qualifying was play a key role as more zero industry news retirement village cancelled due to heavy rain emissions vehicles become Free use of electric cars is in Riyadh. available. being offered to residents at a So expert local and inter- Christchurch retirement village. national speakers will talk evtalk.co.nz/subscribe

TransportTalk Diary Fleet management company TransportTalk New Zealand editor TR Group is teaming up with December 19 online driver training provider Nigel Moffiet looks at the month DT Driver Training. gone by on www.transporttalk.co.nz NZ Scania The partnership will assist technicians win the Master Drive Services world champs Truckometer shows brand adding further options December 3 for both light and heavy A group of New Zealand flattening trend vehicle training. Scania technicians have Mainfreight expands The ANZ Truckometer come out on top at the world showed heavy traffic was championships. Sydney airfreight down for the month of No- December 17 The five-man team, All Mainfreight has upgraded vember after a strong lift the Torque, All Noise, consists its Sydney airfreight storage previous month. Hino kicks off of Daniel Halton, Tom Hicks, facilities. The heavy traffic index Scott Cann, Braden Olsen The branch has under- eased 1.9% month-on- New Year with and Craig Lucas. They come gone a full refurbishment month after a 4.6% gain in Rugby World Cup from CablePrice Whangarei. and increased its footprint October. promotion from 745 to 3133 square The light traffic index, Hino is offering customers metres. which gives a six-month lead the chance to win an all- December 28 Upgrades include three on the broader economy, expenses paid trip to the 2019 chillers (350m2), one freezer rose 0.1% m/m, with annual Rugby World Cup in Japan. TIL renews (169m2), one rapid cooling growth continuing to slow. room, two quarantine inspec- Eight lucky winners will Farmlands contract tion rooms and two fumiga- see the All Blacks take on Pacific Fuel Haul, a division of tion chambers that can be December 12 South Africa and will also get TIL Logistics, has renewed its used all-year round. a tour of the Hino factory. fuel transport and distribution The competition will be contract with Farmlands Co- TR Group and DT open to anyone who buys a operative, with the signing of December 11 Driver Training sign Hino between January 1 and a long-term, strategic supply deal June 30, 2019. contract.

AUTOTALK JANUARY 2019 | www.autotalk.co.nz | 43 We’ve got Heat Treatment covered.

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