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Enter the DRAGON On China’s growing impact in the UK motor industry IMI ANNUAL DINNER 2017 Wednesday 8th March at InterContinental London, Park Lane

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Steve Nash off ers his thoughts on China’s likely impact on the UK motor industry

ome interesting themes for this issue of Most Chinese car manufacturers are currently IMI Magazine. As you will know from previous unknown outside of the country with only a handful columns the whole issue of alternative having any international presence. But there are S powertrains and the future technical a lot of them and they undoubtedly all have plans direction of our industry is one that I have to be international players if they can be. This can expressed views on many times. Yet it is the future be viewed as a threat, or it can be viewed as an direction of the Chinese industry that I particularly opportunity. Just think how many people in the UK are want to consider on this occasion. employed currently by Japanese and Korean brands. The recent discussions between the government and Those who have been in the industry for a while will Nissan over Brexit underlined just what a key player remember the emergence of the Japanese brands in Nissan has become. It has certainly come a long way the 60s and early 70s and, more recently, the Korean since the days when Octav Botnar distributed its brands in the 90s and early 2000s. Neither were taken products under the Datsun name!! terribly seriously when they entered the market, adopting what were principally The point is that our industry high value/low price approaches is all about change, whether to gaining a foothold. However, “The point is that our it’s new technology like electric they progressively improved the industry is all about and autonomous cars, or quality, appeal and credibility change, whether it’s new entrants to the market. of their product offerings to The emergence of Chinese auto become major players in the new technology like brands is only part of the major UK and other key markets electric and autonomous change we will see over the around the world. cars, or new entrants coming years but if we adapt and embrace that change it Whilst the few Chinese products to the market” can bring great opportunities. currently available in the UK There is no greater evidence aren’t greatly worrying of this than the renewed pride we have in our car competitors as yet, it would be extremely naive manufacturing industry – despite the fact that it is to think they won’t follow a similar path to their no longer British-owned. It is the creation of jobs Japanese and Korean forbears. All of the foreign and the demand for skills which is key and in an manufacturers who benefi ted from the boom in the industry that is truly international it is less about Chinese market have only been able to do so by the origin of the product’s parent company and undertaking partnerships with indigenous Chinese more about the investment which that company manufacturers. Whilst this has seen many of them makes in the market. profi t handsomely in the short term, their Chinese partners are benefi ting in kind from technology Perhaps we should take a leaf out of the Chinese transfer and the assimilation of expertise that it took book and tell them that if they want to sell products those foreign motor companies many decades to here they must also manufacture here and use develop. So the partner Chinese brands have gained local suppliers. That could possibly be a highly the opportunity to advance well beyond where they benefi cial post-Brexit strategy to boost our might otherwise have been without this benefi t. manufacturing industry!

WWW.THEIMI.ORG.UK I 3 THIS 14 ISSUE... NEWS 3 Welcome IMI 2016 8 Analysis yearbook 34 10 Round-up page 6 12 Frontline 14 Motorcycles 16 Commercial vehicles 18 BUSINESS ENTER THE DRAGON 22 On China’s growing impact Legal link in the UK motor industry 24 Finance 25 Digital 26 Sales clinic

FEATURES 30 Stock 'n' roll Managing stock turnover 32 The reman-tra An insight into the world of remanufacturing 34 Who’s got the power? Pitting a plethora of powertrains against each other 38 “Car crash” avoided? An update on apprenticeship funding 39 Apprentice recruitment MY IMI Talking apprenticeships with 50 Around the IMI Autotech Apprentice Brakes & Clutches special 52 40 A van’s world starts page 42 Member events A growing revenue stream for bodyshops 53 Upcoming courses

IMI MAGAZINE DESIGN: www.zedpublishing.co.uk claims made by manufacturers, Fanshaws, Brickendon, PRINT: Linney Print contributors, advertisers or readers. Hertford, SG13 8PQ ©2013 Institute of the Motor Industry Annual subscription (10 issues): UK and Europe Tel: 01992 511521 ISSN: 1742 5204 £45; overseas surface mail £50; overseas air Fax: 01992 511548 IMI Magazine is printed on paper taken from mail £62. To subscribe call 01992 511521 EDITOR: Tim Kiek sustainable forests. Opinions expressed in or visit www.theimi.org.uk [email protected] articles do not necessarily represent those ABC – Members of the Audit Bureau ADVERTISING: Wendy Hennessy, of the Institute of the Motor Industry. The of Circulation. Average Net Circulation [email protected] publishers cannot accept responsibility for 1 July 2015 to 30 June 2016: 12,631

4 I IMI MAGAZINE I DECEMBER/JANUARY 2017 FROM THE EDITOR AN INDUSTRIAL VISION

On why traditional industries do not represent the past

s I write this the world has had a few The common discourse dictates that the weeks to digest the news that Donald comprehensive dismantling of traditional industry Trump, barring intervention from above, is simply part and parcel of globalisation’s A will become the next President of the inexorable ‘progress’. Interesting, then, that United States and, de facto, the most powerful global superpowers such as China and Germany man on the planet. The result has been met by pour billions into traditional industry without widespread shock but I would argue that, given being labelled as luddites or dinosaurs. UK it came within days of Ed Balls ‘Gangnam-ing’ administrations since Margret Thatcher’s, with on Strictly, it was far from the their unfettered adherence most shocking event of 2016. to neo-liberal doctrine, have prematurely condemned However, unlike Ball’s “As a country, since indigenous industry to the ‘Gangnam’, Trump’s the 1970s, our history scrapheap, contributing to the presidency was actually is one of squandered UK productivity gap compared entirely predictable. to other advanced nations. Unfortunately, the opportunities and the bitter irony of an catastrophic running down A UK government that has the entire nation turning to and mismanagement of ‘cojones’ to invest in a proper a billionaire demagogue our industrial and industrial strategy will go a to fi ght inequality is long way to redressing some beyond all satirising; manufacturing capacity” of the great inequalities in Charlie Brooker eat our society – and the motor your heart out! industry has a huge part to play. Imagine a vehicle ‘truly’ Yet Trump has said one thing that has resonated manufactured in Britain; a vehicle where every with me – his forthright repudiation of TTIP. single element used in its assembly has been As a country, since the 1970s, our history is one made in this country – steel and all. Such a reality of squandered opportunities and the catastrophic may hark back to a bygone era but, paradoxically, running down and mismanagement of our would still represent huge societal progress. industrial and manufacturing capacity. Agreements such as TTIP further drive the nail into our industrial coffi n as they enshrine cheap imports, not supremely manufactured British produce. Our steel, our coal – two industries that have been sacrifi ced on an altar that privileges free trade over the security of Tim Kiek, IMI Magazine Editor the supply of vital raw materials. [email protected] @IMIeditor

To join the debate on any of the issues raised in the magazine, you can email me at [email protected], tweet me @IMIeditor or join the IMI’s LinkedIn group discussion page. I look forward to hearing from you.

WWW.THEIMI.ORG.UK I 5 THE LATEST NEWS FROM THE INSTITUTE IMI 2016 YEARBOOK

NEW IN 2016 •IMI Student Membership A busy year •IMI MOT solution •IMI Finance Taking a look at the IMI’s activity throughout 2016 and Insurance and seeing what’s in store for 2017 Accreditation •Partnerships with AA Garage Guide, Automechanika IMI speaks on behalf of the sector & ITN Production

ELECTRIC VEHICLE CAMPAIGN APPRENTICESHIP REFORMS CAMPAIGN Since 2015 the IMI has been campaigning Earlier this year the government announced for regulation to protect technicians plans to change the apprenticeship working on electric and hybrid vehicles. standards in England. As the motor industry Working alongside government and relies heavily on apprentices the IMI is cross-party MPs the IMI built a national playing a vital role in raising awareness campaign to raise awareness of the skills of the potential impact the proposed shortage that is being widened due to changes could have on the sector. advances in new technology, and to With currently only one standard available highlight the possible dangers to for the entire motor sector (Light Vehicle IMI HITS THE ROAD technicians and car owners if untrained Level 3) the IMI is advising the government •The London Motor Show technicians are servicing and maintaining to delay the changes as industry employers • Automechanika Dubai, these high-powered vehicles. need time and support to develop new Birmingham & Frankfurt The electric vehicle campaign included: standards across the industry. • • National press coverage Joining the campaign to save AM/IMI People Conference • Radio campaigns apprenticeships (#SaveOurApprenticeships), •Mechanex • MPs visiting BMW Training Academy IMI CEO Steve Nash wrote to the Minister •Car Dealer Expo for a demonstration of the technology for Apprenticeships, Robert Halfon MP, •Santa Pod and training involved in electric and to highlight the implications the changes •F&I Conference hybrid vehicles could have on the automotive sector. He •The Skills Show • MP roundtable breakfast at the highlighted various factors that could impact •Outstanding Achievers House of Commons the industry including funding to be cut by up • Coverage at Prime Minister's Questions to 50%, employers not being aware of their Awards 2016 • Meeting with Andrew Jones MP, Secretary responsibility to develop and deliver new •IMI Annual Dinner of State in the Department for Transport standards, and the lack of time to produce additional standards that support the diverse The campaign has even resonated sector ahead of the launch in May 2017. AWARDS WON through the corridors of City Hall •Ranked 69th in the ‘Top 100 with London Mayor Sadiq Khan saying: Best Companies to Work For’ “As Mayor I’ll work closely with by The Sunday Times manufacturers, business and the • Department for Transport to ensure ‘Best PR Campaign’ at the electric cars are an affordable Association of Excellence option for Londoners and that Awards 2016 we have the charging points and infrastructure necessary to make electric cars a viable part of everyday life.”

6 I IMI MAGAZINE I DECEMBER/JANUARY 2017 IMI MEMBERSHIP MODEL BIGGER AND BETTER FOR 2017

As membership remains at the heart of the IMI the current membership GLOBALISING model is evolving in order to expand STANDARDS the IMI’s membership community. The improved model will provide As an industry leader for skills individuals with fi rst-class support and training in the UK it was with the benefi t of giving them quality essential to invest resources careers advice, better job opportunities in the development of an and the added value of membership. The IMI will also provide relevant STUDENT MEMBERSHIP international strategy that and desired services that support IMI launched a dedicated Student supported key regions where individuals working in the sector Membership in 2016 that welcomes all automotive skills weren’t in order to gain the recognition, IMI learners studying an IMI qualifi cation* standardised. Excellent support and knowledge they deserve. to join its growing community. Student progress has been made Membership includes unique benefi ts throughout 2016 with the IMI WHAT’S CHANGING? and discounts for all registered members working with local governments As IMI Membership evolves and gives them the best possible start it’s proposed that member grades are to a lifelong career in the sector. regarding skills in South Africa, also updated to incorporate the changing *Eligibility restricted to certain qualifi cations Asia, India and Europe. environment. One of the proposals includes all members currently graded WHAT’S NEW? The IMI is now operating in as a Licentiate member will now be The IMI has implemented a Professional 26 countries and is set to transferred to Associate member. Standards model designed to drive expand further throughout up professionalism within the sector 2017. This includes creating IMI members will now be categorised: which will replace the current code dedicated materials such as • Affi liate of conduct. These standards set a a localised ROI calculator for • Registered Young Professional benchmark for industry professionals • South Africa, a global eLearning Registered Associate and fundamentally focus on professional • Registered Member behaviours with the consumer or platform, and fl exible training • Registered Fellow customer in mind. programmes that are suitable for each region. As part of the IMI’s expanded FROM THE CEO focus 2016 also saw it become ‘Global Skills Partner’ with Steve Nash gives his thoughts on another busy year for the IMI. the automotive trade show “It’s been another busy but successful year for the IMI as we continue to behemoth Automechanika. This develop an organisation to incorporate new members from across the sector. partnership creates a platform We set out on a mission to give every individual the support and recognition for the IMI to engage and needed in such a competitive industry and in order for us to do so it was support the diverse audiences important the IMI evolved the organisation to become more inclusive. attending Automechanika The new membership community signifi es the IMI’s ongoing events across the world. The commitment to the industry that is forever changing. I believe IMI will provide knowledge and in order to support young professionals entering the sector it’s our responsibility to make sure they have the best expertise around globalising possible start to their careers, allowing them to stand out standards and the need for and be recognised within an extremely competitive sector.” businesses to understand the benefi ts of investing in training.

WWW.THEIMI.ORG.UK I 7 NEWS BY ARTHUR WAY ANALYSIS

TRAINING TRAINING DRIVERS

There’s no doubting the motor industry’s long standing commitment to young people by encouraging them to make a rewarding career for themselves in the sector. Similarly, there has been a widespread acceptance over many years that considerable and continuing efforts are required to ensure that the sector’s employees develop the necessary competences and thereby plug a perceived skills gap. Even so, latest evidence points to the industry stepping up a gear with regard to its training responsibilities. Maybe it’s a response to the forthcoming apprenticeship levy, much THE MOTOR OMBUDSMAN discussed in these pages. Whatever, businesses throughout the automotive sector have been at pains to demonstrate in press releases and other means the efforts they DECODING REGULATION are making to inspire and foster the next generation of employees. Pendragon – the The cosmetic switch of title from Motor with the requirement for the current country’s largest dealer group – is just one Codes to The Motor Ombudsman is 7,500 accredited businesses to comply of a number of principal dealer groups which unlikely to change the nature and (as in the past) with codes of practice have announced plans to recruit a new fl urry function of this government-backed approved by the Chartered Trading of technicians, including apprentices, over but self-regulating motor trade body. Standards Institute. The intention is to the next few months to meet the increasing Nevertheless, the change is expected provide car buyers with peace of mind demand for skilled personnel. to symbolise a logical and welcome and protection at the time of purchase development with regard to the way the and throughout ownership by means of In the vehicle sector, Toyota’s separate UK organisation and its efforts will be a single reliable and visible mediator in manufacturing and sales/marketing groups viewed by car owners. Whereas Motor the event of a dispute. This is regarded have established a joint venture to establish Codes, perhaps unfairly, struggled in as a strong selling point for the a new skills academy for apprentices and the minds of many consumers to stand accredited members, not least as other staff, together with employees from out as the undisputed consumer widespread failings on the part of motor component suppliers. In the words of Andy champion and was characterised by a traders and their relationships with Pfeiffenberger – Senior VP of Corporate succession of ‘add-on’ initiatives aimed customers remain a regular topic in Administration at Toyota Motor Europe – the at addressing the retail motor trade’s the motoring press. new centre “shows Toyota’s commitment to shortcomings, there can be little doubt It will be a supplementary bonus if the investing in people to raise standards across concerning the role of an ombudsman. new guise persuades government and our industry”. The designation suggests a referee who consumer organisations that the motor will arbitrate with complete impartiality sector really can get its house in order and without charge in the event of a and meet the concerns of customers dispute between parties. without the need for legislation. It’s From the consumer’s standpoint, important too that a steady fl ow of confi dence in the body’s effectiveness operations join the scheme to the point should be bolstered by its exclusive where membership becomes more or focus on the automotive sector, along less universal within the motor trade.

“From the consumer’s standpoint, confi dence in the body’s effectiveness should be bolstered by its exclusive focus on the automotive sector“

8 I IMI MAGAZINE I DECEMBER/JANUARY 2017 rise in UK used car exports to the Republic of Ireland in October 2016 75% compared to the same month last year

FINANCE CURRENCY STERLING ON THE SLIDE ON POINT

It’s widely believed that the sharp July to October Latest fi gures from the Finance depreciation of around 15% in the value period and by and Leasing Association (FLA) of sterling versus other major currencies 75% in October reveal that point-of-sale (PoS) – including the US$ and euro – since the alone compared motor fi nance continues to grow Brexit referendum represents a vote of no with last year. strongly, thereby providing rich confi dence in the UK’s economic outlook on Meanwhile, latest pickings for motor dealers. the part of international fi nancial markets. fi gures from the SMMT indicate that car During September the value of Of course, currency parities bob up and and commercial vehicle exports continue PoS fi nance for new cars increased down constantly according to a wide range to rise strongly. by 9% compared with the same of economic and political happenings, but On the fl ipside, there are growing month of 2015 while the fi gure for there’s no denying that sterling’s fall since concerns that the UK’s bubbling new car used cars was 8% higher. Taking the end of June has been extreme and market may start faltering if currency the rolling 12-month period to symptomatic of a fundamental change in factors result in markedly rising new car the end of September, new car circumstances. prices. Some manufacturers have already advances increased by 14% in Then again, the pound was undoubtedly implemented increases and there’s the fear value and 9% in volume, while over-valued in the run-up to June and was and expectation that further upswings will be the corresponding fi gures for having a detrimental impact on the UK’s a feature throughout 2017. Much depends on used cars were 13% and 11%. exporting efforts. Moreover, there’s little the buoyancy of other global markets and the shame these days in having a depreciating extent to which foreign car manufacturers It’s becoming more and more currency. Indeed, governments and central are willing to pare their margins in order apparent, though, that this happy banks often pursue policies aimed at to maintain volumes. condition is unlikely to persist for weakening their currencies in the interests In addition, the dependency of domestic much longer in the absence of of lifting exports, with China and Japan prime car production on component and vehicle dealers getting to grips examples of this gambit. assembly imports implies that UK vehicle with the rising tide of online Already the weakness of sterling has led manufacturing costs are set to rise motor fi nance. At a time when to some interesting developments. In the noticeably. For the UK, a big bonus would independent groups are gearing motor sector, UK exports of used cars to be for a rising level of component sourcing up for an online assault on motor the Republic of Ireland have soared since to shift from mainland Europe to domestic fi nance it’s reckoned that just the Brexit vote, rising by 62% during the facilities to counter this factor. 60% or so of the top dealer groups include fi nance instruments on their websites (see page 26) – and that smaller and medium-sized dealer groups still rely WARRANTY overwhelmingly on showroom staff to explain the fi nancing LIFE AMBITIONS options and conduct the necessary procedures. Fresh from the triumph of and steering racks. Repairers our commitment to the It follows that, if dealers are to the Andrew Page takeover are being offered the chance independent aftermarket” retain their present pre-eminent and its consolidation at to purchase warranties on and corresponds with the position in motor fi nance and fend the top of the UK parts the parts alone or extended company’s stated objective off the challenge of independent distribution leader board, warranties to include labour. of assisting independent Euro Car Parts (ECP) has This represents the garages to retain and capture providers, PoS will no longer intensifi ed still further the opening of yet another servicing and repair work. be confi ned to the showroom competitive pressures in front in the battle between Independent garages will but will embrace smartphones the sector by announcing a independent garages have the option of selling and tablets. This implies new initiative which offers a and franchised dealers. the warranty to end users substantial investment in website lifetime warranty on certain According to Martin Gray, or absorbing the cost development to enable consumers mechanical parts such as ECP’s CEO, the scheme themselves and using it to arrange their own fi nance clutches, rotating electrics is “another example of as a bait to win business. deals in a way which still allows dealerships to earn commissions.

WWW.THEIMI.ORG.UK I 9 NEWS BY TIM KIEK INDUSTRY ROUND-UP

REMARKETING VIDEO STARS

As of October Auto Trader users have been able to view a video of a car for sale simply by clicking on the video via the main image on the classified advert. Retailers who carry video as part FINANCE of their adverts are set to benefit from great engagement with potential car buyers as analysis of BEWARE THE user behaviour during trials of the video adverts revealed that user CAPRICIOUS CONSUMER sessions containing video lasted 13% longer than those without. There is Tempting fi nance deals such as PCPs are motorists could be overstretching also a positive effect on sales with, luring car buyers to upgrade their cars themselves when the initial, low PCP on average, the sale rate of vehicles more frequently, potentially creating an payment term ends. with video being 10% higher than embarrassing cash shortfall, according What Car? Editor Steve Huntingford adverts without. to What Car? commented: “The range of fi nance options Nick King, Auto Trader Insight In a recent survey of motorists 37% of available to car buyers is now more respondents said they now changed their generous than ever and can often be an Director, said: “It’s clear potential car more frequently than they did a effective way to spread the cost of paying customers value seeing video of decade ago, while more than one in fi ve for a safer, better-equipped car. a car they are interested in buying (22%) said that a generous fi nance offer “However, these fi nance options and are much more engaged in their would be the primary motivator in the shouldn’t be seen as ‘free money’ and online research. During extensive decision to change. buyers need to ensure they have a testing 57% of all videos viewed on However, with earnings on savings at an fi nancial cushion to cover the costs at the site were rated very or extremely all-time low, and four in ten adults having end of their initial payment term in order useful by consumers. It’s another less than £500 in savings in the bank, to stay on the road.” vital way retailers can deliver transparency with car buyers that builds trust and provides the EDITOR SAYS reassurance and confidence that a customer can do a deal This story emphasises the importance of the IMI’s F&I accreditation. There is simply with them.” too much at stake for both the motorist and the vendor to operate with anything less than the utmost adherance to a thorough and morally fi brous process. Having worked in the retail bank in another life I can provide testimony to the deleterious effect of the fi nancial ‘wild west’. We are but human after all and are as equally vulnerable to the allure of selling what others can’t afford as we are to buying what we can’t afford ourselves. This is is why it is essential a rigorous framework is in place to guide all those selling F&I. The FCA has provided it, the IMI has accredited it. Don’t delay, if it applies to you, or any of your staff, get accredited now!

The IMI, working with the FCA, has developed an accreditation for the fi nance and insurance sector. Register your interest in the new IMI F&I accreditation at: www.theimi.org.uk/fandi

10 I IMI MAGAZINE I DECEMBER/JANUARY 2017

DISTRIBUTION IN BRIEF

SPINNING A WEB EDITOR SAYS ALPHERA Financial Services The Parts Alliance has launched a new company Coming in the wake of the news has been named ‘Product/Service website – thepartsalliance.com – as the rapidly of ECP’s takeover of Andrew Page, Provider of the Year’ in the annual evolving group seeks to further elevate the visibility brilliantly analysed by the peerless F&I Conference and Awards 2016, of its brands within the UK aftermarket. Arthur Way in his November column, beating seven other organisations to the much coveted title. Director The site showcases the many brands involved short of announcing a takeover of at the company Spencer Halil within the business. At member level, this includes ECP itself, any news subsequently eight owned businesses (an acquisition trail begun said: “Securing this award is a released by Parts Alliance is going real testament to the hard work of in 2012 when HgCapital acquired CES), as well as to seem less of an after-party to the a further fi ve associate members. the Alphera team, all of whom are Lord Mayor’s big bash and more of “The Parts Alliance is evolving fast and the absolutely committed to a hungover breakfast. However, website brings the story right up-to-date,” said delivering on our innovative and Simon Moore, Head of Marketing. “The site’s visuals to pour a verbal salve on the PA’s market-leading, customer- feature lots of the people that are absolutely at the raw wounds, the website is excellent. focused model for motor fi nance.” heart of what we do while there’s comprehensive I now await, with febrile anticipation, Wincanton information on the business benefi ts we can bring the next chapter of the ongoing Logistics company to forward-thinking independent garages too.” ‘clash of the distributors’. has retained the Carbon Trust Standard. Marcos Hart, Business Optimisation and Transformation Director at Wincanton, said: “We take our sustainability and environmental impact APPOINTMENTS responsibilities seriously and the fi ndings from the Carbon Trust Cooper Solutions continues to focus on the quality of have proven our efforts to be its people with the appointment of Chris Rich as Account signifi cantly worthwhile.” Manager and Alison Cloonan as Business Development Manager. With nearly 40 years’ motor industry experience Wheel Solutions – a specialist between them, Alison and Chris will play a key role in in wheels and tyres based in maximising customer relationships, bringing with them Hednesford, Staffordshire – added value through their fi rst-hand knowledge of Cooper has bought Gateway Chassis, a Solutions’ business enhancing products and services. Kingston upon Hull manufacturer Tyre pressure monitoring specialist TyrePal is expanding its in-house expertise and skills by hiring of steel chassis for the caravan Steve Coffi n as Operations Director. Coffi n, who has 40 years’ experience in the automotive industry, holiday home and park home will help build TyrePal's sales and marketing team further while ensuring the company has the sectors, in a deal completed last capacity to provide product support to its existing customers. month. Gateway Chassis will now join the Wheel Solutions Limited Justin Woodman has joined automotive warranty specialist The Warranty Group as Vice President (WSL) group of companies which for Automotive, Europe. He has been involved in the automotive sector since 1994, most recently as also includes TyrePal, Chassis Managing Director of Product and Engineering at Delphi. His brief is to work with the TWG Solutions and Wheel Solutions. management team to spearhead the strategic business plan for the UK and Europe. Evans Halshaw has expanded National Windscreens has further strengthened its service for fl eet operators with the its portfolio by acquiring the appointment of an additional Business Development Manager, James Cook. With 14 years’ experience Hyundai retailer located in in direct sales and business development for national companies, including fi ve years working in the Newcastle upon Tyne. Neil automotive glazing sector, James will play a critical role in ensuring National Windscreens maintains Ferguson, Franchise Director its position as a leading supplier of fl eet glazing services. for Evans Halshaw Hyundai commented: “It’s an exciting Fast-growing fi nance software experts Codeweavers has welcomed time for Evans Halshaw as we Adam Canay to the new position of Midlands Regional Manager, joining expand our Hyundai portfolio. the team from his previous role as National Accounts Manager at Zuto. This move clearly demonstrates With 14 years of motor industry experience under his belt, Canay has our wholehearted commitment previously managed and developed the UK Key Accounts for Zuto’s to the Hyundai brand.” Trusted Dealers programme.

WWW.THEIMI.ORG.UK I 11 NEWS BY TRISTAN YOUNG FRONTLINE

WHERE OTHERS FEAR TO TREAD Looking at the evolution of Hyundai, a brand unafraid to take risks

yundai already has one of the youngest However, as Whitehorn explains: are at a price point that allows fi nance plans ranges of cars on the market with a “Nobody goes to Bluewater or Westfi eld both signifi cantly below and up to the magic H remarkably high refresh rate for its to buy a car. What happens is that while £250 mark. However, the next brand that models. Next year sees the launch of the they are shopping they are interrupted. Rockar is partnering with is Jaguar Land all-new i30, as well as other new models such For instance, they come out of the Vodafone Rover which, at time of going to press, as the Ioniq in pure EV and hybrid forms. store and walk along and see an i10 for had no off ers below (or near) £250 a month. However, it’s not just new metal where £109 a month and they realise they have Th is could be a real test for the concept. Hyundai has been rapidly evolving. Th e just bought a new phone for £109 a month Whitehorn also wonders if Jaguar and Land Korean brand was the fi rst to partner with and can have a car for that amount too. Rover’s greater conspicuity will be less of Rockar, one of the most talked about retail Th at’s what attracts them. More than 90% an interruption for the shopper so it will be concepts launched in recent times. of people buy on PCP. So they are attracted interesting to see how the move pans out. Th e fi rst Rockar store, in the Bluewater by the monthly rental. It’s an interruption. shopping centre, is now well past it’s fi rst year When people go to a dealership today anniversary and this has given enough time they are at the end of a purchase funnel. to assess how the concept is working and With Rockar, they aren’t even in the what other retailers could take away in funnel. Th ey then see the price and terms of retailing knowledge. pop in at the top. Hyundai UK president and CEO Tony “Rather than the customer coming to us, ONN THE Whitehorn explained that he’d learnt a huge we are going to where the customer is. Th at FRONONTLINE amount about the customer from the Rockar to me is the learning. What retailers should retail concept. “Th e average age of a new car be doing is putting their cars where the customer for all of Hyundai is 53, with Rockar customer is. Having pop-up displays at that’s at 39,” he says. “96% of people who shopping malls and garden centres, but also bought from Rockar have never owned with transaction prices with them. Th at’s a Hyundai before, so they’re all conquest. what people want to see. If you’re shopping How long in your 84% had never owned a new car before and and you saw a car for £15,000 you’d walk current job? 52% are female. If you had a wishlist of straight past because you don’t have £15,000 things you want more of, that would be it.” on you. If you see £109, then you realise you can aff ord it. Th e average spend of people What was your fi rst job? GENERATION RENT going into Bluewater, or any big shopping Th e Bluewater store in Kent sold 800 new centre, is £250. So as long as you are under Hyundais in its fi rst year and is now running that fi gure, people are interested.” closer to 1,000 a year. Th is works for Hyundai because its cars

12 I IMI MAGAZINE I DECEMBER/JANUARY 2017 of Rockar customers have never owned a 84% new car before

INVERTING THE PROCESS Aside from the per-month pricing there were other lessons learnt. “52% of people who bought from Rockar did so at between HOW TO SELL IT: VOLVO V90 7pm-9pm from home,” says Whitehorn. “Customers went in, looked at the car, IMPORTANT BECAUSE… BEST TO GLOSS OVER… created an account, went home, talked The Volvo V90 is the replacement All the engines are four-cylinder to their partner and bought it. No one for the V70 – possibly the most ‘Volvo’ power-plants in a bid for effi ciency, has bought purely online. So you have of Volvos. And, as before, the V90 is a so if you do encounter buyers that want a non-pressured environment.” large comfortable estate car but, more ‘go’ they’ll have to wait for the Th is point neatly demonstrates the unlike before, the new model is plug-in hybrid T8 version coming in reversal of the sales process where, typically, high-tech and stylish. 2017. It’s still a four-pot but is combined customers do all their research fi rst online, with an electric motor to produce 407hp. at home, then visit a showroom to complete WHY WOULD SOMEONE BUY IT… the sale. “More than 50% who buy don’t test Aside from the fact it’s a very ON THE ROAD… drive,” adds Whitehorn. “Although there’s capable large estate car,it has all the Part of the plan to take sales an awful lot of customers who still buy from prestige of the premium German from BMW and Audi has been to make a traditional dealer and that will remain brands’ large estate car offerings with the V90 a sportier drive. It is much for some time to come.” none of the ‘brash’ element. It’s also better than the V70 but, thankfully, Undoubtedly it’s the rest of the Hyundai laden with modern technology. retains the total comfort and refi nement franchised network that will account for the that modern Volvos are becoming well majority of the brand’s new car registrations WHO WOULD BUY IT… known for. The electronic driver aids for the immediate future. “We’ll end this Volvo is not only aiming to retain work well too, taking any remaining year at about 92,500, last year we did 88,000. its current customer base for the V70 stress out of driving. Next year is an interesting one. We’ve got the but also win conquests from those SMMT saying the market is going to be down in the German premium brands. ALSO ON THE LIST… as much as 6%. We’ve got Global Insight In demographic terms the majority There are three main rivals to the saying the market could be down as much as of buyers will be older, successful big Volvo estate: the Audi A6 Avant, BMW 9% and you’ve got us, internally, saying it’s men with families and lifestyles that 5-series Touring and the Mercedes going to be down 2% or fl at,” said Whitehorn. need a large estate but don’t want to E-class estate. However, the Jaguar XF “SMMT and Global Insight gave their go for an off-roader. estate may also be on a buyer’s radar. fi gures just after Brexit so there was the shock element. For us, we should be at PRICE AND FINANCE… UP-SELL OPPORTUNITIES… about 93,000, just up on this year, due Prices for the V90 range start There are a host of options and to new product.” from £34,555 for the D4 Momentum individualisation possibilities on model, powered by a 190hp 2.0-litre the new V90. Buyers going for the diesel, rising to £44,055 for the Momentum model really should be nd do you How do you approach recruitment a current range topping D5 Inscription adding the 12.3-inch screen (£400) ity’ people for your business?? struggle to get ‘qual model with four-wheel drive and a and one or more of the packs, such 235hp diesel. Volvo is also offering 0% as Winter or Family, which offer great PCP deal over 24 months which puts value. Amazingly Apple Carplay (plus the D4 Momentum at £719 a month 2x USB) is also an option – make sure with a £17,999 deposit. all buyers go for it at £300.

Tip for the top: whatat one piece of advice about selling cars wouldld you give to a new starter?

WWW.THEIMI.ORG.UK I 13 NEWS BY IAN KERR MBE MOTORCYCLES

EXTRAORDINARY VISION Looking at a concept that could represent the future of motorcycling

t the time of writing motorcycle according to BMW, makes manufacturers are gradually the bike impossible to crash. A showcasing their ‘new for 2017’ It also means that the rider does not models, as usual, mainly at the various need protective clothing or a helmet! such as the seat, European and Japanese shows. Design-wise the bike has a black frame upper frame cover and wings being Th is year German manufacturer triangle which is a deliberate reference to made of carbon to attain a light weight. BMW has just stolen the limelight with the fi rst ever BMW motorcycle made in 1923. Damping is provided by the tyres; their the showcasing of its ‘Vision Next 100’ On the vision bike, however, it has been variable tread actively adjusts to suit ground motorcycle which it claims will be the future reinterpreted to form a functional sculpture conditions ensuring the best possible grip in of the motorcycle. It was unveiled at the linking the front and rear wheels with a any situation. But the most interesting part beginning of October at the ‘Iconic Impulses: dynamic sweep. Bearings and joints are of the description concerns the stability of Th e BMW Group Future Experience’ nowhere to be seen, instead the frame the machine which will be controlled by a exhibition in Los Angeles, rather than any appears as a single, integrated whole. gyro system operated by digital electronics. mainstream motorcycle show or event. It looks like a naked bike, with ergonomics When Edgar Heinrich, Head of Design at to match, and a seat in the roadster position. A STABLE INFLUENCE BMW Motorrad, outlined the core principles Apparently the clever arrangement of According to BMW the Vision Next underlying the concept vehicle he said it surfaces protects the rider from wind and 100 enhances stability and safety by should be seen as a “great escape” that “will weather as eff ectively as a full fairing. automatically balancing, both out on the allow riders to ride without a crash helmet BMW claims that by being fl exible the bike road and when stationary. Novice riders and protective clothing so they can enjoy can be steered without the various joints found will benefi t from additional guidance in the forces such as acceleration, wind and on today’s motorcycles. Turning the handlebar all riding situations and from a bike that nature and be in touch with the surrounding adjusts the entire frame, changing the direction will never tip over. world, savouring every moment.” of the bike. Th e amount of strength needed to To go with such a technologically steer depends on the situation: at standstill advanced machine will be a riding suit – A DESIGN FOR LIFE the fl exi frame allows a light steering whereas although not one as we know now, So what does this concept do that others at higher speeds it remains very rigid. other than its classic black colouring. do not and allows the company to proclaim Th e power plant, despite being all electric, Depending on conditions it will warm that it is “the perfect synthesis between has been designed and created in the image or cool the user and will be totally fl exible. human and machine”? Well, looking at the of the traditional BMW boxer engine, with It is inspired by the muscle areas of the description of the mock-up we have zero a polished aluminum fi nish so as to attract human body and provides body support emissions due to an electric motor, a fl exi the traditional buyer. It apparently also acts and relief whenever needed. At higher frame that improves handling, active tyres as protection for the rider which is good speeds the neck section will infl ate to that adapt to the terrain and, most considering the minimalistic appearance provide extra support for the upper interestingly, a self-levelling system which, and looks of the bike, with body elements vertebrae and improve overall comfort.

14 I IMI MAGAZINE I DECEMBER/JANUARY 2017 powered-two and three-wheelers were registered in Europe during 902,791 the fi rst eight months of 2016

BMW claims though that due to the intelligent systems on the bike rider protection, as we know Working together it today, will be superfl uous. Instead, sensors in Honda Motor Co. and Yamaha IN BRIEF the suit keep track of the wearer’s pulse rate and Motor Co. recently announced body temperature and provide the right level that they have begun discussions The MCIA has welcomed the of heat or cold. Th e suit also delivers navigation toward a possible business government’s approval of plug-in instructions via the vibrating elements in the alliance in the Japanese market grants for PTWs. The motorcycle arms and legs and alerts the rider when the in the ‘Class-1 category’ which industry body has been involved banking angle is becoming critical. includes scooters with a 50cc in negotiations with OLEV, the engine or electric motor. government department which VIEW FROM THE VISOR As a result of the diversifi cation encourages low-emission vehicles, Information exchanges between rider and bike of the types of short-range for the past three years. take place largely via the visor. Th is essentially transportation, including consists of a pair of data glasses that extend power-assisted bicycles and across the wearer’s entire fi eld of vision. As well mini-vehicles, the market for Scott Robb of Saltire Motorcycles as providing wind protection they show relevant the Class-1 category vehicles in has been named Apprentice of the Year data in one of four designated display areas. Japan has been shrinking in recent by Suzuki GB. Now in his third year Th ese are controlled by the rider’s eye years. Under such circumstances Robb splits his time between learning movements: looking up or down changes the Honda and Yamaha arrived at a at Suzuki’s state-of-the-art training content that appears and looking straight ahead common understanding that switches the information off completely, leaving cooperation is necessary. centre in Doncaster and working within the rider to focus even more fully on biking the workshop at Saltire Motorcycles. experience. Information is only projected onto the visor on request, or to alert the rider US giant Polaris Industries, to the fact that action is needed. CHANGING in the USA the second-largest Looking upwards would activate the BUYING HABITS rear-view function in the visor, allowing motorcycle producer, has taken the rider to see what is going on on the road A new website has been launched over Transamerican Auto Parts (TAP) behind. Lowering the eyes to normal levels that may well change the bike in a deal worth about £540m. TAP opens a menu from which the rider can select buying process from both the is a market-leading manufacturer, an option by pointing a fi nger. Looking dealer’s perspective as well as distributor, retailer and installer further down opens the map view showing the customer’s. The latter decides specialising in off-road accessories the rider’s chosen route. on their ‘dream machine’ and for Fiat-Chrysler’s Jeep range and "Normally, when we develop a motorcycle then fi lls in an online form on the 4WD pick-up trucks. we tend to think fi ve to ten years in advance,” explained Edgar Heinrich at the launch. “On Bikerble website: bikerble.com. this occasion we looked much further ahead The customer is then contacted Once the world’s largest motorcycle and found the experience especially exciting. with the fi ve best bike deals they producer, BSA went under in 1972 but Th ere are some very attractive prospects. have secured on that bike from now looks set to start a new life after I fi rmly believe the BMW Motorrad Vision their list of approved dealers. Indian motorcycle manufacturer Next 100 sets out a coherent future scenario The buyer then picks the best deal Mahindra Two Wheelers purchased for the BMW Motorrad brand.” for them and they contact the the brand name from Southampton- Heinrich continued: “In case you think this is technology taking over Holger Hampf, dealer anonymously through based BSA-Regal Engineering. Head of User Experience at the BMW Group, the website to clinch the deal. has argued that the key point with the It seems that Ducati is having machine is to make sure the constant digital its transmission built in India as presence doesn’t undermine the analogue opposed to Italy in an effort to cut costs riding experience. Th e display and operating concept works so subtly that the rider can after Hero Motors, parent of India’s enjoy an entirely natural biking experience, largest motorcycle manufacturer trusting the bike completely and enjoying Hero MotoCorp, revealed that its complete freedom and ease-of-use.” transmission division has received an Maybe, but this is not motorcycling as order for gears from Ducati. Apparently we know it today, and this is not a bike BMW Motorrad and Harley-Davidson for us; it is for a future that many of us are already customers! won’t be around to see!

WWW.THEIMI.ORG.UK I 15 NEWS BY JOHN KENDALL COMMERCIAL VEHICLES

TALENTO MANAGEMENT Reporting on a busy period for Fiat Professional

he Fiat Professional division For the people movers, which must A SALES PICK-UP? of Fiat Chrysler Automobiles meet stricter emission limits, we In addition to the Talento the Fullback T (FCA) recently celebrated the needed to use SCR, which is capable opens up a new sector of the pickup 35th anniversary of the Ducato. Th is of converting around 95% of exhaust market for Fiat Professional which has rounds off a year when the company borne NOx.” not been present before. “We are has introduced the Mitsubishi Th e exception to the use of SCR working like mad to enter this segment L200-based Fullback pickup and for the Fiat Professional van range because it is growing in Europe and Talento medium van range, based is the Talento, which is sourced from demand is also growing in the Middle on the joint venture with Renault Renault and powered by a Renault East, where there is a lot of Trafi c and Vauxhall Vivaro. engine. All Talento models are opportunity,” comments Gostoli. Like many other light CV equipped with SCR for Euro 6. “I want to use the identity of an Italian manufacturers Fiat Professional Talento has replaced the Scudo, which brand to give the vehicle ‘Italian cool’!” is using two diff erent systems to was built in a joint venture with PSA. Another target for the Fullback will control emissions of oxides of Describing the Talento, Gostoli says: be the agricultural sector. Th rough Fiat nitrogen (NOx) to comply with “Now we have one of the best cargo Professional’s sister brand CNH, which “Gostoli the Euro 6 emissions limits: SCR platforms on the market. Th e real owns the Case and New Holland believes that (selective catalytic reduction) for advantage we have is that we can play agricultural vehicle brands, the its passenger carrying models and in a segment that is from 7.0m3 to the size company has conducted research which EGR (exhaust gas recirculation) 8.0m3 load volume. Th at was exactly limitations of suggests that 50% of farmers own for its van equivalents. the gap that we had in the market the Scudo pickup trucks. “We have a big synergy Fiat Professional CEO Domenico because Scudo only went up to 7.0m3 restricted the with New Holland and CNH,” says Gostoli explained the strategy at the and Ducato starts from 8.0m3.” van’s market Gostoli, “a common strategy for the recent Hanover CV Show. “We decided Gostoli believes that the size share to around market which we can leverage with that there was an advantage for our limitations of the Scudo restricted 5-6% of the them. Th is is an opportunity unique van customers in using EGR in terms the van’s market share to around 5-6% market in to Fiat because no other rival has a of weight, complexity, reliability, cost of the market in Europe and he plans Europe” company that is the fi rst in Europe of warranty and cost of maintenance. to take a larger slice with Talento. in selling agricultural machines.

16 I IMI MAGAZINE I DECEMBER/JANUARY 2017 growth in LCV registrations in the fi rst 2.7% three quarters of 2016

“My network is used to talking to commercial vehicle users, now, with the pickup, we need to talk to commercial vehicle customers, farmers, passenger car derived customers and others – and we have to talk a diff erent language to each. “We are also working with our MOPAR accessories division and working with RAM (FCA’s US pickup truck division). Th ey are teaching us a lot on accessories. So we are using all the synergies of the company to bring out the best.”

GOING NATURAL Gostoli also sees natural gas as a real alternative to diesel. Fiat and Iveco (part of CNH) have around 700,000 vehicles in operation with natural gas power. “When I say that it is a real alternative, I believe that we have already developed technology that is like diesel IN BRIEF performance. So the technology and the model is already in existence. Th en, in A 32-tonne GVW Renault Range C Delivery company DHL plans Northern Europe, we have an incredible Tipper fi nished in ‘Hot Pink’ has to make its own electric delivery compressed natural gas (CNG) network. joined the Yorkshire tipper fl eet of vans from components produced Every market and every country has a David Hodges Transport. The truck by suppliers, following trials that network. Some markets already have the was specifi ed for David Hodges’ began in 2013. Having started the infrastructure to bridge between the daughter Mel, who will drive the trial with 50 Streetscooter vans two. What we need to do is create the truck across Yorkshire. It was DHL is currently operating 1,000 bridge between the gas producers and supplied by Thompson Commercials in Germany. The van is designed the operators. We are working with many fuelling station companies to of Hull and the hot pink was chosen to last 16 years and be operated bring this about.” to match Mel’s nail varnish! for ten hours at a time. Gostoli gives the example of Tesco which has a fl eet of CNG vehicles. Despite a boost for UK Mercedes-Benz has shown the “Th ey have a fl eet of CNG vehicles and commercial vehicle manufacturing fi rst images of its X-Class one-tonne they use their fi lling stations for their in September, which saw production pickup due to join its van range in own fl eet and outside customers. for export rise by 16.5% and late 2017. Concept X-Class Th is is the model I have in mind. Many production for home sales fall by was displayed in two variants: customers are asking us to help them. 18%, total production to the end powerful adventurer and stylish Th ey call us saying please help, I want to of September has fallen by 2.9% explorer – both aimed at the run CNG because I need to enter the city to 69,342 compared with 2015. premium pickup segment. centre and I don’t have a suitable vehicle. With regard electric vehicles Gostoli sees a number of issues including range, Ssangyong’s Musso pickup cost and facilities for recycling batteries. has been revised for Euro 6 He also says that the advantage for emissions limits with a new electric vehicles where total cost of 178hp 2.2-litre engine and ownership is concerned is when they 1,000kg payload capacity. cover between 25,000kms and Ssangyong quotes a towing 30,000kms per year. “But this is not capacity of 3,000kg. Prices consistent with battery range,” he says. start from £15,995 (ex-VAT) “If you run a city vehicle, at a speed of and the Musso is only 10-15km/h, but you have a range of 80 to 100kms, can you tell me how you available with a double cab. can cover 30,000kms in a year?”

WWW.THEIMI.ORG.UK I 17 CHINA

Enter the DRAGON Ray Massey on China’s ‘Long March’ on the British car market

18 I IMI MAGAZINE I DECEMBER/JANUARY 2017 COVER STORY

he Chinese are used to taking a long-term view of history – The Lynk&Co Sport, produced by Chinese Tespecially when it comes carmaker Geely; Geely Chairman Li Shufu to revolutions. Th e journey of a thousand miles begins with a single step, according to the ancient Chinese philosopher Lao Tzu. Th e Red Army’s ‘Long March’ of 4,000 miles in 1935 – a sort of Chinese ’Dunkirk’ – marked the beginning of Communist leader Mao Zedong’s ascent to power during the bitter civil war. And asked in 1972 about his view of the French Revolution, which began in 1789, Chinese Premier Zhou Enlai was famously reported quipping that it was “too early to say”. So little wonder that the Chinese have a reputation for taking the long view – especially as they seek to revolutionise elements of the UK and European car markets. I should know. I’ve seen it at fi rst-hand. As a young industry reporter working in Coventry – Britain’s own ‘Mo’town’ – I spent FAR EASTERN FORBEARS Chinese car fi rms such as SAIC, six weeks in 1986 as an early It follows the path set fi rst in the Chery, Brilliance Automotive and pioneer reporting from its twinned 1960s and ’70s with the tentative Dongfeng Motor have stayed largely Chinese city Jinan in Shandong arrival of early Japanese car and local. Chinese-owned MG sells here Province, and from Beijing and motorbike makers – often dismissed as but lately stopped fi nal assembly Hong Kong. As well as sending a joke by entrenched but short-sighted of kits at Longbridge. But now regular despatches I produced a British self-interest – until it was too Geely, China’s biggest privately special supplement for UK and RAY MASSEY late. On the back of booming sales owned carmaker, is looking to sell IS MOTORING Midlands fi rms on how to do EDITOR OF THE of fully-stacked cars that didn’t break Chinese-built cars in Britain while business with a China then DAILY MAIL down, the arrival of inward investors investing in car plants here too. only just emerging from Nissan, Honda and Toyota, with being a peasant economy their strategies of ‘just in time’ HEADING THE PACK and starting to open up and ‘continuous improvement’, On a recent trip to Shanghai I was to the West. Its stated revolutionised UK car-making able to compare notes with billionaire ambitions were bold – while killing off those domestic Chinese motor industry magnate and a quarter of a century carmakers with outdated practices and Geely Chairman Li Shufu. later China has indeed who couldn’t keep up. Geely – which means ‘lucky’ in come an astonishingly Korea was next as we were told Chinese – is spreading its interests long way economically. ‘Th at’ll be the Daewoo’. Th ough that globally and spearheading the advance Nowhere is this more pathfi nder brand’s star may have of Chinese cars into UK showrooms: the case than in the "There waned, the likes of Kia and Hyundai automotive industry. has been a have made huge inroads, with niche • It owns Sweden’s Volvo which is On my fi rst trip to revolution in brand SssangYong making a fair expanding to build one in three Beijing 25 years ago I got the Chinese showing too. of its cars in China around by bicycle; there car industry – Now it’s China’s turn. For years it’s was no traffi c and cars were and the Far been on a busy shopping spree buying • It has launched a new upmarket car a rarity. Now it’s perpetual Eastern wind up Western brands such as Britain’s brand Lynk&Co, designed by British gridlock. Th ere has been a MG Rover from the wreckage of the design chief Peter Horbury and aimed revolution in the Chinese car of change is ‘Phoenix Four’ scandal. Western fi rms at the UK, Europe and US, that industry – and the Far Eastern again blowing – from Volkswagen to Jaguar Land off ers a novel mobile phone-style wind of change is again blowing this way" Rover – have set up joint ventures ‘pay as you go’ payment plan that this way. in China. Until recently, indigenous also allows for car-sharing

WWW.THEIMI.ORG.UK I 19 CHINA

• It has invested £300mn in Britain’s a mobile phone deal in a small The first Lynk&Co model out iconic Coventry-based London Taxi boutique shop in the high street, “Unlike with of the blocks is the new ‘01’ sports Company that is about to launch a a shopping mall or online. Bosses utility vehicle which was unveiled current new generation of electric black cabs say consumers feel ‘cheated’ when alongside a sporty gull-winged forced to haggle. So instead of lots personal concept coupe. • It is about to become the major of options and trim levels the firm leasing Designed and engineered in sponsor for the UK’s Bloodhound is taking a leaf from the fashion monthly plans, Sweden the new car – dubbed ‘a supersonic land speed record world with a simple selection of drivers will not smartphone on wheels’ – aims to attempt by Wing Commander fully equipped, fixed-price themed be locked into attract younger, more ‘tech-savvy’ Andy Green. ‘seasonal collections’ such as Winter, lengthy consumers. It will be built next year Spring and Summer. Cars will be in China at a new factory capable of contracts of Chairman Li told me he has a delivered, and picked up for service, building 500,000 vehicles a year, vision to run a global company but directly at the consumer’s door. two or more before going on sale in the UK, is not quixotic about it: “Th ere’s no Slashing distribution costs mean years” Europe and America from 2018, magic bullet to car production; cars can be sold more cheaply. priced from around £16,000. if we can go beyond our customers’ expectations we can be successful. Product will prove itself: it’s the most important factor to success.” Mr Li was speaking in Shanghai after he announced a new car factory Th e main Lynk in Luqiao, China to build Volvo cars PETER HORBURY, EXECUTIVE VICE-CHAIRMAN OF DESIGN, GEELY and the new Lynk&Co models. It is A native Northumbrian from Alnwick and ‘The Bridge’. He said the quirky Geely’s third factory in China and is the fi rst time that Chinese and and a graduate of the prestigious name refl ects links between China foreign marques will be made on Royal College of Art, Peter Horbury and the West and ‘connectivity’, while the same mainland production line. has spent half his life living and working creating a unique ‘face’ for the car A new Volvo plant in South abroad, heading up design for Volvo in is important in Chinese culture. Carolina is also planned as part of Sweden – helping to create the original Describing the challenges of global expansion. Ironically, some XC90 off-roader, C70 coupé and combining cultures in a new car brand, Volvo car production is being moved V70 estate’ – and Ford in the USA . he said: “We started with a blank page. out of the Volvo plant in Ghent, Belgium, to China. He also unveiled He lives in Gothenburg with his There was no history or heritage to guide a new top-of-the-range three-seater Swedish wife and 9 year old daughter us – absolutely nothing. But it was more Volvo S90 limousine which dispenses but spends one week every month at exciting than scary.” with the traditional front passenger Geely’s headquarters in Shanghai. seat next to the chauff eur – replacing He describes the new Lynk&Co SUV’s it with a pop up touchscreen – to create styling as urban, dark and ‘Scandi Noir’ more room for the VIP in the back. – taking inspiration from Scandinavian THE MISSING LYNK? novels and TV series’ like ‘The Killing’ In terms of exceeding expections the Lynk&Co project is particularly intriguing as it relies on an imaginative approach to retailing cars, elements of which other more mainstream brands such as Jaguar Land Rover and Peugeot-Citroen’s DS marque show signs of emulating. From ‘a completely blank sheet’ design chief Horbury and his team were locked away for three years creating not only a brand new car but the Lynk&Co brand, including a new way for people to pay for their motoring and to share their cars. Instead of visiting a massive showroom shopping for a new car is set to become like signing up for

20 I IMI MAGAZINE I DECEMBER/JANUARY 2017 CHINA

TIMELINE Lynk&Co says drivers will sign units, up 37% over the same period to monthly ‘pay-as-you-go’ payment last year, putting it on track to sell China and the UK plans already familiar to millions a record 700,000 vehicles this year. AN AUTOMOTIVE HISTORY of mobile phones users. Subscribers It plans to hit 2mn by 2020. can sign up to use the car all the time, Volvo sold around 500,000 last 2002 to share the vehicle, or just use it for year but plans to increase that to MG Rover holds 2005 a specifi c number of hours. Unlike 800,000 by 2020, with up to a third talks with Brilliancece Nanjing Automobile with current personal leasing of them built in China. Volvo China Auto with pplansans Group buys MG monthly plans, drivers will not be currently sells around 44,000 cars to build MG Rovvers Rover Group out locked into lengthy contracts of two a year in the UK but aims to boost in China.Chin of administration or more years. Nor will they own the that to 60,000 by 2020 – making for around £53mn car at the end of the term – but they the UK Volvo’s third biggest world following its collapse can buy outright. market behind China and the United 2007 A ‘share button’ allows the vehicle’s States, ironically ahead of Sweden. that April with debts MG TF production keeper to send special coded messages Geely’s not been without its of more than £1.4bn starts in China. to other people’s mobile phones – controversies mind, especially in its while under the Nanjing merges with turning the recipient’s device into a early days when it came to ‘lookalike stewardship, since China’s Shanghai secure ‘shareable digital key’ allowing cars’. Th e Geely GE was criticised for 2000, of the Phoenix others to drive the locked car. bearing an uncanny resemblance to Automotive Industry Consortium headed Th e new ‘Lynk&Co’ name is Rolls-Royce. Th e Geely LC was said Corporation (SAIC) by John Towers. something of a confection, however, to look like a Citroen C1. whose earlier abortive discussions to buy MG designed to suggest international 2008 links and co-operation; though many A CHINESE REVOLUTION? Rover prompted the Production begins thought, erroneously, it might be a Although Chairman Li speaks UK car fi rm’s at the former MG disguise for buying America’s Lincoln through a translator, colleagues say collapse. Most Rover factory at brand from Ford. he has an English tutor and they production lines Longbridge of the suspect understands far more than at Longbridge TAXI FOR GEELY he lets on. He says the past three in Birmingham limited edition Mr Li’s Geely Holding Group bought decades have been a period of dismantled and MG TF LE500. Sweden’s Volvo Cars from Ford in unprecedented change in China but shipped to China. August 2010, and bought Britain’s says globalisation means the UK and 2010 London Taxi Company out of China have “closer and closer ties”. Final assembly receivership from Manganese Bronze Nor does he think Brexit will October 2012 of the MG6 from Holdings in 2013 after a six year joint change this: ‘’Th e UK is a very China’s biggest Chinese kits starts venture, making the iconic black cabs attractive country; I don’t think privately owned at Longbridge. known throughout the world. Geely Brexit will have any negative carmaker, Geely, is now investing £300m in a brand impact on the relationship buys London Taxi 2012 new London Taxi factory in Ansty, between China and the UK.” Company out of Great Wall becomes Warwickshire, near its original So will China make as big an administration having Coventry home, where a new impact on the UK and Europe as fi rst mainstream previously had a 20% generation of ‘green’ all-electric Japan and Korea? Will the Lynk&Co Chinese carmaker shareholding from a taxis codenamed TX5 offi cially opens sales concept spark a retail revolution to export to the joint venture begun in for production next Spring. Th e in Britain? Is it now China’s time? UK when its Steed 2006, with the fi rst current generation TX4 taxis were Chairman Li is cautious. He doesn’t pick-up goes on sale TX4 taxis built in latterly manufactured and exported think China is backing its motor at under £15,000. as knock-down kits in Shanghai for industry as much as the governments China in 2008. fi nal assembly in Coventry. of those other two Far Eastern 2016 Th is electric fl eet should provide nations have done in the past. Final assembly servicing opportunities for local “Whether the Chinese auto 2017 production of MG6 businesses – if they can attract industry will be as infl uential as Geely to launch new suitably trained staff amid concerns Japan or Korea, that’s a big question,” electric taxi built ends at Longbridge about skill shortages and slashed he says. “We don’t have the sort of at its new £300mn and Geely announces training budgets. structure in China to help car factory in Ansty creation of new Geely Auto announced in companies go global. But we have a near Coventry. Lynk&Co brand to November that its sales grew by much better business environment sell Chinese-made 94% to 96,158 in October – the than 20 years ago.” cars in UK, Europe highest month’s growth in its Perhaps, as erstwhile Chinese 2018 and USA with novel nineteen-year history! Total sales premier Zhou Enlai famously New Lynk&Co cars new sales and for the year-to-date reached 555,199 observed, it’s just “too early to say”. to come on sale in UK. sharing model.

WWW.THEIMI.ORG.UK I 21 LEGAL LEGAL LINK David Poddington of solicitors Taylor&Emmet LLP, the fi rm behind the IMI Legal Link helpline, highlights questions recently received

QUESTION We need to recruit an additional service advisor for our team. Our service advisors have traditionally always been offered a competitive salary and all of our current employees earn over the average market rate. However, we ideally want to recruit the new advisor on a lesser salary. Are we able to do this or do we have to advertise the post at a similar salary band?

QUESTION enerally speaking employers are able to advertise a post on any reasonable salary We recently advertised for a new van driver to conduct G that they please and it is quite common deliveries on our behalf. However, we received an application for employees to receive diff erent salaries in from an 18 year old. Our van insurance currently only covers practice (as salary banding is very common). employees over the age of 25. Can we legitimately refuse to Th e only way that this is likely to cause a legal problem would be if, on the face of it, the interview him on this basis or would this be discrimination? employee that you recruit is being paid less than a person of the opposite sex doing the rospective employees are Any employment tribunal would same, or broadly similar, work. Th is could protected against discrimination therefore have to consider whether give rise to a potential equal pay claim if P during the recruitment process. your response to the application was the employee is able to demonstrate that the In the scenario you describe (declining proportionate in the circumstances. diff erence in pay is principally because of their to hire a prospective employee based However, this is less likely if you gender (and not because of commercial business purely on their age) this could amount could secure van insurance elsewhere reasons for imposing a revised pay scale). to age discrimination. However, age at an increased cost, but are refusing If an equal pay claim was intimated you discrimination can be objectively to hire him on cost grounds alone when would need to demonstrate that you had a justifi ed in limited circumstances if you he would ordinarily be competent to non-discriminatory reason for the diff erence are able to demonstrate that the action perform the job. Whilst each case in pay. Th is could be done by demonstrating you took was a “proportionate means will rest on its individual facts, this a real commercial need to pay a reduced salary of achieving a legitimate aim”. is an important reminder to employers and demonstrating that this is an appropriate If it is impossible to secure van to exercise caution during the and necessary means of achieving your insurance for an 18 year old then this recruitment process. business objectives. would be more likely to make your Assuming that your reasons for reducing MEMBER decision not to hire him lawful, as BENEFIT the salary for the post are non-discriminatory clearly you cannot permit an employee HELPLINE then this is unlikely to cause a legal problem to drive a company vehicle without Don’t forget... as an IMI member in practice. insurance. It is also possible, if the you receive 45 minutes of FREE vehicle is leased, that this would breach legal advice and a further 15% MY IMI the terms of your lease agreement, discount on any future consultation Legal and Sales CPD courses, page 53 which may give you a further argument with Taylor&Emmet. that you have a legitimate aim.

22 I IMI MAGAZINE I DECEMBER/JANUARY 2017 WWW.THEIMI.ORG.UK I 23 FINANCE

DESIGN STRATEGIES Steve Lewis looks at the importance of page design in the selling of online motor fi nance

nline motor fi nance has only Windscreen price and Make your fi nance become widespread relatively fi nance price should off ers clear O recently, so that even companies always go together Customers understandably at the cutting edge, like our own, are We live in an age where the fi nd it irritating if off ers are poorly still learning on a regular basis about windscreen price of a car is often less signposted and often lose interest. what works well in diff erent important than the monthly cost so, If you have, for example, a ‘low circumstances. whenever the car price is shown, also minimum deposit required’ off er, However, one central fact is now STEVE LEWIS, include the fi nance off er. ensure that it is clear to which cars LEAD ANALYST, well-proven – the diff erence in the IVENDI it applies and exactly what the low number of calls-to-action created on Anchor the fi nance price minimum deposit is in pounds. the web page of a dealer or car portal so its always visible can be improved threefold by more Th e customer may be looking Show prominent appropriate design. at other areas or tabs on the website calls to action Some elements of this are simple such as the vehicle’s specifi cation – A fi nance quote in – placing the off er above the fold is but anchoring allows you to keep isolation or with a poorly worded crucial – but there are a range of other the fi nance price visible, continually call-to-action means little. strategies that can be used to increase reinforcing the aff ordability of However, if it is accompanied eff ectiveness for retailers and the vehicle. with a button to ‘Check Finance customers. Here are some ideas: Eligibility’ or ‘Apply for Finance’, Top right hand corner it becomes a means to move Promote fi nance is prime real estate forward the sales process. from the start of the Th is is the most important consumer journey area of your website, and usually Help inform your Rather than bolting on fi nance at the CPD contains the windscreen price. buyers with video end of your website design process, LEARN & LOG Our most successful sites also show Product information include it from the very beginning. At the fi nance price in this space with videos are an eff ective and easy the very least, fi nance should work in FEATURED a direct clickable call-to-action that way of developing the customer’s tandem with your stock search feature. COURSE allows the user to interact with the understanding of your fi nance fi nance examples. off ering. Most buyers will not Innovation Th ink ‘mobile fi rst’ when for business understand the key diff erences it comes to the website CPD Credit Value 6 Inform the user between HP and PCP, for example. design function M £70 +VAT while interacting In late 2016 if your web page doesn’t NM £85 +VAT When users are interacting Auto-submit applications work well on a smartphone and a Format: E-learning with fi nance examples they will to your lenders tablet you are severely restricting sometimes request something that Consumers are demanding your chances of success. Th e majority For more isn’t available, such as a quote for a immediacy of information. Ensure of users now access through a mobile information on term that is too long. Inform the user applications are directly submitted the courses and device and Google has changed its how to book, of this and then present the best to lenders, where possible, and that algorithm so you will be please turn to match rather than just recalculating eligibility checks leads are followed disadvantaged from an SEO stance. page 53 and creating frustration. up in a timely manner.

24 I IMI MAGAZINE I DECEMBER/JANUARY 2017 DIGITAL

A LINKEDIN YOUR ARMOUR Nicky Kriel extols the underappreciated virtues of LinkedIn and advises on how businesses should be using it

hy LinkedIn? As the world’s 3. INCREASE YOUR NETWORK largest professional network Th e bigger your network the more READER Won the internet LinkedIn opportunities you have. But, remember, currently has over 467mn members there is no point in just collecting GIVEAWAY in over 200 countries. Th is gives you people for the sake of numbers; you ‘Converting Conversations to a great opportunity to connect want to build a quality network of Customers: The Essential with infl uential and affl uent people. people. Each year of your life you meet NICKY KRIEL Guide to Social Media LinkedIn estimates that 45% of new people – so who do you already IS AUTHOR OF Sales Success’ by Nicky Kriel members are decision-makers and it ‘HOW TO TWITTER know that you haven’t connected with gives you practical tips on is growing rapidly at a rate of two new FOR BUSINESS yet? When was the last time you SUCCESS’ how to use social media, members every second. Despite all of contacted some of your connections? especially LinkedIn and this LinkedIn remains largely untapped Twitter, to fi nd customers and with less than a quarter of all its members 4. SET UP YOUR EXPERTISE visiting the site each month and most IN YOUR NICHE increase sales. This book seeing it merely as a place to post an LinkedIn allows you to show your shows how social media can online CV. What does that mean for you? expertise by having your level of help grow your business Well, if you are willing to learn how to tap experience available for everyone to through building person-to- into this powerful database you have see on your profi le. Does your profi le person relationships without a tremendous opportunity to build highlight your expertise? needing a big budget. profi table relationships for business. You can display your knowledge For a chance to get your So how can you use LinkedIn by giving helpful advice and asking hands on one of fi ve signed for business? thought provoking questions in groups. Update your status with useful links. copies of this book simply email [email protected] 1. GET FOUND You can even blog within LinkedIn LinkedIn Profi les rank very high through Published Articles or add with ‘Nicky Kriel comp’ in the for search engines. If someone to your profi le with presentations subject box, and your name, is searching for your name your via Slideshare or YouTube videos. address and membership LinkedIn profi le will be one of the number in the main fi eld. top search results. Have an objective 5. FIND AND CONNECT WITH Winners will be selected at look at your profi le: what does your POTENTIAL CUSTOMERS random; emails received profi le say about you right now? LinkedIn is probably the world’s after February 1st 2017 Many people will search on LinkedIn most useful database for a business. will not be considered. using keywords. Have you optimised You have over 400mn business your profi le for keywords? professionals’ data at your fi ngertips. • Learn how to use the advanced search 2. FIND OUT MORE ABOUT “If someone is function to fi nd potential customers THE POTENTIAL BUSINESS • See how you are already searching for PARTNER AND CUSTOMERS connected to them LinkedIn is a great resource for your name • Do they share a group with you? researching people before you meet up your LinkedIn Do you know someone who could with them. Read through their profi le profi le will be introduce you to them? thoroughly. Some things to also look one of the • Read their profi le thoroughly at are their website, social media top search • Make contact with a accounts, past experience and blog. results. Have personalised invitation Who are the clients they’re working an objective with in their recommendations? Do Remember LinkedIn is more than you have shared mutual acquaintances look at your a place to add your CV; it is a way to that you could speak to directly? Do profi le” connect with other business people and they belong to any interesting groups? create opportunities for your business.

WWW.THEIMI.ORG.UK I 25 SALES CLINIC

Tis the season to be jolly and what better way to boost your seasonal jolliness than by boosting your sales? IMI Magazine’s sales clinic looks first at how to build a customer database and then how to avoid the mistakes businesses often make in the sales process

26 I IMI MAGAZINE I DECEMBER/JANUARY 2017 SALES CLINIC

BUILD A BUSINESS- For example, the right software RELEVANT DATABASE helps you to discern whether a Quality is far more business customer prefers a specifi c important than quantity when it kind of company car for its employees, comes to customer information. giving you the opportunity to So, when you’re building a customer pre-empt their regular purchase or database the priority should be to lease. With technology, you can get an use the right data, not just any data. unprecedented view into preferences Create distinct customer personas – and sentiments, telling you: when a the saloon-driving middle manager, customer likes to buy, what they like the overcompensating business owner to buy, and how they like to buy it. with the Lexus, the housebound parent with multiple kids who’s looking BE SOCIAL for something safe and aff ordable – Simple conversations can identify the information you do and be very illuminating – and don’t need to understand each group, there’s nowhere better to have simple and segment them accordingly. Most conversations than social media. importantly, remove all information Using a tool like Hootsuite you can that you don’t strictly need – it’s monitor the most important nothing more than a distraction. discussions occurring in your industry – and interact casually and directly INVEST IN with your customers and prospects. MARKET RESEARCH Sometimes these interactions Market research is often won’t be friendly; social media has neglected by businesses – even those a disinhibiting eff ect on people, who know they need to do it tend to and your target audience won’t be defer it. Th is is usually because they any diff erent. But even hostile don’t know exactly how to go about it. conversations on Twitter and Facebook It isn’t nearly as complicated as it can be great learning experiences. might seem and can involve simple Grow a thick hide and take it all on telephone calls with your customers – board – your company will improve asking them what they like and don’t as a result. like about your business. It can also involve reading up on key industry BE AWARE OF YOUR GETTING TO KNOW YOU issues in relevant trade publications COMPETITORS PAUL BLACK PROVIDES INSIGHT and attending conferences to hear If your competitors are from the most interesting and doing a better job of attracting and ON RESEARCHING YOUR engaging voices in your fi eld. Market closing leads, if they’re making more POTENTIAL CUSTOMERS research is more about awareness money than you, if they’re acquiring than anything else. and retaining customers with greater ease – start learning from them. As nowing how to identify and EMBRACE TECHNOLOGY the old saying goes: "talent borrows, retain the right customers is the It’s possible to do customer genius steals". K key to long-term profi tability research without investing Study their marketing and sales in the motor industry; time spent on in technology, but it’s not easy or ideal. campaigns to see if there’s anything irrelevant or disinterested prospects Website and search analytics can help they’re doing that your company can is time that’s better spent elsewhere. you understand how your leads found feasibly reproduce. If nothing else, get To do this, however, you must take you – and how you might reproduce a clear idea of why they’d choose your PAUL BLACK IS a carefully thought out approach to CEO AT SALES-I those results – and CRM and business rival over you. To adapt another old researching your customers that intelligence tools can help you turn saying: know your competition, and deploys the following fi ve strategies... raw data into actionable insights. know yourself.

WWW.THEIMI.ORG.UK I 27 SALES CLINIC

DON’T TRIP UP TIM ROUTLEDGE REVEALS THE HURDLES TO AVOID THROUGHOUT THE SALES PROCESS

e all encounter moments when we’re looking to buy W something that make us reconsider whether or not to go through with our purchase. We call these moments ‘tripping points’. Our brains are programmed to TIM ROUTLEDGE seek congruence, so these tripping IS CHIEF points happen whenever our EXPERIENCE expectations don’t match our actual OFFICER AT EXPERIENCE experience. When buying a new INSIGHT car we will have a number of expectations of the brand and the model, and if our experience in the dealership doesn’t fit with what we expect, tripping points occur. The shift in attention triggered by tripping points activates an unavoidable series of physiological and neurological responses that the customer experiences as stress. Stress inevitably triggers our ‘fight or flight’ response, so at best this means an uncomfortable experience To find out what is really tripping for your customer, and at worst up potential customers we developed they’ll walk away from the sale if the a process using psycho-physiological TAKING A TRIP stress reaches an unacceptable level. CPD research to reveal the moments LEARN & LOG But, crucially, customers rarely when customer expectation is at WE’RE PLAYING HARD TO GET recall what the actual tripping points odds with reality. These moments Customers will almost invariably were and drop out of the buying FEATURED are matched up with video and audio want to drive to your dealership. process without consciously COURSE monitoring to identify exactly what Not being able to park easily or understanding why. This is often causes them, providing us with a conveniently near the showroom Conversations because much of the mental with customers tripping point index: a scientific is a real stumbling block and will processes that result in tripping CPD Credit Value 6 analysis of the customer’s have your potential customer points are unconscious, so simply M £70 +VAT experience. We have worked with suff ering stress before they even asking questions – using surveys NM £85 +VAT clients in the motor industry for over walk through your door. and questionnaires – is pointless. Format: E-learning ten years and have identified a wide If people don’t know or don’t variety of tripping points. Typically MONEY MATTERS accurately remember why they For more they fall into one of three categories: An overly complicated pricing information on responded as they did they can only the sales process, the environment structure can quickly turn a the courses and provide a rationally-filtered response how to book, (both real and virtual), and/or the potential customer into a failed that may have little or no bearing please turn to people responsible for interacting customer – as can a reluctance on the actual reason. page 53 with customers. to talk money or a tendency to

28 I IMI MAGAZINE I DECEMBER/JANUARY 2017 try and ‘fudge’ costs. It’s essential that If we are approached immediately we sales people are transparent about enter the building our brain may not pricing. Th e customer will fi nd out have had time to do its ‘risk assessment’ sooner or later if they have been misled, so, while consciously we might just and even if they still proceed with think it’s annoying, unconsciously our their purchase they may not come back brain interprets this as a threat. Th is Helping Honda again – or recommend you to others. is a major tripping point and very Experience Insight commenced the Retail common as many sales people are Experience Programme (REP) for Honda UK ME NOT YOU trained to ‘pounce’ on potential in 2007, embarking on a research initiative Some tripping points may seem trivial customers as soon as they walk in. to identify why customers walk away from – for example, whether a sales person showrooms. smiles or if they don’t off er their NO ONE UNDERSTANDS ME The research focused on customers and customer a hot drink, even if they are Sales staff must be encouraged to sales staff and used a combination of scientifi c enjoying one themselves. Off ering a think independently and not treat research, observation and physical monitoring. hot drink is important because the every customer in the same way. When This enabled the team to understand real off er of something ‘free’ and the fact encountering a customer for the fi rst customer experiences and what infl uences the drink is warm will unconsciously time sales people will have no idea of decision-making. engender ‘warm’ feelings in the what has been happening to them Experience Insight used these results to customer. By not off ering a hot drink prior to them coming into the produce a profi le of the customer journey to in a situation where a customer is dealership or how many tripping identify the moments when it goes wrong (the tripping points). They then created a programme likely to be spending a fair bit of time points they may already have of practical improvements focusing on the three – and money – you’re basically saying experienced. So they may already have key elements of customer experience: people, ‘I’m the important one here, this is my a negative impression of the retailer place and process. The REP was rolled out to territory and I’m comfortable in it, but and it’s vital sales staff are conscious 13 Honda dealerships in 2012. you and your feelings don’t matter.’ of this as they have it in their power to reverse bad impressions. PATIENCE! Results to-date: Buying a car is a big decision, UNAVOIDABLE TRIPPING POINTS • Dealers within the REP have, on average, customers do a lot of background Some major tripping points, such achieved increased margins and unit sales research – and they might want to do as mandatory completion of fi nance of 23% above dealers not participating that in your dealership. Too often documents, simply can’t be • Participating dealers are, on average, ranked potential customers are not taken eliminated, but in these cases the 20 places higher than dealers not on the seriously if they don’t appear to be impact of the tripping point can be programme and occupy six of the top ten ready to make a decision straight away. softened to minimise the stress positions as ranked by Honda UK’s own Handling browsers and general caused to the customer. scoring system enquirers with patience is essential. Tripping points can occur in any • Honda’s Customer Satisfaction Index shows Th ey may not be in buying mode at the aspect of the customer experience and the average combined score in sales and time, but they may be next week, or those that concern customer-facing aftersales for REP dealers is currently around next month. Sales personnel must be staff can be addressed by employee 16% higher than non-participating dealers coached to take a longer term view development programmes. Indeed, • The industry average for staff retention is about the value of the customer. such programmes off er the best around 50% per twelve month period; for REP starting point for optimising customer dealers who have been in the programme for three years the fi gure is 81%, 85% for those AM I IN DANGER? service as the tripping point index who have been in the programme for two, and When we enter any new environment highlights opportunities to enhance 90% for those in the programme for one year our brains are programmed to assess if and improve sales staff performance. • Improved staff morale with overall job that environment is ‘safe’. Th is is an Whatever their nature, our ‘positivity’ rising by 13% unconscious process – we know we are evidence is clear: by fi nding and then • Honda UK currently holds the number not physically in danger when we enter fi xing the tripping points in your one position for both customer satisfaction a car dealership, but our brain doesn’t business you will increase sales, (JD Power CSI League 2015 – Volume Brands) distinguish between a hazardous profi t, customer retention, staff and customer retention (Castrol Trend Tracker savannah and a car showroom! retention and productivity. Service Retention 2015)

WWW.THEIMI.ORG.UK I 29 REMARKETING STOCK 'N' ROLL Matt Dale looks at how used car dealers can manage stock turnover in the face of squeezed margins?

tock management is a large Buying stock that is well presented the retail customer and make them part of any used car dealers’ will also make a forecourt more stand out from the crowd. S role if they’re to maximise attractive to a potential customer. profi ts. A vehicle that has been sat It’s therefore important to ensure WHEN TO REMARKET on a forecourt for 90 days, for that a vehicle is prepared to the But, even when stock has been example, could be less attractive to highest feasible standard by vendors, carefully chosen at the right a prospective buyer than one that’s prior to auction. For example, when price, and with all of these factors MATT DALE only been advertised for 14 days – IS A JOINT buying through auction, all cars are considered, there still may be which will ultimately drive down its DIRECTOR AT G3 graded from ‘A’ to ‘C’. So in order to instances where a dealer struggles retail price; it will also tie-up cash REMARKETING improve its value and potentially to sell a vehicle. As it approaches its which could be invested in more reduce the time it’s in stock, dealers fortieth day on the forecourt it could profi table, ‘in-demand’ cars. could consider allowing their be worth considering liquidating the So when low stock turnover is auction partner to refurbish vehicles asset for less than its retail value. coupled with Cap HPI’s indications prior to delivery, ensuring cars are Sellers should keep an eye on similar that UK used car values are falling, delivered ‘ready to retail’, preventing vehicles that have sold through it’s likely to mean dealer margins further delays. auction and use the remarketing become squeezed even further in the Th e PCP model also plays a part in channel if the average sale price is months to come. But to fuel high stock dealers’ stocking considerations. Th e around or above the trade price turnover dealers must source the type availability of premium brand cars for they paid. On certain vehicles of cars that are being sought, at the around £200 per month has created a retailers may even be surprised right price, to ensure the best return. shift in the industry with people often that liquidating over-aged stock choosing to lease or purchase vehicles through their remarketing partner SOURCES FOR COURSES via cost eff ective fi nance agreements. may result in prices akin to retail. Th ere are industry insight tools But, historically, these vehicles will Over the next couple of years to help make these stocking often have basic specifi cations, so if dealers will have to manage stock considerations an easier process – "Understanding a used car dealer can stock the same turnover with even more detail as AutoTrader’s ‘Retail Check’ function, which cars are types of vehicles for around the same increasing volumes of nearly-new for instance, analyses the vehicles most desired price point but with better features vehicles will lead to a further drop that are in highest demand within will contribute – such as leather and sat nav – they in average values, causing an a dealer’s area, ranking them have a higher chance of being able to adjustment in guide prices. As for to peaks in within a desirability rating of 1-5. compete with manufacturers that off er whether the fruition of Brexit will Understanding which cars are most sales these attractive deals. Th e key is to pay have an impact on the market, nobody desired will contribute to peaks enquiries" a premium for the higher specifi cation really knows. But it’s important for in sales enquiries. vehicles that will be more appealing to dealers to be prepared.

30 I IMI MAGAZINE I DECEMBER/JANUARY 2017 WWW.THEIMI.ORG.UK I 31 REMANUFACTURING THE REMAN-TRA David Eszenyi provides an insight into the world of remanufacturing

n 1943 ‘Make Do and Mend’ was components will be brought back to According to a report published a pamphlet issued by the British OEM specifi cation during Ivor Searle’s this year by Th e European IMinistry of Information aimed stringent remanufacturing process. Remanufacturing Network (ERN), at giving housewives practical tips With regard to energy usage, which the remanufacturing sector could on how to be frugal during times of is high on the agenda in Whitehall in triple in size within Europe and be rationing. Th ere was even a section terms of how the UK powers the next worth €90bn by 2030. At present the on turning men’s clothes into women’s generation, remanufacturing requires organisation estimates it to be just DAVID ESZENYI and it became an indispensable guide IS COMMERCIAL substantially less energy. In fact, the under €30bn, around 2% of the size for households. DIRECTOR OF process typically uses 85% less energy of the new manufacturing market. Although driven by pressures on IVOR SEARLE than manufacturing and, at the other Th ere is a sticking point to society as a result of war and lack end of the cycle, reduces the quantity achieving this projected growth, of supply, in a sense, this initiative of landfi ll and associated energy however. A recent conference was a forerunner to modern day needed for disposal. held by Westminster’s All-Party remanufacturing which, in Th e UK is one of the four leading Parliamentary Sustainable Resource automotive terms, is a prime remanufacturing countries in Europe, Group (APSRG) and All-Party example of sustainability. alongside Germany, France and Italy. Parliamentary Manufacturing Group Governments and businesses Much of the current market is in the (APMG) concluded that there was a around the developed world are being aerospace sector but this is followed systemic blockage in the UK political urged to em ng remanufacturing, ‘Circular E happen in order for bid to cont made. consume re environme ACTURING PROCESS a range of a uring process aims to sharing, pa t to at least its original refurbishm d performance with a and recycli equivalent or better preserve n newly manufactured energy con rast, a reconditioned landfi lling that has been stripped benefi ts su , cleaned and may innovation damaged components economy to o being rebuilt. increasing a remanufactured Remanu ired to meet a specifi c part of a Ci rd for it to be described as it’s a cos h under BSI AU alternative 02. Th is is a British manufactu Automobile Series new produc Practice that applies also saving manufacturing of materials a l engines. a remanufa l requirement that Searle will tured cars are 95% Multiply th ear that the engines bei tor is a trailblazer across the w ability in its widest amount of but seeking greater almost plan mes of new product is, that, on av elf, unsustainable, engine’s or nology improves.

32 I IMI MAGAZINE I DECEMBER/JANUARY 2017

POWERTRAINS

WHO’S GOT THE POWER With the internal combustion hegemony seemingly entering into its valedictory stages, Alex Wells rates the prospects of the various powertrain options in the coming years

ALEX WELLS IS AN EXPERIENCED AUTOMOTIVE JOURNALIST AND FORMER EDITOR OF BODY MAGAZINE

34 I IMI MAGAZINE I DECEMBER/JANUARY 2017 POWERTRAINS

LPG Liquefi ed petroleum gas (LPG), also known as autogas, is a mixture of propane and butane. LPG’s octane rating is between 90 and 110 (MON/RON). Its energy content is between 25.5 megajoules per litre for pure propane and 28.7 megajoules per litre for pure butane. When used to

power vehicles its CO2 exhaust emissions are around 15% lower than petrol. Perhaps surprisingly it is the third most popular fuel worldwide. Roughly 16mn of the 600 million passenger cars worldwide run on LPG, with Gdi system Turkey, South Korea, Poland, Italy laid out and Australia the largest markets Th e UK has 160,000 LPG powered vehicles. LPG was incentivised via the Powershift scheme before 2005. dynamic skip fi re cylinder deactivation, Popularity waned when government Nissan LEAF at the Low Carbon Vehicle event 2016 developed with our partner Tula, MEET THE ended the scheme. will bring further improvements. EXPERTS “Diesel, or more accurately Interesting options Simplicity and elegance ‘compression ignition’ combustion, has Andrew Marsh says: “LPG off ers some David Martell, CEO of Chargemaster, a great future and remains a low CO2 interesting options for operators of says: “UK government predicts that by cycle. We couldn’t have achieved the commercial vehicles and buses since 2050 all vehicles will be emissions-free. recent dramatic reductions in vehicle tail pipe emissions and noise levels are Current technology development and

CO2 emissions without this high-energy Robert Evans lower. Government has traditionally uptake suggests the majority of these fuel. Diesel is one prerequisite for CENEX messed up the take-up of LPG through will be 100% electric. For this to work meeting the ambitious 2020 CO2 less than favourable taxation. Chargemaster expects that at least half emission target of 95g/km. For heavier However, adoption in these sectors is of all public parking spaces, including at vehicles, and especially long distance likely due to the signifi cantly greater shopping centres and railway stations, driving with less speed changes, where investment required for either hybrid will have charging points installed. diesel is very effi cient, we expect diesel drive or pure EV commercial vehicles. Th ere will also be a need for around to remain popular for many years.” “For passenger cars LPG will remain 5,000 rapid chargers at motorway Auto Industry Insider’s Andrew Andrew Marsh a niche product unless government service stations, compared to the 600 AUTO INDUSTRY Marsh says: “Cambelts inside the engine INSIDER signifi cantly reduces the taxation level.” units currently installed.” are already more common as a way of Andrew Marsh says: “Overall cost, getting more compact drive assemblies FUTURE VIABILITY SCORE: 5/10 weight and performance is limited by with reliable cooling – even if they do LPG has great potential, but the battery chemistry. However, since the operate at a higher temperature than on-again-off-again support by government fi rst line-built EVs have been on the has done it no favours. We want more LPG. air cooled belt drives. Plastics for the market (circa 2010) battery technology sump, cam cover, thermostat housing alone has been though three iterations. and intake manifold are common ways David Martell More are set to come but the progress is to reduce weight. CHARGEMASTER FULL ELECTRIC gradual, not a step change. Only now, in “Integration into automated DRIVETRAIN 2016, are we seeing lower cost EV cars manual (DSG) or 8+ speed automatic Electric vehicles are usually with a like-for-like range compared to transmissions will further reduce powered by a lithium-iron battery and can ICE-powered vehicles of the same size.” emissions. Meanwhile, active shutters be charged externally by the driver, either Robert Evans is more optimistic: on the cooling pack and electronic control at home or at a charging point elsewhere. “Th e simplicity and elegance of battery of the cooling system fl ow optimise Vehicles running on an electric electric powertrains makes them Martin Verschoor warm-up as well as cooling.” DELPHI drivetrain will produce no emissions inherently attractive to motor industry themselves so air quality at local level engineers. Improvements in battery FUTURE VIABILITY SCORE: 9/10 would benefi t from a larger take-up. energy density and falling costs for Shrinking engine sizes and innovation Of course, this takes no account of the Lithium-ion batteries are the factors are supercharging ICE for the 21st emissions resulting from the often that give the motor industry century. But it won’t be a one horse geographically remote generation confi dence to channel investment into (power) race any more. of electricity in the fi rst place. full electrics.” Steve Doyle RICARDO

WWW.THEIMI.ORG.UK I 35 POWERTRAINS

“Th e key success requirement is that motorists buy into what the battery electric vehicle delivers in terms of vehicle performance, range and energy costs. A growing number of customers are EV converts and more are expected to get onboard with an increased choice of vehicles on off er. “Th ese fundamentals mean that full battery electric vehicles can be expected to remain an established niche within the vehicle market for the foreseeable future.” Ricardo’s Product Group Head, Hybrid and Electric Systems, Steve Doyle says: “Range anxiety, safety concerns, the ready availability of charging stations and the time taken to recharge are all signifi cant battery-related Above: Toyota issues that impede the growth of the Prius – the HYBRID ELECTRIC “At the heart of the system is a 48V plug-in vehicle market. Perhaps more world’s fi rst DRIVETRAIN battery enabling the application of intractable than any of these, however, mainstream Hybrid electric vehicles (HEVs) a motor-generator capable of torque is battery cost. Or that’s how things hybrid car. combine an internal combustion engine assist, ancillary electrifi cation and, stand at the moment. Opposite: The with an electric system, together eventually, radical engine downsizing “A common goal in the R&D eff orts of Ford Focus FCV providing the hybrid drivetrain. Th e and down-speeding when combined major industrialised nations is to push electric element provides better fuel with an e-supercharger. With batteries battery costs below $100 per kilowatt economy or performance than a currently being developed to absorb hour. Th is is believed to be the tipping conventional vehicle. Th e model is most regen energy and deliver in excess of point at which EVs can compete commonly applied to passenger cars. 14kW, there is already further demand head-to-head with gasoline or diesel cars. Strong hybrids are the current for units to deliver 25kW to support “With much eff ort being focused on mainstream; mild hybrids are on the increased electrifi cation. the development of new higher power way. Th ere are also plug-in hybrids “A key attraction for this powertrain and lower cost cell chemistries Ricardo that are most suited to large luxury architecture is its performance in the believes that the market will be vehicles and SUVs. new Worldwide Harmonized Light Duty dominated to at least the end of the Powertrains break down as follows: Driving Test Cycle (WLTC) which current decade by developments of • Parallel hybrid – ICE and coupled includes more aggressive accelerations today’s lithium-based technologies. In electric motor and decelerations than its New the 2025-2030 timeframe, however, it • Th rough the road hybrid – ICE on one European Driving Cycle (NEDC) may well be that the current problems axle, electric motor driving another predecessor. Th e new cycle – which is preventing the commercialisation of • Series hybrid – ICE connected intended to be more representative of lithium-air will be resolved off ering, to generator real-world driving – will suit the energy at today’s prices, a sub-$100/kWh regeneration, sailing and torque boost technology capable of energy densities Environmental advantage functions that 48V hybrids can provide. in excess of 0.7 kWh/kg.” According to Andrew Marsh hybrids “Work by Ricardo has shown that 48V Martin Verschoor says: “Battery off er a real environmental advantage: mild hybrid powertrains can deliver CO2 technology is improving constantly “Th is will deliver the biggest step savings of 10-15% over the NEDC and so EV will become a signifi cant sector change in tail pipe emissions, since the 15-20% over the WLTC. In addition, within ten years, especially for urban stored energy counts a zero in terms of these powertrains can also off er driving and light CVs. Many VMs are current and future emission improved acceleration and NVH through accelerating their EV programmes. Th e legislation. Th us ‘free’ energy can be engine downsizing and down-speeding, environmental benefi t depends on how "Strong used to assist, or even exclusively as well as silent pure electric take-off electricity is generated. Outside urban accelerate a vehicle, since this is the and stop-start. As such, they can off er environments and return-to-base hybrids are primary source of tail pipe emissions.” most of the benefi ts of full hybridisation operation, we need to see faster the current but at a fraction of the cost.” growth in charging infrastructure.” mainstream; Radical engine downsizing mild hybrids Ricardo’s Steve Doyle believes it is Tremendous benefi t the 48V mild hybrid format that has “Delphi sees tremendous benefi t and FUTURE VIABILITY SCORE: 7/10 are on the EVs are already gaining traction – real potential looking forward, both fast adoption of mild hybrids using but more infrastructure would help. way" in terms of performance and 48V technologies across all vehicle environmental outcome: sectors,” says Martin Verschoor. “Our

36 I IMI MAGAZINE I DECEMBER/JANUARY 2017 POWERTRAINS

system delivers 50-70% of the benefi ts HYDROGEN scale suitable for mass transportation. of a full hybrid for just 30% of the cost. "To prepare Hydrogen vehicles are Th ere are powerful lobby groups “With 48V on-board, e-boosters can the ground powered, as the name at work to ensure it stays that way, be specifi ed to allow further engine hydrogen suggests, by hydrogen. A fuel cell although Total has now been joined downsizing and many vehicles systems market-testing allows hydrogen to be re-combined by BP in promoting this technology. can be powered more effi ciently. About with oxygen to produce electricity. It’s not all good news though: “As activities have 10% of vehicles produced in 2025 will Th e power potential off ered by electricity stored on-board moves from be 48V powered, which makes 48V to begin now" hydrogen, and the subsequent range, ‘zero’ emission value to some sort of mild hybrids the best value solution.” would make hydrogen an easy step to production-related CO2 equivalent value take for motorists were the technology it becomes a taxation opportunity for to reach mass-market viability. government. If this happens – likely as No regrets option more hybrids come on stream – then it will “Plug-In hybrids are a ‘no regrets’ option Investment required aff ect the technology on off er to the public.” for motorists as the petrol-fuelled Robert Evans says: “Conventional competitor for diesels and the easier wisdom says the effi ciency benefi ts of Attractive option option for electric driving,” according fuel cell electrics mean they will prevail, “Fuel cell vehicles are undoubtedly to Robert Evans. “For the motor but only if infrastructure is rolled out to impressive but they are also very expensive manufacturers they can be iteratively refuel the cars. Th e European hydrogen and fragile and there are very few places to blended into the product range. In fi ve mobility initiatives are bringing VMs refuel,” says Martin Verschoor. “Th eoretically to ten years plug-in hybrids should and fuel suppliers together to hydrogen is an attractive solution, but in become de facto mainstream.” coordinate rollout. To prepare the practice it is likely that other technologies ground for hydrogen market-testing will stay ahead for at least the next decade FUTURE VIABILITY SCORE: 8/10 activities have to begin now. simply because EV infrastructure is lower The best of all possible worlds? “Th e scale of infrastructure investment cost to install and will be more widely Hybrids do seem to have it all – but required to support hydrogen at national utilised following the big investments the technology is still maturing. and regional level is often considered to in EV we are seeing from VMs. be an impediment. Th e industrial gas sector is looking for routes-to-market FUTURE VIABILITY SCORE: 6/10 through supermarkets chains.” Given the right infrastructure, backing, Andrew Marsh observes: “Hydrogen and marketing and hydrogen could go all the way. It will be a while though. is produced industrially but not on a

THE VERDICT Commenting on the likely spread of drivetrain systems over the next decades, Andrew Marsh observes: “The internal combustion engine will remain the dominant power source for vehicles over the next two decades but won’t have the monopoly it once did. It will lose ground to hybrid drive and non-ICE drive before consumers fully accept battery the roll out of public infrastructure for vehicle systems. By 2030 5% of global sales will electrics and that low emission petrol, charging across Europe over the last fi ve-plus not have an ICE engine at all. By 2040, 30% diesel and hybrids remain the lower risk years has laid the foundation for e-mobility.” of global sales will not have one. options on which to plan for success. Steve Doyle concludes: “With the market We may not yet see the whole picture, though, Zero tailpipe emissions are going to become demand that it is currently experiencing as the search for lower impact fuels continues more important as a policy and market Ricardo believes that the 48V mild hybrid across all forms of power generation.” differentiator. The decarbonisation of technology may well contribute more to Robert Evans says: “There is a school of electricity also favours full electric on emissions reduction in the next fi ve to ten thought that believes it will be some time environmental considerations. In addition, years than all plug-in vehicles combined.”

WWW.THEIMI.ORG.UK I 37 APPRENTICESHIPS

“Car crash” AVOIDED? IMI Magazine provides an update on the apprenticeship controversy fi rst revealed in October’s edition

cautious welcome greeted the the development of new apprentice standards, government’s apprenticeship funding there is currently only one existing new A announcement. It seemed to apprenticeship standard available in our campaigners that the Department for sector: the Level 3 Light Vehicle Technician Education and Skills had rowed back Standard which only covers around 20% signifi cantly from its proposal in August of the industry’s requirements. and replaced the extra funding for skills “We are faced with the prospect of many training for 16-19 year olds in deprived areas. employers abandoning their training plans Th e “car crash” predicted by IMI CEO Steve until the situation is fi xed. Th ousands of Nash appears to have been avoided. young people who are eager to start a says he is fairly certain these will be in Robert Halfon MP, the Apprenticeship worthwhile career could potentially miss place in time for the fi nal assessments Minister, had drawn attention to funding out because of the government’s resistance of apprentices who will start today. available for the new apprentice standard, to taking a more fl exible and pragmatic Dean Lander of Th atcham says this which for STEM subjects is signifi cantly approach on apprenticeships.” loads risk into the system that may deter greater than for the existing frameworks. employers away from recruiting and training An average of £18,000 for a three-year AN INTRACTABLE PROCESS apprentices. “As a principal training provider course compared £5-6,000. Steve's point is well made, the process in the automotive body repair sector Th e government is clearly keen to press for required to create a standard requires Th atcham Research is concerned that we the adoption of the new standards as quickly a group of at least 10 employers to work may be entering into fi nancial negotiations as possible. It sees them as a key step towards together, in consultation with the sector or with employers with a signifi cant cost, the improving the status of apprenticeships but, sub-sector they represent, in order to agree cost of the assessment, being an unknown. whilst this may be true in the longer term, a draft plan for the apprenticeship. Th is has It cannot be reasonable for all parties to be it has been calculated that the government to be approved by the DFE and then the ten expected to take such gambles, not-least will still be reliant upon the existing employers must go away and develop the the apprentices themselves.” frameworks to deliver at least half of its full standard, including the plan for the Employers and training providers are still target of 3mn apprenticeship starts by 2020. mandatory end assessment which all crunching the numbers so the fi nal eff ect Th e IMI is of course keen on any apprentices must successfully complete. on the number of apprentice starts won’t improvements for learners and for businesses Th is must also be approved by the DFE. be known until next year. In the meantime, but fears the government’s approach to Next, prospective end point assessment the IMI has issued a call on government to driving the transition from frameworks to bodies have to apply and to be approved by delay any funding cuts for one year to make standards has been chaotic and may have the DFE. Th is last part is proving problematic the transition to the new standards simpler damaging consequences for all concerned. as there aren’t currently enough assessment and allow more time for employers to come Steve Nash, IMI CEO, said: “Although we bodies, meaning that quite a number of together to create the breadth of new are busily working across the automotive already available standards have no standards required to allow a smooth sector supporting many organisations with assessment body in place. Th e minister transition from existing frameworks.

38 I IMI MAGAZINE I DECEMBER/JANUARY 2017 APPRENTICESHIPS

SPONSOR ANNOUNCEMENT IMI Magazine is APPRENTICE delighted to announce Autotech Apprentice is the new sponsor of the IMI’s Skills & Work RECRUITMENT Experience Toolkit Gavin White, Managing Director of Autotech Recruit, talks his company’s new apprentice division and recruitment challenges, and off ers advice to garages looking to take on an apprentice

1. TELL US ABOUT 2015 was the best year in a decade education to complete technical hands-on skills and theoretical AUTOTECH APPRENTICE? for car production with 1.59mn jobs eff ectively. Garages need knowledge, college students can As a dedicated automotive vehicles built with forecasters to turn to specialists who can hone their skills and experience recruitment specialist, Autotech predicting an all-time record of educate and guide them through through an apprentice scheme. Recruit Ltd established Autotech 2mn by 2020. But this success the process of recruiting Our advice would be to knock on Apprentice in 2015 as a specialist could be undermined by the lack apprentices to ensure they end as many doors as possible to gain division to create high quality of skilled workers to fi ll new jobs. up with people specifi cally employment and seek the advice apprenticeship solutions Despite eff orts made by trained to fi t into their business of colleges and recruitment supporting colleges, employers companies to increase training and who they can trust to work agencies who specialise in the and students alike. With the and apprenticeships, not enough to the highest standards. automotive industry. industry currently facing a skills is being done to ensure that there Th e automotive sector is shortage, apprenticeships off er a is a suffi cient number of young 4. WHAT ADVICE WOULD YOU booming and it’s an exciting route to harness fresh new talent people with appropriate training GIVE TO COLLEGE STUDENTS industry for college leavers to to ensure that the industry has to feed the motor trade’s growth. LOOKING TO ENTER A get into. Now, with so many the practical skills and Whilst the government is striving COMPETITIVE INDUSTRY incentives open to apprentices and qualifi cations needed now, and in to boost the levels of participation LIKE AUTOMOTIVE? employers, it’s never been a better the future. A dedicated division in apprenticeship schemes among Britain’s automotive industry is time to join the motor trade. within Autotech Recruit, the employers across the UK, it is the most productive in Europe, aim of Autotech Apprentice is evident that the motor trade and now is an exciting time for to ensure the process of hiring could benefi t from assistance students to enter the sector an apprentice is smooth for all and guidance from a specialist and gain the relevant skills parties involved. Acting as a organisation that can monitor and experience which will facilitator between all parties, apprentice enrolment and help them to take the the team takes the complexity development, acting as a link helm in the future. With and time out of hiring between the employer and a growing focus on the apprentices, while educating training providers throughout integration of consumer employers on government the whole process. electronics – tablets, schemes and fi nancial incentives touchscreens, mobile which are readily available to 3. WHAT ADVICE WOULD YOU technology – into vehicles train the next generation of GIVE TO GARAGES LOOKING there will be an increase in vehicle technicians. TO TAKE ON AN APPRENTICE? demand for specialised roles We receive a high volume of calls where both technical and 2. WHAT ARE THE MOST from college leavers seeking mechanic expertise will run CHALLENGING RECRUITMENT employment but, regardless of in parallel and it is this ISSUES CURRENTLY FACING apposite qualifi cations, a lack of generation who will deliver THE INDUSTRY (SKILLS experience can deter garages who this skillset. Providing SHORTAGE ETC.)? need people to hit the ground both practical, Th e revival of the UK automotive running. With automotive industry since the recession has technology moving at such brought signifi cant success to the a high pace, the industry needs sector and around 800,000 jobs to recruit workers who possess across Britain were sustained. the right blend of skills and

WWW. THEIMI.ORG.UK I 39 BODYSHOP

A VAN’S WORLD White van man may be the scourge of the road but for the bodyshop industry he represents a growing revenue stream, as Heather Grant reports

hanks to the growth of internet commercials are relatively equipment and tooling, so it causes shopping, specialist parcel straightforward to repair as there the insured issues and problems for deliveries and a rise in is far less complex technology, and repairers in estimating, removing and Ttradesmen servicing the refi nishing paint is less expensive and replacing the internal trim etc. Th ere booming construction industry we are usually just white. In addition, many are other considerations such as vinyl seeing a signifi cant increase in light fl eets self-insure so, if relationships decals that need to be replaced after commercial vehicle traffi c. According to are built direct with these fl eets, the paint process and whereas the old the SMMT van sales hit record levels in HEATHER GRANT a better labour rate and reduced Transit side panel came in sections IS EDITOR OF 2015, up 15.6%, with a total of 371,830 ABP CLUB parts discounts etc., are possible. the move towards single, larger panels new registrations. For the bodyshop MAGAZINE On the downside, LCV owners can make repairs more expensive. industry this increase is welcome news generally don’t like releasing their because more vans inevitably mean vehicles for repair which can be THE EVOLUTION OF VAN more accident repair opportunities. detrimental to repairers’ cycle time. But you cannot ignore the growth or Th ere are many benefi ts to Even if they get a replacement van the opportunities to those who have bodyshops getting involved with van while the vehicle is being fi xed, the developed their business model to repairs. In comparison to cars light replacement isn’t racked out for their accommodate van repairs. Even Solus,

40 I IMI MAGAZINE I DECEMBER/JANUARY 2017 BODYSHOP

MEET THE EXPERTS the insurer bodyshop network owned management companies, insurers and repairer. For the more specialist by Aviva, is about to announce the local contracts that we have procured,” vehicles which are considered to be opening of its fi rst dedicated van said Christine Maskill, Managing vans but have bodies built on a chassis repair bodyshop in the South East. Director, NCR Bodyshops. “Th e cab, such as Luton box vans, at FNOL Pennings Group, which off ers fast economy, up until Brexit, has been we will direct repairs to our network track ‘Repair Pods’ designed to be sited the best it has been in a long time and of approved commercial vehicle Martin Penning in a bodyshop or dealership car park REPAIR PODS so there has been an increase in the repairers who are able to handle to free up workshop space, launched number of small business tradesmen this type and size of vehicle. its fi rst, dedicated commercial vehicle and also fl eets that have felt “Naturally, there are local Repair Pod in Newcastle in early April comfortable to invest in their fl eet. businesses operating small fl eets this year. It turns the concept of van Th is means that there are plenty which can easily be targeted by repairs on its head because instead of newer vans on the road for us to repairers,” continued Neil. “However, of vans going to a bodyshop it brings repair. Th e skills and ability to repair to be able to develop business with the bodyshop to the fl eet customer. Christine Maskill cars is usually far above a commercial national fl eet operators, repairers Th e Pod (known as Type-2) has extra NCR BODYSHOPS bodyshops; there are exceptions but, need to be part of national network capacity to accommodate long wheel generally, businesses want the same solutions like Selsia where national base and high-top commercial vans. service that they are getting for fl eets’ accident repairs can be centrally Th e site is fully manned by Repair their standard cars – now including managed. Th is is important because Pods’ personnel to off er faster collection and delivery, courtesy there has to be a consistent level of turnaround of repairs so a vehicle vehicles and fast turnaround times.” service, pricing and rates in place right spends less time off the road and Selsia says that around 50% of work across the UK and this is what Selsia allows work to be prioritised by a Neil Marcus volumes deployed to the national does. As part of our service approved customer as they have exclusive SELSIA Selsia repair network are now vans. repairers also benefi t from Selsia control over the work on their site. “We are equipped and able to repair managing national fl eet repainting “We operate a 7-day a week repair every type and size of van,” said Neil programmes and to support this service to maximise the Type-2 Repair Marcus, Marketing Director, Selsia. service Selsia has established partner Pod asset as well as providing a fast “At FNOL, (First Notifi cation of Loss) relations with national vehicle livery turnaround of vehicles to our we are able to determine the type of graphics suppliers.” customers,” said Martin Penning, Sales van, such as panel van, long wheel Rental fi rm Enterprise Rent-A-Car Director, Repair Pods. “Investment in Sak Gill base, or high-top and direct the says it has more than 10,000 vans RENT-A-CAR a Penning’s managed Repair Pod for damaged vehicle to the appropriate available for daily hire, in addition a customer has zero cost! All of the to another 25,000 available through staffi ng and asset costs are funded by Enterprise Flex-E-Rent for longer-term ourselves and so virtually no fi nancial rentals. “From a consumer perspective, risk is taken on by our customers. TOP 10 VAN SALES the increase in van rentals can be Th ey do need to provide some space attributed to various factors including in which to position the Repair Pod in fi rst 9 months of 2016 accessibility, availability and increased (which usually happens in an adjoining locations near customers,” said Sak Gill, car park to their offi ces). Repair Pods 90,100 Ford 30% Assistant Vice President, Enterprise can be in excess of 30 square metres Rent-A-Car. “Th ere are also seasonal and so some space planning has to be 33,900 Volkswagen factors, such as graduates starting considered. Additionally, there is a 12% university and their parents having to requirement for electric power to be transport them and their belongings provided. Th ese are simple costing 31,400 Vauxhall 11% to a new area. In addition, many considerations by Pennings; the real businesses are relying on van hire more investment for both our customers and 25,700 Peugeot 9% than ever to meet seasonal demand, by us is for a long term relationship transport goods and ensure their fl eet whereby the accident work a customer 22,600 Citroen 8% size remains fl exible. Van rental allows incurs is given to the Repair Pod as them to keep their people and a continuous work stream. Th is is an 22,300 Mercedes 8% equipment mobile without having to essential component of our customer invest capital in more vehicle assets.” relationships and we like to view that 19,600 Renault 7% For a bodyshop geared up to as their only investment.” repairing light commercial vehicles 12,500 Nissan and delivering fast turnaround there IN THE MIX 4% are good opportunities. Less complex NCR Bodyshops says that it is seeing repairs, better parts discounts and more vans in its vehicle repair mix 7,800 Fiat 3% ubiquitous white paint contribute across all of its three sites. “We get towards a potentially better return on our vans directed to us from fl eet 6,800 Mitsubishi 2% investment. Mine’s a Van Blanc. Cheers!

Source: SMMT

WWW.THEIMI.ORG.UK I 41 BRAKES & CLUTCHES

JUDDER TO THINK OF IT MINTEX DISCUSSES THE SIMPLE YET EFFECTIVE CHECKS MECHANICS CAN MAKE TO ENSURE CUSTOMERS DON’T COME BACK COMPLAINING OF BRAKE PULL OR JUDDER

hile all mechanics will agree with deposits from the hub, while taking care not While brake judder issues can be rectifi ed the effi cient practice of correcting to damage it, or the calipers. in the garage, drivers need to be informed Wbrake problems, tight time of the after eff ects of their aggressive constraints can make it tempting to take DIAL IN braking patterns when the brakes are short cuts, leading to problems such as brake As well as potentially leading to DTV bedding in. Th is will cause localised heat pull brake judder. If a vehicle returns to the inadequate removal of dirt can begin a spots, changing the metallic structures garage as a result then clearly this has domino eff ect of faults and fl aws, including and leading to an uneven spread of brake fi nancial implications for the business – so lateral run-out. To decrease the chance of friction material across the disc. Again, such situations should be avoided at all costs! a vehicle returning with the complaint this can trigger brake judder in the vehicle. Th e main cause of brake judder stems of brake judder on the newly fi tted brakes, At Mintex, we advise the customer abstains from disc thickness variation (DTV) – a all mechanics should use a dial gauge to from forceful braking for the fi rst 200 miles problem that occurs when the thickness check for any potential lateral run out. of the new brakes being fi tted. of the brake disc is not even, making a It’s important to make sure disc run-out In addition to incorrect fi tment noticeable diff erence when the brake pedal doesn’t exceed 0.07mm as this can have procedures it’s vital to ensure the tyre is applied. Th is leads to judder, as the brake consequences on the entire braking system pressure of both the front and rear wheels pad is pressed against the disc and follows and can cause vibrations through the is correct. If a tyre is under infl ated it will the contour of the surface. steering wheel and also the brake pedal. result in an increase in rolling resistance DTV can stem from improper practice and cause brake pull, giving the perception when cleaning the surfaces during the brake “DTV can stem from of an issue with the brakes. replacement process. Albeit a simple job, it’s For any garage it’s important to conduct essential to ensure the contact surfaces and improper practice when a thorough job when undertaking tasks caliper is dirt and rust-free as insuffi cient cleaning the surfaces such as brake replacement. While these cleaning can result in the occurrence of during the brake jobs may be simple, completing them properly brake judder. Mechanics should use a wire will save time in the long term, ensuring brush or emery paper to remove any rust replacement process” vehicles don’t come back with complaints.

42 I IMI MAGAZINE I DECEMBER/JANUARY 2017 New Product Developments Why TRW? 7 8 9 13 Great Reasons Why

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www.trwaftermarket.com BRAKES & CLUTCHES

AVOIDING A BAD PAD A Q&A WITH COMLINE ON ECE R90 – A REGULATION THAT SPECIFIES THE DESIGN, CONSTRUCTION AND PERFORMANCE REQUIREMENTS FOR BRAKE PADS

WHAT’S THE IMPORTANCE “It should be still big differences between Putting pads through this OF R90 COMPLIANCE ON the pads offered by the various comprehensive testing BRAKE PADS? noted that some brands. Factors such as noise, programme helps elevate Only product that is ‘E’ certified manufacturers pedal feel and durability are all overall quality and performance under ECE R90 regulations can will actually test variables which don’t enter the to ensure consistent, reliable be relied upon to provide equation when it comes to the performance.” consistent, safe and reliable brake pads to R90 tests but will obviously braking. It is against the law to specifi cations have a major bearing on the WHAT’S THE LATEST ON R90 fit ‘uncertified’ product for any quality of the brake pad. TESTING FOR BRAKE DISCS? application later than ‘Y reg’ so, beyond those It should be noted that some R90 regulations will become to safeguard the well-being of stipulated in R90” manufacturers will actually test applicable to brake discs in their customers and their brake pads to specifications the very near future. Again, business, it is essential that Focusing on performance, beyond those stipulated in R90. as with pads, each disc is put garages only fit product that each pad is subjected to a series This includes hot-shear testing, through a uniform set of tests complies with the regulations. of standard tests including which replicates the R90 cold to guarantee the quality of Fitting unmarked, white-box speed sensitivity, hot braking shear test at an incredible the product. The certification product of unknown origin performance, cold equivalence, 300°C; wear testing, which process is ongoing and it will which does not have ‘E’ compressibility and cold shear. tests durability across a range take time for all brands to certification is a risk which To comply, the pad must of temperatures; and noise become fully-compliant. cannot be overstated. demonstrate performance testing at a range of speeds within +/- 15% of the original and pressures. HOW DOES A BRAKE PAD OE part number. Upon ACHIEVE R90 COMPLIANCE? achieving certification each It’s important to note that reference is given a unique R90 every single reference within number which is then printed a brake pad range must be directly onto production tested for compliance with versions of the pad. R90 regulations and there are numerous conditions SO, IF ALL PADS MUST which have to be met. The three PASS THE SAME SERIES broad requirements that must OF TESTS, AREN’T ALL be satisfied for compliance R90 CERTIFIED PADS are performance, production VERY SIMILAR? conformity and the packaging Despite the testing of the pad itself. standards there are

44 I IMI MAGAZINE I DECEMBER/JANUARY 2017 BRAKES & CLUTCHES

TOP TIPS...

EXCHANGING FLUIDS 1. The simple fi rst step is to always check the brake fl uid level in the brake fl uid reservoir to have a clear indication on the status of the brake system.

2. A low brake fl uid level in the primary or secondary circuit normally indicates worn out brakes but could also indicate there is a leakage in the corresponding brake circuit.

3. For vehicles with a petrol engine the idle speed also offers a clue to the status of the booster – if the engine runs irregularly or stops when the brake is operated then REPLENISH the booster could possibly be leaking or faulty.

4. The reservoir, which in most cases is fi xed to the brake master YOUR FLUID cylinder, stores the brake fl uid BRAKE ENGINEERING EXPLAINS THE IMPORTANCE OF and deals with fl uctuations in the CORRECT BRAKE FLUID REPLACEMENT AND OFFERS volume of fl uid in the system caused by wear and tear of the SOME USEFUL TIPS FOR WHEN EFFECTING THE CHANGE brake pads/shoes.

5. Depending on the level of luids come in many guises but than 180°C, to check your brake fluid contamination in the brake fl uid the vast majority of vehicles every year, and change at least every two it may be necessary to replace Fcoming into a workshop have years for DOT 4 and DOT 5.1 and every the master cylinder and reservoir. a glycol-based system which should year for DOT 3. In any case, when changing the be maintained with DOT 3, DOT 4 Contaminated brake fl uid is the brake fl uid, the reservoir should or DOT 5.1 fluids. number one cause of brake failure, and be cleaned with brake cleaner or The DOT specification rates a number the brake fl uid has an infl uence not only new brake fl uid. Never clean the of properties of the brake fluid, the key on the lifespan of the components in the reservoir with water, petroleum items being the wet and dry boiling braking system, but also indirectly on ether or other fl uids. points and the viscosity. the wear rate of the seals and also on 6. Change at least 0.5L of brake The wet boiling point shows the pedal feel. fl uid per wheel (rinsing and fluid’s boiling point after absorbing It’s important to know which fl uid the cleaning effect), i.e around 2L a certain amount of moisture and can vehicle manufacturer recommends as for a complete fl uid change. be used to determine whether the fluid rubber seals within the system are is safe or should be changed. developed to work correctly with a certain 7. When changing the brake fl uid The general recommendation is to type of fl uid. Using incorrect fl uid could always observe the specifi cations immediately change any brake fluid also lead to brake failure and deterioration of the vehicle manufacturer. which has a wet boiling point less of the rubber seals in the system.

WWW.THEIMI.ORG.UK I 45 BRAKES & CLUTCHES

GET YOUR BEARINGS ZF SERVICES UK PROVIDES ADVICE ON FAULT DIAGNOSIS AND REPLACEMENT OF RELEASE BEARINGS

he clutch release mechanism contains Clutch diaphragm spring • Maintain a clean working environment wear components that will require tips heavily worn when handling and replacing the CSC. Tperiodic replacement during the life Th is type of damage (Fig. 2) may be caused by: Soiling on the outside of the CSC piston of a vehicle. Older clutch systems use a • Wear in the actuation system guide can damage the sealing lip as separate release bearing and release fork • A worn release bearing guide tube the piston passes over dirt particles operated mechanically by cable or • Incorrect release bearing preload – when when returning to its rest position hydraulically by an external slave cylinder the bearing is correctly loaded it rotates • Do not operate the clutch pedal when and pushrod. Later vehicles use a concentric at the same speed as the diaphragm; removing the clutch and transmission slave cylinder (CSC) which integrates the with insuffi cient preload it spins against with a closed hydraulic circuit. Th is will bearing and hydraulic cylinder. Even if the spring fi ngers causing wear, and over-extend the CSC piston, possibly not obviously worn renewal of the release with excessive preload the clutch can damaging the piston sealing lip and bearing or CSC is a wise precaution slip due to partial disengagement causing hydraulic fl uid loss whenever the clutch is replaced or the • Do not manually compress the CSC to ‘check’ transmission is removed. CSC HANDLING AND FITTING its operation (Fig. 4). Although a natural Faults in the release mechanism can Before starting work, check for temptation, it can result in seal damage appear as wear or damage to the bearing model-specifi c service bulletins • Avoid using lubricants during assembly, itself, or consequential damage to other documenting known fi tting issues they may cause the seals to swell and lead clutch components. The following two e.g. if the red transportation lock (Fig. 3) to early CSC failure examples are common problems: used on some Sachs CSCs is removed before installation or left in place after Clutch release bearing installation, cylinder damage and fl uid has grooves on inner ring leaks can result: CPD FEATURED The first indication of this fault is • With the old CSC and clutch still in place LEARN & LOG COURSE often a whistling noise from the clutch. fl ush the system with fresh hydraulic The grooves (Fig. 1) may be caused by: fl uid to prevent any contaminated fl uid ZF clutch systems • Th e clutch release bearing making being introduced to the new cylinder CPD credit value 10 M £153 + VAT off -centre contact with the clutch diaphragm • Th e new CSC should be fi lled with hydraulic NM £170 + VAT spring due to parallel misalignment fl uid and bled only after the clutch has been Format: Classroom of the transmission during refi tting fi tted and the CSC is installed in the clutch • A worn guide tube on the bearing bell housing with the transmission fully For more information on the courses • Insufficient release bearing preload mounted to the engine fl ange and how to book, please turn to page 53.

FIG. 1 FIG. 2 FIG. 3 FIG. 4

46 I IMI MAGAZINE I DECEMBER/JANUARY 2017 WWW.THEIMI.ORG.UK I 47 IN ASSOCIATION WITH

TROUBLESHOOTER LEADING TECHNICAL INFORMATION SUPPLIER AUTODATA SHARES FIXES TO THREE COMMON PROBLEMS FOUND IN MODERN MOTOR VEHICLES

SEAT HEATER SWITCH STICKS IN DEPRESSED POSITION

1

Yes, we have come across this fault before on UP! models 2012 (VIN 012785) and itt is due to insuffi cient clearance between the seat heater switch and its surrounding trim panell. Remove the centre console multi-switch assembly. Ensure correct routing of the seat 1 heateer switch wiring harness. Check if the seat heater switch operates correctly. If the seat heateer switch does not stick in the depressed position apply felt tape to the centre console multii-switch assembly (1). Refi t the centre console multi-switch assembly. If the seat heater switchh does stick in the depressed position then fi t new seat heater switch.

CREAAKING NOISE FROM STEERING WHEEL WHEN DRIVING OVER ROUGH ROADS 1

Yes, some C5 owners have reported this noise and it is due to movement between the mmultifunction steering wheel control button assembly and the steering wheel. Remove 1 the drriver's airbag module. Remove the multifunction steering wheel control button assembly. Cut feelt tape into 10mm x 20mm strips. Apply felt strips to steering wheel (1). Refi t the multiifunction steering wheel control button assembly. Refi t driver's airbag module. Carry out road test to ensure the creaking noise has been eliminated.

TICKING/RATTLING NOISE WHEN DRIVING

1

Yes, we have heard of the issue you have described and it aff ects A3 models with manuual transmission. Th e ticking/rattling noise is due to the clutch hydraulic pipe coming adriftt and vibrating against the chassis. Locate the clutch hydraulic pipe retaining bracket in the enngine bay. Remove the clutch hydraulic pipe retaining bracket. Use a 5mm drill to make a 2 hole in the clutch hydraulic pipe retaining bracket (1). Refi t the clutch hydraulic pipe retaining brackket. Fit the clutch hydraulic pipe in the retaining bracket and secure with a cable tie (2). Carry out road test to ensure noise has been eliminated.

48 I IMI MAGAZINE I DECEMBER/JANUARY 2017 IMI: YOUR MOT SOLUTION

MAKE SURE Annual Training Annual Assessment YOU’RE READY! Qualifications for Managers, MEET ALL YOUR MOT Existing and New Testers REQUIREMENTS EASILY Flexible eLearning Available AND IN ONE PLACE

Find out more about the IMI MOT offer www.theimi.org.uk/mot [email protected] 01992 511521 LATEST NEWS I EVENTS I COURSE LISTINGS AROUND THE IMI

THE WINNERS’ ROSTRUM Skill Auto Body Repair Gold: Shawn Dyson Trained at: Chesterfi eld College Employer: Chartwell Skill Auto HV Engineering Gold: Shaun Richards Trained at: Scania (GB) Ltd Employer: Scania Heathrow Skill Auto Refi nishing SKILLAUTO 2016 Gold: Michael Massey Trained at: Chesterfi eld College Employer: Alton Cars Ltd TOP OF THE SKILL Skill Auto Technology Gold: Harry Garraway Announcing the winners of IMI Skill Auto 2016 Trained at: VW Group Apprentice Programme In front of 80,000 visitors 24 automotive Davie Massie MIMI, Skills Competition Employer: Heritage VW Van Centre competitors competed across four work Manager at the IMI, said: “We have seen streams (Auto Body Repair, Auto Heavy some outstanding young talents stretched Vehicle Engineering, Auto Refi nishing and to their limits over the duration of our Auto Tech) to win the title of best national fi nals and each one can be proud automotive apprentice in their fi eld. of their performance. The four gold All competitors had their skills pushed to medalists showed they have the skills, the limits to determine their technical knowledge and aptitude to cope with the ability in front of the thousands of school/ challenges we set them under exceptional college students and general public who circumstances. Each one proved they are attended the nation’s largest skills and worthy champions and real ambassadors careers event. for our industry.”

New Fellows A MARKWORTH IMI’S 95th AGM Sales Director, (October 2016) Qing Consulting Limited Shropshire The IMI’s 95th Annual General Meeting J R CUNLIFFE was held at Fanshaws on Wednesday 2nd Lecturer, Bradford College R POPE November 2016, chaired by the President University, West Yorkshire Head of Engineering, BT Fleet, Birmingham Mr Graham Smith OBE FIMI. Also present were D J EASTON Mr Adrian Smith, Chair of the Group Board Head of Education, Driver and and 19 IMI members, including some of Vehicle Standards Agency, Bristol the Non-Executive Directors and Member P HARLOW Obituaries Association key contacts. Mr Graham Smith We wish to express our was delighted to be re-appointed President, Director, Purfl eet Commercials, Essex deepest sympathy to the and in his President’s Statement highlighted family and friends of: some of the work carried out by the IMI in S KENWARD the past year. Minutes of the meeting and the Chief Executive Offi cer, ALBERT HARBEY presentation are on the IMI website. Motorcyle Industry Association AMIMI, Buckinghamshire, (MCIA), Coventry aged 81

50 I IMI MAGAZINE I NOVEMBER 2016 eLearning course list available at imi.org.uk/ courses-and-events

GOOD WILL MEMBERSHIP SUBSCRIPTION FEES 2017/2018 In March 2017 Will Shiers, Editor of Commercial Motor, will be taking part in a 300 mile cycle ride In October 2016 the IMI Group Board agreed to a 2% increase in the to raise money for Transaid which aims to reduce Institute’s membership subscription fees for 2017/2018. The new fees will take effect from April 2017 and are as shown: poverty and improve lives across Africa by creating better transport. Fellow member £118 Member £74 To help raise money for this cause Borough Green Sandpits Group kindly donated two tickets for the British Superbikes Championship Associate member £64 decider that were auctioned to all members who are part of the Affi liate member £44 Kent Joint programme. Vernon Martins AFFIMI, Sales Director of Marketing Delivery, won with the highest bid of £165. Vernon Student member £0 demonstrated his generosity on two counts by not only bidding for International member (digital magazine) £64 a very worthy charitable cause but by then giving the tickets away International member (postal magazine) £82 to two family members. Renewal notices are scheduled to be delivered in the New Year. If you have any questions before this time please contact the To sponsor Will please go to: IMI membership team on +44 (0) 1992 519025 or email justgiving.com/commercialmotor [email protected]

NOTICE CONVENING AN EXTRAORDINARY GENERAL MEETING

To be held at: The Institute of the Motor will be added to the effect that if there is not The full Schedule of Amendments will Industry, Fanshaws, Brickendon, Hertford, a quorum present then those present may be available to view on the IMI website Herts. SG13 8PQ make recommendations which the other from Friday 6th January 2017: Date: Tuesday 7th February 2017 Directors may decide on by email. Reference Please confi rm attendance, or proxy Time: 1.00pm to the Chair of IMI Awards Limited, the Vice notice*, to: This Extraordinary General Meeting is Chair and the Executive Chair are removed Simon James, Chief Financial Offi cer convened to consider and, if thought fi t, as no longer applicable. C/O Ann Stillion, IMI, Fanshaws, pass the following resolution: Governance – the Article relating to the Brickendon, Hertford SG13 8PQ Sector Skills Committee and the Awarding SPECIAL RESOLUTION Or email: ceooffi [email protected] Organisation Committee will be removed That the Articles of Association of the as no longer appropriate. BY ORDER OF THE BOARD Company be and are hereby amended in the following general manner: Classes of Members – the Licentiate class S James of member will be removed. A new class of Chief Financial Offi cer ARTICLES OF ASSOCIATION member “Young Professional” will be added. 14th November 2016 Board Composition and Proceedings – Fanshaws, Brickendon, Restrictions around Board composition in the Code of Conduct – whenever there is Hertford SG13 8PQ future are removed. The quorum is set at a reference to the Code of Conduct, “or minimum of six Non-Executive Directors, so Professional Standard” will be added. *A member who is entitled to attend and vote at the meeting is entitled to appoint a proxy to that there will always be at least double the Other Articles are re-numbered, attend, speak and vote instead of him/her. A proxy number the Executive Directors. An article and some terminology is changed. need not also be a member.

WWW.THEIMI.ORG.UK I 51 CPD MEMBER EVENTS

DECEMBER JANUARY Kent Region Yorkshire Region MA Birmingham MA JOINT PROGRAMME EVENTS (JAN) 07/12/2016, 19:00 start 10/01/2017, 20:00 start Kent MA events are held as part of BATTERY MANAGEMENT THE FUTURE OF PASSENGER CAR a joint lecture programme with other Speaker: Ken Clark, Managing Director of INSTRUMENTATION, RADAR SENSORS professional bodies in the Kent area. Rotronics Battery Management Solutions & 360° CAMERA TECHNOLOGY Unless otherwise stated, please Venue: Askham Bryan College, Askham Speaker: Rick Ruffl es, Head of Vehicle book your attendance via the CILT Bryan, York, YO23 3FR Electronics, Continental Automotive on 01536 740 104 or email Trading Ltd. [email protected] quoting RSVP to Kevin Scholey the unique reference code for the event. [email protected] Venue: South & City College Birmingham, 07860 914 349 Bordesley Green Campus, Bordesley Green, CILT Birmingham, B9 5NA 05/01/2017, 19:00 for 19:30 start Cheshire MA RSVP to Paul Jarvis INFRASTRUCTURE 12/12/2016, 20:00 start [email protected] CHALLENGES IN KENT 01213 576 272 / 07905 276 244 ADVANCED DRIVER ASSISTANCE SYSTEMS Speaker: Natalie Chapman Head Speaker: Brian Newell MIMI of TRW Cheshire MA of Policy London and SE Freight Aftermarket Transport Association 23/01/2017, 20:00 start Venue: Reaseheath College, Reaseheath, Venue: Holiday Inn North, Maidstone Nantwich, CW5 6DF THE ROLE OF THE TRAFFIC COMMISSIONER Road, Hothfi eld, Ashford, Kent, TN26 1AP RSVP to Phil Bateman Speaker: Beverley Bell FCILT, FSOE, Senior Ref code: KTG0372 theinstituteofthemotorindustry Traffi c Commissioner [email protected] Venue: Reaseheath College, Reaseheath, West Kent MA 07789 921 977 Nantwich, CW5 6DF 19/01/2017, 19:00 for 19:30 start RSVP to Phil Bateman PAINT AND THE MODERN VEHICLE Birmingham MA theinstituteofthemotorindustry Speaker: Gary Smith of Axalta Coating 13/12/2016, 20:00 start [email protected] Systems UK SP DIAGNOSTICS AND TYRE PRESSURE 07789 921 977 Venue: Grangemoor Hotel, MONITORING SYSTEMS St Michael’s Road, Maidstone, ME16 8BS Speaker: Winston Lee FIMI, Northampton MA Ref code: KTG0373 Technical Director of SP Diagnostics 24/01/2017, 19:00 start Venue: South & City College Birmingham, WHAT IS TELEMATICS? Bordesley Green Campus, Bordesley Green, Speaker: Jake Blowers of DAF Trucks Limited. IRTE North London Birmingham, B9 5NA Venue: Northampton College, Booth Lane, Contact Paul Arber for details and an Northampton, NN3 3RF RSVP to Paul Jarvis offi cial invitation letter. Tables of 10 [email protected] RSVP to Colin Parker and 12 available. Tickets at £60 pp 01213 576 272 / 07905 276 244 [email protected] [email protected] 07587 707 605 Mid-Yorkshire MA 07747 116264 13/12/2016, 19:00 start ENGINE DETOX PIERBURG SYSTEMS, PRODUCTS IMI members have been invited to 7/12/2016, 19:30 for 20:00 start AND NEW DEVELOPMENTS the following SOE Brunel Western Speaker: EDT Automotive Speaker: Markus Roider Regional Group event: Venue: Automotive Department, Service Engineer of Pierburg BPW DRUM BRAKE VERSUS DISC BRAKE Kings Langley Campus, West Herts Venue: Leeds City College, Print Works College, Home Park Mill, Link Road, 6/02/2017, 19:00 for 19:30 start Campus, Hunslet Road, Leeds, LS10 1JY Langley, Herts WD4 8LZ RSVP to Andrew Gledhill Speaker: Roger Thorpe, [email protected] Engineering Manager, BPW Ltd THE OVERHAUL AND OPERATION Venue: S&B Automotive Academy, 1A Princess OF THE 1914 WW1 BATTLE BUS South Devon College MA Street, Bedminster, Bristol, BS3 4AG 11/01/2017, 19:30 for 20:00 start 14/12/2016, 18:30 for 19:00 start For more information please visit Speaker: Tim Shields, Curator, EVOLUTION OF LIGHTING www.soe.org.uk London Transport Museum Speaker: Jim Harper of Valeo Venue: Jolly Farmers pub, Venue: South Devon College Skills Centre, 2 Enfi eld Road, Enfi eld, EN2 7QS Bradley Lane, Newton Abbot, TQ12 ILZ AREA CONTACTS CENTRE DINNER DANCE RSVP to Graham Tribble All area contacts can be found in 14/01/2017, Reception at [email protected] your membership pack and online 18:45 for 19:00 dinner 01626 365 603 at theimi.org.uk/MAcontacts Venue: Hilton Hotel, Watford. Please direct any queries to Membership Community Groups Support Offi cer, 52 I IMI MAGAZINE I NOVEMBER 2016 Georgia Foley, at [email protected] CPD UPCOMING COURSES

Featured Courses The IMI offers a variety of options for testers' MOT annual training and these modules are presented via the IMI eLearning platform. Classes 1 and 2 motorcycle) and classes 4 and 7 (light vehicle) are available.

LIGHT VEHICLE MOT ANNUAL TRAINING AND ASSESSMENT CPD Credit Value: 4 £60 MOTORCYCLE MOT ANNUAL TRAINING AND ASSESSMENT CPD Credit Value: 4 £60 Complete your MOT annual training today at www.theimi.org.uk/motannualtraining

The IMI is able to bring you a COMMON RAIL BUSINESS range of approved continuing SYSTEM DIAGNOSIS PERFORMANCE professional development (CPD) Technicians who need to be involved in MANAGEMENT courses, delivered by industry system testing, fault diagnosis and repair This course provides the tools specialists, with some exclusive of Common Rail Diesel systems will fi nd that managers need to help their offers for IMI members. this course of great value. organisation succeed using Key Date: 26-27 Jan 2017 Performance Indicators (KPIs) to Please email CPD Credit Value: 17 add value to a business. [email protected] M £333 NM £370 CPD Credit Value: 6 or call 01992 519 025 M £70 NM £85 for more information. HYBRID AND ELECTRIC VEHICLE: ROUTINE MAINTENANCE WRITING A An essential introduction to safety critical BUSINESS PLAN HOW TO BOOK procedures for Level 2 technicians. Learn what constitutes a successful To purchase a course visit: Date: 16-17 Feb 2017 business plan and how to ensure it is theimi.org.uk/ CPD Credit Value: 30 complete and accurate. courses-and-events or M £378 NM £405 CPD Credit Value: 5 call +44 (0) 1992 519 025 M £70 NM £85 M = Discounted price ADVANCED BRAKE, for IMI members CHASSIS AND STEERING DATA PROTECTION NM = Full price for CONTROL SYSTEMS Understand the current legal non-members Provides an in-depth view of the functional arrangements for privacy and data All prices subject to VAT. operation of these systems and will equip protection in the UK. technicians with the diagnostic skills CPD Credit Value: 7 required for effi cient fault diagnosis. M £70 NM £85 Dates are subject to change Date: 18-19 Jan 2017 and minimum numbers are CPD Credit Value: 17 required on certain courses M £333 NM £370 E-LEARNING: QUALITY ASSURED PROGRAMME (QAP):

WWW.THEIMI.ORG.UK I 53 RECRUITMENT

54 I IMI MAGAZINE I NOVEMBER 2016