VOLUME 8 ISSUE 2 MARCH 2017

Confidence for the road ahead making major dealer structure change?

oyota is continuing ing new vehicle stock, and essentially kets do have ‘no haggle’ pricing struc- to deny it has begun the process being the transacting registered trader. tures such as the Plus programme, Tto shift to a -style fixed- Otherwise forcing dealers to stick to a which is available through the authorised price model for its new car sales. fixed price and not allowing clients to Lexus USA dealer network. AutoTalk has been approached by shop between them could be seen as “We acknowledge the role of pric- multiple sources since running a story anticompetitive. ing in the buying process, but it’s one of online in late February, suggesting big Dilks would not be drawn on where in many topics we are working on as part changes were coming to how Toyota the process the company is, or if dealers of the ultimate customer experience.” prices and retails vehicles. have been informed. But a deal- Continued on page 4 At the time Toyota New er we spoke to expected more Zealand spokesperson information from Toyota Morgan Dilks indicated about its plans shortly. a shift to fixed pricing “We have been work- Fred Lewis was not possible under ing with dealers for over a their current dealer ar- decade on opportunities opens up rangements. He now to improve the customer acknowledges they are experience,” Dilks says. working on the issue. “Any changes to how nterprise Motor “As part of the work we are doing on Toyota New Zealand and our dealer net- Group founder improving the customer experience we work operates will be done together.” EFred Lewis was are looking at how price is structured,” “We are always looking at ways to at the forefront of Dilks says. improve our customers’ experience with the new wave when “If a set price is pursued we would the brand,” Dilks notes. “We know that Japanese imports need to look at a change to the dealer there are some parts of the current buy- started coming into network structure to allow for this to be ing process that could be improved.” New Zealand back in possible.” Last month Dilks said the company the 1980s. Autotalk understands that change keeps a watching brief on other global But there’s much more to Lewis’ will include Toyota New Zealand own- distributors, and says some other mar- career than just imports, with more than 50 years spent working in the INSIDE industry he loves. Mazda boss to retire 3 Now, he opens up to Autotalk in New Mercedes dealership recruits 5 an exclusive interview. Turn to p8 Opportunities for Holden 6 for more. MTA turns 100 14 3 14

The market leader for over a decade. Shift to the Autohub Team and experience the Autohub difference.

GLOBAL VEHICLE LOGISTICS NZ · JAPAN · · UK · EUROPE | www.autohub.co FOUNDATION SPONSORS AutoTalk acknowledges the support of our foundation sponsors:

WEEKLY PASSENGER & COMMERCIAL VEHICLE AUCTIONS Vehicle Inspection NZ

2 | AUTOTALK MARCH 2017 | www.autotalk.co.nz NEWSTALK

Mazda boss will shed a tear AutoTalk Magazine and autotalk.co.nz are published by Auto Media Group 8/152 Quay Street, Limited. at the end of 25-year run P.O. Box 10 50 10, Auckland City, 1030. Ph. 09 309 2444. azda New Zealand and is proud of the family He came to Mazda New GROUP EDITOR managing director environment within the New Zealand in a marketing role AUTO TRADE TITLES Scott Morgan Andrew Clearwater Zealand operation. after a 15-year stint with M 021 240 2402 is set to retire from the com- “I’ve had 60- Ford. Initially reluctant to [email protected] pany after 25 years, ten of odd trips to Hi- step away from the Ford them as managing director. roshima and I’ll structure. Clearwater was He admitted he would miss the contact convinced by his prede- MANAGING EDITOR likely shed a tear on his there. They’re cessor Peter Aitken (now Richard Edwards 021 556 655 departure when he spoke fantastic people an Autotalk columnist) to [email protected] to Autotalk with incom- to deal with. I’ll work with him. ing managing director, and miss it. Andrew His first mission was current financial controller, “I’ll really miss Clearwater to get used to being in a PUBLISHER David Hodge. the staff because we’re like a company where, instead of Vern Whitehead Clearwater has built a family. Extended family. You sole franchise dealers push- 021 831 153 robust and close relationship know, I’ll probably shed a tear ing good volume, he had to [email protected] with his Japanese bosses or two when I leave.” Continued on page 4

CHIEF REPORTER Robert Barry 022 0180 998 Holden boss predicts big changes for industry [email protected]

he motoring industry uct. That’s a very different He acknowledges some SALES MANAGER is on the verge of definition of the traditional changes to the industry – Dale Stevenson Tmassive change, with vehicle manufacturer.” like the end of Australian 021 446 214 discussions about what the But he believes the manufacturing – are sad [email protected] future holds going on at the motoring public will still but says they also provide highest levels. want to be associated with opportunities for the future. OPERATIONS One industry leader Holden, no matter what the “The thing about chang- MANAGER who believes technology future holds. ing the manufacturing Deborah Baxter - particularly autonomous “The footprint with what we are 027 530 5016 cars and ridesharing - will brand still seeing in Australia clos- [email protected] play a big part in future de- has an ing down, it has happened velopments is General Mo- emotional probably at the right time SUBSCRIPTION tors attachment [to embrace those chang- SPECIALIST managing director Kristian to it, whether es]. John Stephens 027 530 5023 Aquilina. it’s through Kristian Aquilina “I have worked with a lot “When it comes to traditional of those people. It’s incred- [email protected] autonomous vehicles, they methods or non-traditional ibly sad but I’m pleased to Auto Media Group Limited makes will change consumer be- ones.” say there’s a hell of a lot of every endeavour to ensure information haviour,” he told Autotalk in Aquilina’s comments support for those people.” contained in this publication is accurate, an interview about Holden reflect the strategy of Read more about how however we are not liable for any losses or issues resulting from its use. New Zealand’s future. Holden’s parent company Kristian Aquilina thinks Annual subscription: “In the future we are GM, which paid US$500 Holden New Zealand will $84 + gst ($96.60) probably going to be [more] million for a stake and a be affected by the end of Printed by: Alpine Printers. a service provider than strategic alliance in ride- Australian manufacturing in a manufacturer of prod- sharing service Lyft. our story on p6.

INDUSTRY SUPPORTERS RECOGNISED BY autotalk.co.nz dieseltalk.co.nz autotalk.com.au evtalk.co.nz carandsuv.co.nz identicar.co.nz

AUTOTALK MARCH 2017 | www.autotalk.co.nz | 3 NEWSTALK

Mazda boss will shed a tear at the end of 25-year run

Continued from page 3 we trust the dealer network?’ perience needs to shift to a financial controller’s position, work with multi-franchise “The dealership model mall-located showroom,client revisions: with he has worn many hats. advertising prooffirms selling small volumes. hasn’t changed in the last 50, a nearby dealership1 2handling 3 4 5 He has spent time as Over time that has2017 changed. 60 years. It’s still fundamen- service. And the brand$0 $0 $25is set $50 $75 a business development REMINDER: Please check URL, email“We weren’t address that and big closing on datetally a big flash manager and worked in IT, the radar of a dealership, and showroom PLEASE NOTE: that we have prepared human resources and the job: AK12576 size: 1/4 Pageit was almost when format:we were colourand then out this advertisement proof based on our changeover from outsourced understanding of the instructions received. looking for a new dealer they the back is the In approving the advertisement, it is the parts warehousing to a large publication wouldrun date say: ‘Well, what position is in it service part of client’s responsibility to check the accuracy in-house facility. Autotalk - Magazine for 6 March me?’ the operation. of both the advertisement and the media and He says he’s not really a “Now the phone rings off “When you position nominated. car enthusiast “but I am pas- the hook. Everyone wants to think about it Cancellation of adverts booked sionate about the brand”. have a Mazda franchise now. logically, you with media will incur a media It is a very good time to There’s been a complete should turn cancellation fee of $50. join the brand, with Mazda reversal.” the dealer- well placed in the market’s How did he do it? A shift ship around your contact: Vanita hottest segments, SUVs. The for Mazda from competent- because most David Hodge and Andrew Clearwater CX-9 has been well received but-boring cars to more of the time the customer to begin experimenting with and the hot-selling CX-5 will exciting vehicles helped, but is in the service part of the that – it’s opening a ‘brand be replaced shortly. Clearwater also worked hard business. experience’ in a retail location “We’re in a good place to make life easier for dealers. “They only walk into the in Auckland this year. with SUVs. Last year we were “Ford had a very com- showroom once to buy a car Clearwater departs at the number one in SUVs if you plicated process. A lot of and then for the next three, end of April. Hodge is step- exclude rentals. That was paperwork and checks and four, five years they’re visit- ping up over the next two despite having only three balances because I think ing the back end.” months but the outgoing months sales of new CX-9. there was this attitude of ‘Do He also believes the ex- boss wants to see out his full “We’ve got the new CX-5 25 years. He will also get the just around the corner. We chance to farewell dealers would certainly expect that and the media through one momentum to carry on.” Sime Darby - with career opportunities as last vehicle launch pro- Clearwater says Hodge’s diverse as the vehicles we represent. gramme. appointment has been well He will remain a board received by dealers. member of the charitable “It’s been welcomed by Mazda Foundation – Hodge the dealers because it’s a Service Manager will take over as chair – and continuation of someone Continental Cars BMW, Takapuna as a director of MITO. local. “The idea of having some- Joining the Sime Darby group of companies means you are part of a global group that employs more than 120,000 people in over 20 countries. Many hats for Hodge one from overseas come In New Zealand you’ll be part of an organisation employing almost 800 people, Incoming managing in and run the business for, representing some of the most sought after brands in the automotive world. director David Hodge comes say, three years and then Continental Cars BMW, previously Jerry Clayton BMW, located in into the role with an advan- exit doesn’t go down well Takapuna is working toward their new dealership in 2018 and continued success. We have a fantastic opportunity for an experienced Service tage. While he’s a numbers with the dealers. Dealers like Manager to drive further and deliver a high level of customer service our man, having started at the consistency.” service department is known for. company in a finance role in It’s an exciting time to be joining this high performing team. 1998, soon moving into the Whilst workshop management is the primary function of this role, further success developing the customer base, care and satisfaction are the key measures of success. You will have a proven track record within the vehicle service industry, preferably within prestige/premium brands and be able to point to recent success in leading a team, growing business and developing Toyota making major dealer a strong customer service culture. With a high level of team, customer and distributor contact, strong communication skills are vital. Sound technical experience, management skills and high computer literacy are essential. structure change? A results focus and commitment to the goals of the wider organisation are critical for success of this role. Continued from page 1 modelled on the Toyota We offer excellent working conditions, ongoing career development Dilks says. Australia system, replacing opportunities, a great team environment, a competitive remuneration Toyota NZ is also in five or six systems in use, package and benefits package unique to the industry. the middle of rolling out to give a more consistent To apply for this job, please visit our job site and enter the job code 23118. a single source dealer customer service experi- Driving your future forward www.simedarby.co.nz/careers management system (DMS) ence around the country.

4 | AUTOTALK MARCH 2017 | www.autotalk.co.nz NEWSTALK

New dealership offers job opportunities

uality staff are being sought out in the area and want to move into a rest, he says. by Armstrong Motor Group for prestige-based brand. Exactly which brand is yet to be Qits new Mercedes-Benz dealer- “Or they could be at one of the decided. ship in South-East Auckland. Auckland city dealerships and be Armstrong Motor Group managing Mercedes-Benz Botany, on sick and tired of commuting into director Rick Armstrong previously Ti Rakau Drive will be the com- the city each day.” told Autotalk he hopes the new dealer- pany’s largest site in Auckland, Spicer says the dealership’s ship will be a catalyst for developing and is expected to open in layout aims to provide the best an automotive hub in the Botany area. early June. customer experience possible, “While a number of dealerships have There are roles available with easy car parking, a comfort- been represented in the Botany and across the spectrum, from sales, Mercedes- able customer lounge and a parts East Tamaki area over the years, it is still Benz Botany finance and administration jobs dealer principal and service area located in the lacking a central automotive hub that to those needed for the service Jeremy Spicer same area. areas such as Greenlane have devel- and parts departments. “We are also set up for the oped,” he says. “We want to attract dynamic, fresh- EV revolution, with lots of different “We are now confident that the Ti thinking people who can give custom- chargers available,” Spicer says. Rakau Drive area will now become that ers an exceptional experience,” dealer Mercedes-Benz will take up two central point. The new development principal Jeremy Spicer says. thirds of the 1.1-hectare site, with a will clearly be the genesis of a new “They might be people that work complementary brand to occupy the vehicle precinct.”

Mercedes-Benz Botany - Recruiting Now

Mercedes-Benz Botany, a stunning brand new Mercedes-Benz dealership will be opening in late May. Mercedes-Benz Botany is strategically positioned to synergize with the rapid growth and development in South and East Auckland. This leading state-of-the-art dealership has been designed from the ground up to set a new benchmark in modern vehicle retailing. Whilst the dealership will be brand new, it will benefit from the leadership and experience of the Armstrong Motor Group – multiple time winners of Mercedes-Benz Dealer of the Year award. With the building nearing completion we are seeking customer focused, dynamic and passionate people to join our team.

We are seeking expressions of interest for the following roles: • Service Manager • New Car Manager • Warranty Advisor • Business (F&I) Manager • Service Advisor • New Vehicle Sales • Diagnostic Technicians • Used Vehicle Sales • Service Technicians • Sales Cadet • Apprentice • Marketing Co-ordinator • Parts Interpreter • Receptionist / Admin Support

To apply, please email your CV and covering letter to [email protected] or for a confidential discussion please contact Jeremy Spicer, General Manager, on 027 700 0077.

Mercedes-Benz Botany 279 Ti Rakau Drive, East Tamaki, Auckland

AUTOTALK MARCH 2017 | www.autotalk.co.nz | 5 NEWSTALK

End to Aussie Holden manufacturing opens up opportunities for NZ

he imminent end of tage of the nimbleness of As part of all of this, we have a new range of more than 20 Holden manufacturing being a national sales com- an ongoing arrangement products between 2015 and Tin Australia has disap- pany with access to the best with Opel to supply vehicles 2020 to replace the older pointed many of the brand’s GM has available.” and parts to Holden.” models. fans. Bringing in models from The company will work “In the past we’ve been When the changes were different parts of the world with Opel for quite a number seen as having big grunty V8 announced, General Mo- means differ- of years, he vehicles that competed very tors Holden New Zealand ent perfor- says. well in Super Cars,” he says. managing director Kristian mance pa- About 30% “That can’t be the way Aquilina was one of them. rameters, with of the new we’re perceived in the future. “I remember in 2013 hop- the Com- Holden fleet is We’ve got more to talk about ing this wouldn’t happen. modore set to sourced from and broaden the appeal of I thought it would be just change and Opel, while the brand.” awful for what it means for the new Astra the rest was He expects most custom- Holden’s brand in this part of replacing the Stu Tervit Steve Grenfell always going ers will give the new vehicles, the world. Cruz. to come from such as the revamped Com- “It’s always sad to lose “I guess that is a refresh- GM’s Asia and US operations, modore, a chance. members of the Holden fam- ing opportunity for the Aquilina says. “There’s going to be some ily. It’s one I have been part brand in New Zealand and “We are still in the middle parts of the Commodore of for a large part of my life.” we’re pretty excited about of a very exciting product sourced from Australia that But on the upside, Aq- what it gives us access to.” renewal and that continues some of our customers uilina says, the move has And he says PSA’s recent to be the case.” would have held as absolute- given the company access purchase of GM’s Opel brand Aquilina says Holden New ly core to what they want. to GM models from other will not affect cars coming in Zealand has been looking at “As a result of not having markets. from Europe. transforming the brand for that vehicle, a small segment “What it offers Holden is “The good news is that some time. of our customer base will some ability to take advan- nothing really changes for us. That includes introducing Continued on page 7

GM Holden managing director Kristian Aquilina with motorsport legend Greg Murphy

6 | AUTOTALK MARCH 2017 | www.autotalk.co.nz PEOPLETALK

The new Holden Commodore

Continued from page 6 can prepare their business dealer says. positives to come from the think more broadly about for the new Holden future.” “It’s also sad to see the changes. their options. “They are right behind it Commodore as we know it “To me personally, the “If they give the new all the way.” go – as a rear-wheel drive changes are going to help Commodore a chance, they Changes being worked V8. To be fair the Commo- the dealers long-term. With will find it’s right up there. through at the moment dore business in new car new technology, if you don’t The Commodore will con- aim to prepare the Holden sales is certainly getting less embrace it you’re going to tinue to be a great vehicle to brand, dealer and distribution and less. Now it’s the Colo- be left behind. drive and offer driving excite- network for the future, which rado and SUVs [that are more “The new Commodore ment.” includes technology, Aquilina popular.” I have seen is going to be The Holden Spark, the re- says. But he says there are bloody exciting.” vamped Barina, the refreshed Trax and the new Astra are all What do the dealers think? important parts of the small Blackwells Holden chief ex- car range, he says. ecutive Steve Grenfell, whose In the large car segment, dealership is in , there are SUVs like the Trail- says the changes occurring in blazer, Equinox and “a few Australia are not likely to affect other tricks up our sleeve New Zealand in a negative further down the track”. way. “People will see us bring “We will still have the eraPower has new product to market that Commodore but it will turn is right up there. There is a up from another country. increased dealership way we are presenting our The replacement for the brand and a way we are Cruz is the Astra. revenue by launching the vehicles.” “From a Holden perspec- Aquilina is confident the tive, things are looking pretty company’s dealer network is good. The market remains % on board. pretty strong. “Holden dealers are very “It’s quite an exciting emotionally attached to stage with so many more, some of the things that new models coming to the traditionally made Holden, market.” Holden. Rosetown Holden manag- “At the same time they ing director Stu Tervit says Contact us to learn how are realistic business people he has mixed feelings about 20 and are tuned into how the the changes a halt to Austral- tinyurl.com/eraPowerNZ industry works. ian manufacturing will bring. 09 478 0370 “They’re thinking how “From my perspective, can they accommodate, as it’s sad for all the workers in a realist, the unprecedented Australia and other industries levels of investment so they affected,” the Te Awamutu

AUTOTALK MARCH 2017 | www.autotalk.co.nz | 7 PEOPLETALK

From small beginnings to enterprising career

red Lewis’ time in the ing out Johnston Motors in the country. “We started the Import- motoring industry has Gisborne’s Gladstone Rd. “When I first started ers Association with John Fspanned more than 50 “Barry Lewis, who is no importing cars from Japan, Nicholls as chairman. He years. relation, agreed to run the I had to send someone over was very good at getting He was one of the first business for us. I went to to buy it in their own name. technical data. He was to see the opportunity that give him a hand recondi- If I bought 50 cars, I had to also very good at dealing importing used cars from tioning cars but Barry was send 50 people. with the Government and Japan could bring. And at popular and the business “The people of Gisborne bureaucracy because he had one stage the Enterprise grew quickly so I ended up were very happy as they got franchises. Motor Group founder had working there on a fulltime a free trip to Japan.” “We need to acknowl- 12 yards throughout the basis,” Lewis says. As the regulations loos- edge his input. If it were not country after establishing “We looked at other mo- ened, Lewis employed up to for John, the new car deal- the company in 1970. tor dealerships outside Gis- eight buyers in Japan to help ers would have put used But his start in the indus- borne and bought property him bring the cars into New imports out of business. The try was as a ministry was really on the panel beater in side of the new car distribu- Gisborne when, tors.” at 22 years old, One major problem that he found a job hit import dealers like Lewis at Ormond Mo- hard was replacing seat tors with owner belts in cars brought in from John Nicholls. Japan. It wasn’t long “We had to change all before Lewis’ the seatbelts, which was entrepreneurial spirit took in Great North Rd, Western Zealand. ridiculous. We found about over and he went out on his Springs.” “I paid $400 a unit. It 0.04% of seatbelts were not own with best mate Gary Lewis steadily built up his made some of them million- working to satisfaction. They Bates. car yards after buying out aires,” Lewis says. made us recall 30,000 sets “I think we started our Bates, with Henry Schmidt Initially, he brought the of seatbelts, which cost me business with capital of £500 acting as his buyer in Auck- cars to his Gisborne home- $2.5 million. It almost broke and we had to put up our land. base but the volume grew me,” Lewis says. tool kits as security as we It was a chance oc- so much that Napier, Tau- “The belts were of a had nothing else. currence at the Ports of ranga, Auckland and Wel- standard. They were good “We were working 80 Auckland in the mid-1980s lington were also eventually enough for the Americans hours a week and had a involving some of the first used. and Japanese, but not for tow truck service on call used Japanese imports The used imports ap- us.” 24 hours a day. We needed brought into the country pealed to buyers for several Another issue that tar- work so were prepared to that changed Lewis’ business reasons, he says. nished the image of import- come out at a moment’s forever. “At that stage there were ers was the unreliability of notice, day or night, to haul “Henry rang me one day more buyers than there were some speedometers which away wrecks. and said he had seen some cars. New Zealand new cars had been wound back. “We lived just above our of these cars come into also had no air-conditioning “When we first went to Disraeli St premises and Auckland. He followed the and no central locking Japan the average was about when a call came in during cars to where they went whereas the Japanese cars 10,000km or 11,000km per the early hours, we would and we bought them off the had all the bells and whis- year. We never even thought just haul our overalls on over guy. We realised there was a tles.” about the speedos being our pyjamas and take off to market there.” Although business was incorrect. where the accident had hap- By 1986 Lewis was im- good, the import industry “Of course when every- pened.” porting 1500 cars a month faced opposition from the one got into it [importing], Then the pair decided to and using some innovative new car dealers so it had to all of a sudden there would expand their interests, buy- methods to get them into act. Continued on page 9

8 | AUTOTALK MARCH 2017 | www.autotalk.co.nz PEOPLETALK

Continued from page 8 amount of capital.” that’s value for money and be 20 cars turning up, all One of the keys to Lewis’ good quality.” having done 20,000km, so success is “treating custom- Outside of the car game, we ended up bringing in ers the way I would like to Lewis loves deep sea fish- fewer and fewer cars.” be treated”. ing off the Ultimate Lady, To combat the problem, “I’ve been in business over his 90-foot custom-built Lewis was the first dealer to 50 years. In that time the Wavepiercer. guarantee mileage by get- business would have sold “It has been used in mov- ting it checked in Japan. over 150,000 cars because ies and has been in Tahiti Despite all the ups and of our philosophy. for the last seven years. The downs, he says his love for “Cheap is not always best. best fish I ever caught was a the car industry is as strong If you go the middle ground, 600kg black marlin.” today as it was when he first you’re getting something Fred Lewis began. “Cars have always been a challenge. You start worry- ing when something is going smoothly. It keeps you on your toes. As long as I can drive and walk I hope to be in it. “I’ve found with car dealers, wherever I go in the world, I can get on with them and talk the same lan- guage. They’re good people to be around.” Lewis, who now has five yards and interests in finance and insurance, says the in- dustry has changed consid- erably since he got involved Lake Taupo Port Calls Tokyo Car 1705 Carrera 1706 Tokyo Car 1708 more than five decades ago. 1707 For instance, many deals Osaka 3 Mar 17 Mar 2 Apr 16 Apr used to be done on a hand- shake but that all changed Nagoya 4 Mar 18 Mar 3 Apr 17 Apr after the 1987 stock market Yokohama 5 Mar 19 Mar 4 Apr 19 Apr crash. Auckland 21 Mar 7 Apr 21 Apr 7 May “After ‘87, people were Wellington 25 Mar 10 Apr 25 Apr 11 May desperate. Their only hope was to get out of the deal. Lyttelton 1 Apr 9 Apr 29Apr 10 May A handshake is not what it Nelson 4 Mar 11 Apr 2 May 11 May used to be.” Deregulation in the 1990s PORT TO DOOR SERVICE INCLUDING: also didn’t do the industry any favours, Lewis says.  MPI Border inspection  NZ Customs clearance “As we can see now, it’s the biggest mistake we ever  Odometer certification  Delivery Nationwide made. Any Tom, Dick or  Digital Photography for  Insurance Harry with $500 can get in and sell cars. prior sales in NZ “Some of them are here today, gone tomorrow. Any dealer should have indem- nity insurance so that if they www.armacup.com go broke, the insurance company pays the cus- tomer. “In the early days you had to have a site okayed by the council and a certain

AUTOTALK MARCH 2017 | www.autotalk.co.nz | 9 NEWSTALK TheULTIMATE RECRUITMENT PACKAGE Get your recruitment advertising into the media that delivers people you won’t have to train

THREE GREAT OPTIONS

List your advert (up to half a page) FOR MAXIMUM IMPACT go on 1 on autotalk.co.nz (with over 2 the front page of our three-weekly 35,000 page views a month). news ALERTS (read by 40,000 • 4 weeks on autotalk.co.nz subscribers each month). Claim attention opportunities page with a panel on 3 of the weekly ALERTS • 4 weeks on bottom of AutoTalk linked to your ad Alert (12 appearances) with link to (up to a half page) your advert on autotalk.co.nz on autotalk.co.nz • Adverts are also listed on dieseltalk.co.nz on 12 weekly alerts. $650 +gst

NEWSTALK

AutoTalk's January 7 managing editor THE halo model next year. looks at the Swift range revised Managing director Nobuya month gone by on after ten years at the Sonada has confirmed today AutoTalk.co.nz the NSX supercar will be

Richard Edwards DIARY top launched here. To celebrate the Suzuki Swift achieving a decade of being New Zealand’s top selling light January 14 January 5 car, the New Zealand distribu- Call for review on Fewer large cars no tor has axed two model vari- ANCAP aligns ants, and dropped the price on taxi regulation barrier to safety says the base model by 5%. The leader of the Act party protocols with Euro AA The entry-level 1.4-litre GL has called for a review of rules NCAP While big cars didn’t dominate model now carries a recom- governing taxi-service style From 2015, the Australasian the ANCAP list for 2014, the mended retail price of $18,990, apps, such as Uber. New Car Assessment Pro- range of small to medium ve- plus on-road costs, for the The technology has hit gramme (ANCAP) will align its hicles with 5-star safety ratings manual version, and $19,990, the headlines in the last week testing protocols with those of continues to grow according plus on-road costs, for the with Police stoping and fin- the European NCAP. to the New Zealand Automo- automatic transmission model. ing Uber drivers for allegedly While the physical crash tests bile Association using their smartphones as are close to identical, analysis “The Mazda3,. the 2014 taxi meters. At times this has of the resulting data is slightly New Zealand Car of the Year, January 8 meant the leaving of passen- different. From now, Euro NCAP along with the , gers on the roadside. results will be released in New Volkswagen Polo and Honda Giant DMS company NZ Hyundai dealers Zealand and Australia without Accord have all been awarded promises faster being reassessed by ANCAP, 5-star safety ratings this year, dig in for rally champ however they will still carry the so the New Zealand fleet is technology ‘down Hyundai WRC works driver ANCAP brand. becoming safer,” says AA under’ Hayden Paddon’s partnership motoring services general The formation of a giant global with Hyundai New Zealand, manager Stella Stocks. DMS company – CDK Global, and its dealer network, has Due to strong growth over the past 12 months one of Inc. – has been welcomed by been strengthened with a deal Auckland’s leading vehicle retailers, Buy Right Cars, is one of the biggest automotive that will support him through softtware providers in Australa- the next twelve rallies in his looking for an experienced buyer to join a sia, TSI. WRC i20 car. STRONG VEHICLE PURCHASING TEAM. “The formation of CDK, along with the operational Economist’s theory autonomy it now has, is espe- on imports misses +gst The Buyer will be responsible for: cially exciting for those of us in the world’s smaller mar- key point – IMVIA • purchasing stock in NZ kets,” says TSI’s group general A think piece issued by eco- • purchasing stock from auctions in Japan nomics firm Infometrics has $395 • pricing trade in’s We need someone manager, Darryn Crothall. been dismissed as ‘completely • analysing the used car market trends and providing who can commit suggestions on purchasing strategy weekdays and half a incorrect’ by the Imported Mo- • analysing reconditioning costs for vehicle types to be day on Saturday and January 13 tor Vehicle Industry Association. incorporated into pricing strategy the role may involve a The claims by economist Accountabilities include: few business trips to Speeding review Benje Patterson, say that fur- Japan each year. ther dropping of tariffs from • Assist in documenting the vehicle testing process requested • Ensure vehicle purchase prices are always the Japanese-Australian vehi- In return, the Police Minister Michael maintained at wholesale market value after cle trade could severely affect taking into account reconditioning/repair costs successful applicant Woodhouse has asked Police the New Zealand market for • Secure vehicle purchasing volumes will be rewarded with to undertake a review of the vehicles. a competitive public messages that under- The successful applicant would have/be: remuneration package pinned the 2014/15 summer • A minimum of 5 years experience as a buyer and a challenging fast road safety campaign. either in Japan or using contacts in NZ paced environment. January 15 • Honest, trustworthy and hardworking The ‘zero tolerance’ campaign has been widely • Ability to analyse and interpret market trends Scrapage rates fall as • Strong interpersonal skills criticised as taking the focus fleet grows • Strong contacts within the NZ dealership market off safe driving. The number of vehicles leaving If this role sounds like a good fit, please email NZ to get Honda New Zealand’s fleet rose this expressions of interest to Qiuchee Wong at year – but is still tracking well [email protected], or call supercar behind the number entering. While Jazz, Civic and CRV may 0274 482 433 if you’d like further information. According to Turner’s mar- lead Honda on volume in New ket report, a total of 138,805 Zealand, the company has vehicles left the market last confirmed it will have some- year, up 4% for all of 2013. 12 | AUTOTALK FEBRUARY 2015 | thing more interesting as a www.autotalk.co.nz Fiat Chrysler NZ boss

Continued on page 13

Quarter page ad in monthly THE WORKS – all of the above 1,2,3 3 PDF and printed magazine – also listed on website for $995+gst autotalk.co.nz for 4 weeks. Live link from the PDF mag and web to your ad on NEWSTALK AutoTalk's January 7 managing editor THE halo model next year. looks at the Swift range revised Managing director Nobuya month gone by on after ten years at the Sonada has confirmed today AutoTalk.co.nz the NSX supercar will be

Richard Edwards DIARY top launched here. To celebrate the Suzuki Swift achieving a decade of being Talk to us today – and get the New Zealand’s top selling light January 14 January 5 car, the New Zealand distribu- Call for review on Fewer large cars no tor has axed two model vari- autotalk.co.nz ANCAP aligns ants, and dropped the price on taxi regulation barrier to safety says the base model by 5%. The leader of the Act party protocols with Euro AA The entry-level 1.4-litre GL has called for a review of rules NCAP While big cars didn’t dominate model now carries a recom- governing taxi-service style From 2015, the Australasian the ANCAP list for 2014, the mended retail price of $18,990, apps, such as Uber. New Car Assessment Pro- range of small to medium ve- plus on-road costs, for the The technology has hit gramme (ANCAP) will align its hicles with 5-star safety ratings manual version, and $19,990, the headlines in the last week testing protocols with those of continues to grow according plus on-road costs, for the with Police stoping and fin- the European NCAP. to the New Zealand Automo- automatic transmission model. ing Uber drivers for allegedly While the physical crash tests bile Association using their smartphones as are close to identical, analysis “The Mazda3,. the 2014 taxi meters. At times this has of the resulting data is slightly New Zealand Car of the Year, January 8 meant the leaving of passen- best deal on staff recruitment different. From now, Euro NCAP along with the Toyota Corolla, gers on the roadside. results will be released in New Volkswagen Polo and Honda Giant DMS company NZ Hyundai dealers Zealand and Australia without Accord have all been awarded promises faster being reassessed by ANCAP, 5-star safety ratings this year, dig in for rally champ however they will still carry the so the New Zealand fleet is technology ‘down Hyundai WRC works driver ANCAP brand. becoming safer,” says AA under’ Hayden Paddon’s partnership motoring services general The formation of a giant global with Hyundai New Zealand, manager Stella Stocks. DMS company – CDK Global, and its dealer network, has Due to strong growth over the past 12 months one of Inc. – has been welcomed by been strengthened with a deal Auckland’s leading vehicle retailers, Buy Right Cars, is one of the biggest automotive that will support him through softtware providers in Australa- the next twelve rallies in his looking for an experienced buyer to join a sia, TSI. WRC i20 car. STRONG VEHICLE PURCHASING TEAM. “The formation of CDK, along with the operational Economist’s theory autonomy it now has, is espe- on imports misses The Buyer will be responsible for: cially exciting for those of us in the world’s smaller mar- key point – IMVIA • purchasing stock in NZ kets,” says TSI’s group general A think piece issued by eco- • purchasing stock from auctions in Japan nomics firm Infometrics has We need someone manager, Darryn Crothall. • pricing trade in’s been dismissed as ‘completely • analysing the used car market trends and providing who can commit incorrect’ by the Imported Mo- suggestions on purchasing strategy weekdays and half a DEBORAH BAXTER • analysing reconditioning costs for vehicle types to be day on Saturday and January 13 tor Vehicle Industry Association. incorporated into pricing strategy the role may involve a The claims by economist Accountabilities include: few business trips to Speeding review Benje Patterson, say that fur- Japan each year. ther dropping of tariffs from • Assist in documenting the vehicle testing process requested • Ensure vehicle purchase prices are always the Japanese-Australian vehi- In return, the Police Minister Michael maintained at wholesale market value after cle trade could severely affect taking into account reconditioning/repair costs successful applicant Woodhouse has asked Police the New Zealand market for • Secure vehicle purchasing volumes will be rewarded with to undertake a review of the vehicles. a competitive public messages that under- The successful applicant would have/be: remuneration package pinned the 2014/15 summer • A minimum of 5 years experience as a buyer and a challenging fast road safety campaign. either in Japan or using contacts in NZ paced environment. January 15 The ‘zero tolerance’ • Honest, trustworthy and hardworking [email protected] campaign has been widely • Ability to analyse and interpret market trends Scrapage rates fall as • Strong interpersonal skills criticised as taking the focus fleet grows • Strong contacts within the NZ dealership market off safe driving. The number of vehicles leaving If this role sounds like a good fit, please email NZ to get Honda New Zealand’s fleet rose this expressions of interest to Qiuchee Wong at supercar year – but is still tracking well +gst [email protected], or call behind the number entering. While Jazz, Civic and CRV may 0274 482 433 if you’d like further information. According to Turner’s mar- lead Honda on volume in New ket report, a total of 138,805 Zealand, the company has vehicles left the market last confirmed it will have some- 027 530 5016 $450 year, up 4% for all of 2013. 12 | AUTOTALK FEBRUARY 2015 | thing more interesting as a www.autotalk.co.nz Fiat Chrysler NZ boss

Continued on page 13

10 | AUTOTALK MARCH 2017 | www.autotalk.co.nz THESE SPECIAL RATES APPLY TO RECRUITMENT ADS ONLY. NEWSTALK TheULTIMATE Container shipping still RECRUITMENT viable: Moana Blue hipping company Moana Blue cause three of its six sites in Japan have about $350.” PACKAGE says it is committed to bringing their own vanning centres. However, it also appeals to some of Svehicles into New Container shipping is particularly the more well-funded importers in big Get your recruitment advertising into the media that delivers people you won’t have to train Zealand via containers, beneficial for dealers in regions like centres like Auckland because they are alongside its roll, on, roll off Tauranga, Napier, Timaru and Dun- in a better position to fund the extend- business. edin, he says. ed transit period, he says. Chief executive Nigel “If you are a dealer in Dunedin and Grindall says there are also obvious THREE GREAT OPTIONS Grindall says due to recent wanted to bring a car in [through roll benefits to the roll on, roll off service, price increases, container on, roll off], it would discharge at Lyt- which makes up about 90% of the vehi- shipping has become less Nigel Grindall tleton, not Dunedin and you have to cle shipping industry. List your advert (up to half a page) available in the industry. pay the inland transport cost. “The benefit of roll on, roll off is it’s FOR MAXIMUM IMPACT go on However, Grindall says Moana Blue “If you take it on a container, it takes fast, but you pay for that speed.” on autotalk.co.nz (with over 1 2 the front page of our three-weekly has been able to keep costs down be- a bit longer but you end up saving 35,000 page views a month). news ALERTS (read by 40,000 • 4 weeks on autotalk.co.nz subscribers each month). Claim attention opportunities page with a panel on 3 of the weekly ALERTS Volt Vehicles takes advantage of EV boom • 4 weeks on bottom of AutoTalk linked to your ad Alert (12 appearances) with link to (up to a half page) avid Lees didn’t have a back- Lees, who primarily imports before deciding they will get one.” on autotalk.co.nz ground in selling cars when he Leafs and Mitsubishi plug-in hybrid elec- Despite the different ways buyers your advert on autotalk.co.nz Dfounded Volt Vehicles three years tric vehicles (PHEV), says there are several approach the process, Lees says he is • Adverts are also listed on ago. reasons why people are making the move passionate about helping people under- “I never thought I to EVs. stand the benefits of EVs. dieseltalk.co.nz on 12 weekly would grow up to be a One of the main reasons people give “In the big picture, I believe it is more alerts. $650 +gst used car salesman, but life for buying an EV is the environmental important that people buy an EV than takes some funny turns,” benefits of reducing the overall carbon they buy one off me.” he says. footprint, Lees says. This includes promotional work with But that relative inexpe- “They firmly believe every car counts Chargenet and the Energy Efficiency and rience hasn’t stopped Lees and they have to be involved.” Conservation Authority.

NEWSTALK meeting every target he’s Volt Vehicles Not far behind, is the cost savings “I see myself as an EV importer and

AutoTalk's January 7 managing editor THE halo model next year. looks at the Swift range revised Managing director Nobuya month gone by on after ten years at the Sonada has confirmed today AutoTalk.co.nz the NSX supercar will be owner David Richard Edwards DIARY top launched here. To celebrate the Suzuki Swift set himself since starting that come from running an EV. promoter.” achieving a decade of being New Zealand’s top selling light January 14 January 5 car, the New Zealand distribu- Call for review on Fewer large cars no tor has axed two model vari- ANCAP aligns ants, and dropped the price on taxi regulation barrier to safety says the base model by 5%. The leader of the Act party protocols with Euro Lees AA The entry-level 1.4-litre GL has called for a review of rules NCAP While big cars didn’t dominate model now carries a recom- governing taxi-service style From 2015, the Australasian the ANCAP list for 2014, the mended retail price of $18,990, apps, such as Uber. New Car Assessment Pro- range of small to medium ve- plus on-road costs, for the The technology has hit gramme (ANCAP) will align its hicles with 5-star safety ratings manual version, and $19,990, the headlines in the last week testing protocols with those of continues to grow according plus on-road costs, for the with Police stoping and fin- the electric vehicle (EV) sales business. “I know a driving instructor who was As for the future, Lees believes tech- the European NCAP. to the New Zealand Automo- automatic transmission model. ing Uber drivers for allegedly While the physical crash tests bile Association using their smartphones as are close to identical, analysis “The Mazda3,. the 2014 taxi meters. At times this has of the resulting data is slightly New Zealand Car of the Year, January 8 meant the leaving of passen- different. From now, Euro NCAP along with the Toyota Corolla, gers on the roadside. results will be released in New Volkswagen Polo and Honda Giant DMS company NZ Hyundai dealers Zealand and Australia without Accord have all been awarded promises faster being reassessed by ANCAP, 5-star safety ratings this year, dig in for rally champ however they will still carry the so the New Zealand fleet is technology ‘down Hyundai WRC works driver ANCAP brand. becoming safer,” says AA under’ Hayden Paddon’s partnership motoring services general The formation of a giant global with Hyundai New Zealand, That success is in part driven by the spending $125 a week on petrol. Now he nology is moving at such a rapid pace manager Stella Stocks. DMS company – CDK Global, and its dealer network, has Due to strong growth over the past 12 months one of Inc. – has been welcomed by been strengthened with a deal Auckland’s leading vehicle retailers, Buy Right Cars, is one of the biggest automotive that will support him through softtware providers in Australa- the next twelve rallies in his looking for an experienced buyer to join a sia, TSI. WRC i20 car. STRONG VEHICLE PURCHASING TEAM. “The formation of CDK, along with the operational Economist’s theory autonomy it now has, is espe- on imports misses +gst The Buyer will be responsible for: cially exciting for those of us in the world’s smaller mar- key point – IMVIA • purchasing stock in NZ kets,” says TSI’s group general A think piece issued by eco- • purchasing stock from auctions in Japan nomics firm Infometrics has increasing number of EVs on the market, spends about $80 a month on power,” that EV’s uptake will surge in the coming $395 • pricing trade in’s We need someone manager, Darryn Crothall. been dismissed as ‘completely • analysing the used car market trends and providing who can commit suggestions on purchasing strategy weekdays and half a incorrect’ by the Imported Mo- • analysing reconditioning costs for vehicle types to be day on Saturday and January 13 tor Vehicle Industry Association. incorporated into pricing strategy the role may involve a The claims by economist Accountabilities include: few business trips to Speeding review Benje Patterson, say that fur- Japan each year. ther dropping of tariffs from • Assist in documenting the vehicle testing process requested • Ensure vehicle purchase prices are always the Japanese-Australian vehi- In return, the Police Minister Michael maintained at wholesale market value after cle trade could severely affect taking into account reconditioning/repair costs successful applicant Woodhouse has asked Police the New Zealand market for • Secure vehicle purchasing volumes will be rewarded with to undertake a review of the vehicles. a competitive public messages that under- The successful applicant would have/be: remuneration package he says. Lees says. years. pinned the 2014/15 summer • A minimum of 5 years experience as a buyer and a challenging fast road safety campaign. either in Japan or using contacts in NZ paced environment. January 15 • Honest, trustworthy and hardworking The ‘zero tolerance’ campaign has been widely • Ability to analyse and interpret market trends Scrapage rates fall as • Strong interpersonal skills criticised as taking the focus fleet grows • Strong contacts within the NZ dealership market off safe driving. The number of vehicles leaving If this role sounds like a good fit, please email NZ to get Honda New Zealand’s fleet rose this expressions of interest to Qiuchee Wong at year – but is still tracking well [email protected], or call supercar behind the number entering. While Jazz, Civic and CRV may 0274 482 433 if you’d like further information. According to Turner’s mar- lead Honda on volume in New ket report, a total of 138,805 “When I started there were six Nissan Zealand, the company has “In three-and-a-half years the car “By 2030 there will be no petrol cars vehicles left the market last confirmed it will have some- year, up 4% for all of 2013. 12 | AUTOTALK FEBRUARY 2015 | thing more interesting as a www.autotalk.co.nz Fiat Chrysler NZ boss Continued on page 13 Leafs for sale on Trade Me and three would have paid for itself in petrol sav- being manufactured – I’m sure of it. were mine. ings.” “There are about 2000 moving parts in Quarter page ad in monthly THE WORKS – all of the above 1,2,3 “Now there are 250 Leafs for sale, and The demographic of buyers is quite a petrol car and about 20 parts in a Leaf. 3 PDF and printed magazine six are mine.” consistent, with above average educated, “With an electric car there’s very little – also listed on website for $995+gst Lees says going for a drive in an EV older people leading the way, Lees says. that can really go wrong with it.” with a friend convinced him the technol- However, he says the pace autotalk.co.nz for 4 weeks. Live link ogy could provide a business opportunity. at which people tend to make from the PDF mag and web “I couldn’t believe how nice they are to up their minds about buying to your ad on NEWSTALK drive and why there aren’t more of them. an EV tends to go from one AutoTalk's January 7 managing editor THE halo model next year. looks at the Swift range revised Managing director Nobuya month gone by on after ten years at the Sonada has confirmed today AutoTalk.co.nz the NSX supercar will be

Richard Edwards DIARY top launched here. To celebrate the Suzuki Swift achieving a decade of being Talk to us today – and get the “It was one of those light bulb mo- extreme to the other. New Zealand’s top selling light January 14 January 5 car, the New Zealand distribu- Call for review on Fewer large cars no tor has axed two model vari- autotalk.co.nz ANCAP aligns ants, and dropped the price on taxi regulation barrier to safety says the base model by 5%. The leader of the Act party protocols with Euro AA The entry-level 1.4-litre GL has called for a review of rules NCAP While big cars didn’t dominate model now carries a recom- governing taxi-service style From 2015, the Australasian the ANCAP list for 2014, the mended retail price of $18,990, apps, such as Uber. New Car Assessment Pro- range of small to medium ve- plus on-road costs, for the The technology has hit ments. It just sort-of made sense as “The process can be as gramme (ANCAP) will align its hicles with 5-star safety ratings manual version, and $19,990, the headlines in the last week testing protocols with those of continues to grow according plus on-road costs, for the with Police stoping and fin- the European NCAP. to the New Zealand Automo- automatic transmission model. ing Uber drivers for allegedly While the physical crash tests bile Association using their smartphones as are close to identical, analysis “The Mazda3,. the 2014 taxi meters. At times this has of the resulting data is slightly New Zealand Car of the Year, January 8 meant the leaving of passen- best deal on staff recruitment different. From now, Euro NCAP along with the Toyota Corolla, gers on the roadside. results will be released in New Volkswagen Polo and Honda Giant DMS company NZ Hyundai dealers Zealand and Australia without Accord have all been awarded promises faster something with growth potential.” being reassessed by ANCAP, 5-star safety ratings this year, quick as they ring up, want to dig in for rally champ however they will still carry the so the New Zealand fleet is technology ‘down Hyundai WRC works driver ANCAP brand. becoming safer,” says AA under’ Hayden Paddon’s partnership motoring services general The formation of a giant global with Hyundai New Zealand, manager Stella Stocks. DMS company – CDK Global, and its dealer network, has Due to strong growth over the past 12 months one of Inc. – has been welcomed by been strengthened with a deal Auckland’s leading vehicle retailers, Buy Right Cars, is one of the biggest automotive that will support him through softtware providers in Australa- the next twelve rallies in his looking for an experienced buyer to join a sia, TSI. WRC i20 car. STRONG VEHICLE PURCHASING TEAM. “The formation of CDK, Lees runs the business from his home look at a car, drive it and then along with the operational Economist’s theory autonomy it now has, is espe- on imports misses The Buyer will be responsible for: cially exciting for those of us in the world’s smaller mar- key point – IMVIA • purchasing stock in NZ kets,” says TSI’s group general A think piece issued by eco- • purchasing stock from auctions in Japan nomics firm Infometrics has We need someone manager, Darryn Crothall. • pricing trade in’s been dismissed as ‘completely • analysing the used car market trends and providing who can commit incorrect’ by the Imported Mo- suggestions on purchasing strategy weekdays and half a DEBORAH BAXTER • analysing reconditioning costs for vehicle types to be day on Saturday and January 13 tor Vehicle Industry Association. incorporated into pricing strategy in Northcote, using the internet to sell take it away in an hour. the role may involve a The claims by economist Accountabilities include: few business trips to Speeding review Benje Patterson, say that fur- Japan each year. ther dropping of tariffs from • Assist in documenting the vehicle testing process requested • Ensure vehicle purchase prices are always the Japanese-Australian vehi- In return, the Police Minister Michael maintained at wholesale market value after cle trade could severely affect taking into account reconditioning/repair costs successful applicant Woodhouse has asked Police the New Zealand market for • Secure vehicle purchasing volumes will be rewarded with to undertake a review of the vehicles. a competitive public messages that under- The successful applicant would have/be: remuneration package pinned the 2014/15 summer • A minimum of 5 years experience as a buyer and a challenging fast road safety campaign. paced environment. January 15 his EV imports. “On the other hand, it can either in Japan or using contacts in NZ The ‘zero tolerance’ • Honest, trustworthy and hardworking [email protected] campaign has been widely • Ability to analyse and interpret market trends Scrapage rates fall as • Strong interpersonal skills criticised as taking the focus fleet grows • Strong contacts within the NZ dealership market off safe driving. The number of vehicles leaving If this role sounds like a good fit, please email NZ to get Honda New Zealand’s fleet rose this expressions of interest to Qiuchee Wong at supercar year – but is still tracking well +gst [email protected], or call behind the number entering. While Jazz, Civic and CRV may 0274 482 433 if you’d like further information. According to Turner’s mar- lead Honda on volume in New ket report, a total of 138,805 He also has several of them on show be a two to three-month pro- Zealand, the company has vehicles left the market last confirmed it will have some- 027 530 5016 $450 year, up 4% for all of 2013. 12 | AUTOTALK FEBRUARY 2015 | thing more interesting as a www.autotalk.co.nz Fiat Chrysler NZ boss A selection of EVs sold by Volt Vehicles Continued on page 13 at a yard on Auckland’s North Shore. cess, with plenty of questions,

AUTOTALK MARCH 2017 | www.autotalk.co.nz | 11 THESE SPECIAL RATES APPLY TO RECRUITMENT ADS ONLY. PEOPLETALK

Big changes ahead for telematics industry: Schmidt

omTom Telematics be- TS: We want to develop solutions and services can service pack. lieves it can be a leader our business locally in line TomTom Telematics offer The interesting aspect Tin the automotive fleet with what we do in any dealerships to improve their about this is we can bridge telematics industry, not just other countries. We see op- day-to-day management? the different car models. If through vehicle tracking but portunities in terms of how TS: For car dealerships, we you have an OEM that comes as an end-to-end software the countries are don’t have specific out with a connected car out provider. organised in rela- products but we offer of the factory, this telematics Autotalk sat down with tion to urban areas, car fleets services. service will only work with the company’s founder and particularly to help They get all the infor- that brand. That’s not good global managing director commercial drivers mation on mainte- enough if you run a fleet of Thomas Schmidt to talk whenever possible to nance, fuel and what different brands. You want about opportunities and drive around traffic the car did over the to have a telematics service challenges in the Australian jams and increase day. If they want to that covers all the brands and and New Zealand fleets. efficiency. That is go ahead and share different models with one Autotalk: What are the why we feel countries like this data with dealerships, system. company’s plans and goals Australia and New Zealand they can do that. Autotalk: What are the for Australia and New Zea- are a perfect market for our Whilst we don’t have biggest benefits that Big Data land in the short and long products. specific products for deal- can offer the automotive term? Autotalk: What telematics erships, we are currently sector, in particular, dealer- looking at enhancing the ships and managers? telematics platform that TS: The biggest benefit at we have into the overall the end of the day is to help connected car space. That companies save money. If NYK VEHICLE is exciting as all new cars you have the right data at EXPRESS SERVICE coming out of car factories hand you can optimise its within the next five years utilisation in the commercial will have some sort of fleet. In the consumer car connection, which will be world, you can stay in touch Reliable fortnightly essential for driving. with customers 24/7. vehicle logistics In saying that, there are a For example, with dealer- service JAPAN to NZ massive number of cars be- ships, you buy a car then ing built that have no built- you take it in for mainte- in connectivity. We are now nance and after the warran- PORT TO PORT / looking at connecting these ty period is over you don’t cars while working with car see the dealer again. The DOOR TO DOOR manufacturers. benefit for dealers is that by to Auckland, Christchurch, We are piloting this in having a data service that is Wellington, and Nelson the Netherlands for a 2018 connected to a car, they can release - to have an off interact with the customer, the market connected car strengthening customer Full MPI inspection service available, which loyalty. service from Kawasaki, has nothing to do with the For the community, there Osaka, Nagoya and Moji commercial fleet manage- are also benefits in terms of ment side of the business reducing pollution from traf- that we are operating in fic jams, so if you help with

SUN PHOENIX CO.,LTD. + Marine Insurance available currently. reducing congestion that can The goal is to position help society. In the future, For eFFIcIent custoMer Focused servIce ourselves to offer not just when fully automated cars contact fleets, but also consumers hit the road, we will see big NYK and car rental and leasing changes in our cities. Auckland Branch 0800 695 546 Christchurch Branch 0800 695 2424 companies and dealer- With fully autonomous email: [email protected] ships, other services so cars you will not need to they can create their own Continued on page 37

12 | AUTOTALK MARCH 2017 | www.autotalk.co.nz PEOPLETALK

Infiniti boss seeking sustainable growth

nfiniti has officially so it made sense to have deal- launched into the New erships in those locations, but IZealand market with three it will place future dealerships vehicles, and more are set where there is population and to follow as the luxury brand market growth, most likely in Motor Vehicle Insurance seeks sustainable growth. the Bay of Plenty region. Infiniti Asia and Oceania “Data will tell us where managing director Hironori there are the market and (Hiro) Fujita told Autotalk that population growth and the Japanese luxury brand has where we may best place been on a growth path for the new dealerships, rather than last 24 months, and wants that focus on previous traditional to continue by expanding into market sites,” says Fujita. new markets and geographi- Globally, in 2016 Infiniti cal territories. sold 230,000 vehicles, a 7% Peace of “New Zealand is a increase over the last promising market re- year, and it saw an 18% garding the economy increase in sales in Asia mind driving and regarding the and Oceania. premium vehicle In Australia, In- landscape, which I finiti enjoyed a 41% believe accounts for increase in 2016 sales TALK TO 10,000 sales a year,” to 800 units, but when Hironori Fujita Fujita says. asked for predicted YOUR CUSTOMERS “From our perspective, it’s volume in New Zealand, Fujita a good time to launch the was not prepared to give a TODAY ABOUT brand here, and we have a number, though he felt the very strong business partner in QX70 SUV would likely take Global Motors,” he says. the greatest number of sales. According to Fujita, In- “We think the marketplace Free Accidental Death Benefit finiti targets premium buy- will accept the cars, and Optional AA Roadside Assistance ers known as “progressive we want to sell as many as challengers,” who love bold we can, but we are not yet design and driver-centric per- prepared to put a number on formance cars. He says such it,” he says. brand values resonate with the “We’ll have a better un- target market. derstanding in the next 12 Three cars from the luxury months.” arm of the Renault-Nissan Al- He says the brand-new liance are now available from Auckland showroom under Infiniti Centres in Auckland development at 500 Great and Christchurch, the Q50 South Road, Greenlane, will 0800 674 678 sedan, the QX70, and QX80 be the second or third store to www.mainstreaminsurance.co.nz SUV models. open in the region under the For the moment, the Infiniti new i-Ready Infiniti corporate brand in Auckland will share identity. showroom space with alliance The all-new three-level sibling Renault at 492 Great facility will become the ‘hero’ South Road, while builders store for Infiniti, and it will of- work on a brand-new three- fer a different level of service level facility next door. for owners, including a quiet According to Infiniti New workspace on the first floor Zealand, Auckland accounts with meeting rooms for their for 58.5% of luxury car sales use while their vehicles are and Christchurch takes 14%, maintained in the workshop.

AUTOTALK MARCH 2017 | www.autotalk.co.nz | 13 NEWSTALK

Craig Pomare

MTA celebrates 100 years

Neil and Paul Phillips’ New Plymouth dealership W.R Phillips has been a member of the MTA for more than 35 years – Photo courtesy of MTA

he Motor Trade As- “We have always placed products and services. Ac- years of intense govern- sociation (MTA) has a lot of importance on long- cess to legal advice is also ment regulation.” Treached a huge term relationships with both another great service. Developing a belief in milestone with its centenary customers and business “Being associated with training early on put the celebrations about to get partners, and to conduct all a strong and well-known association on a strong underway. business professionally and brand like the MTA helps footing, when it started up One dealership which has ethically. build credibility.” the Motor Industry Training appreciated the MTA’s work “This was a founding MTA chief executive Craig Scheme. for a long period of time principle of my grandfa- Pomare says the organisa- That was followed in is W.R. Phillips Ltd, in New ther, WR, and remains a tion has come a long way the 1930s by the A Grade Plymouth, which stocks the cornerstone as we progress since it was formed in 1917. Mechanic and A Grade Ga- Mitsubishi and Volkswagen through the fourth genera- “Over that time MTA has rage Schemes to promote brands. tion. The MTA has similar focused largely on devel- industry standards and im- Co-owner Paul Phillips principles.” oping professionalism to prove customer satisfaction, says the dealership, which Along with sharing ensure vehicle safety and Pomare says. is 71 years old, has been an similar values, the MTA also customer satisfaction. It also developed a road MTA member for at least 35 provides practical day-to- “We also unashamedly code, long before the gov- years, since he started at the day help for the dealership. fought to protect the busi- ernment adopted a code. business. “MTA has developed nesses of members through Today, MTA continues Reasons for maintaining good partner programmes many difficult eras, par- to provide support to that membership are simple, to give us access to greater ticularly following the two members to improve their Phillips says. buying power on everyday World Wars and the many Continued on page 15 “The best car I’ve ever driven”

nd Bob McMillan should know. driven almost every type of car that sign up to receive After more than 30 years as matters in the world. your free edition of Athe head of the largest BMW Now he’s given the accolade of EVtalk visit evtalk. dealership in NZ, and some 18 years “best car I’ve ever driven” to … co.nz/subscribe-to- before that as dealer principal of Mc- Find out what Bob is talking about evtalk/ Millan Ford in Greenlane, McMillan has by reading EVtalk, out March 10. To

14 | AUTOTALK MARCH 2017 | www.autotalk.co.nz NEWSTALK

Continued from page 14 spection, while famous Kiwi business and technical cars, including the Trekka skills, and be their voice at and Chris Amon’s Maserati, government level, Pomare will be in Shed 6. says. Speakers include the “Over the decades we head of Rinspeed, Frank M have fought against policies Rinderknecht, and his Kiwi we thought would harm designer Alain Brideson. our members’ interests, The public will be able but have also helped them to take an electric car for a adapt when change was test drive with the Better NZ needed.” Trust. One of the MTA’s longest running advocacy pro- The Rinspeed Budhii will be on display at the MTA100 event in Wellington grammes has been around the warrant of fitness regime. “We helped set up the first Warrant of Fitness scheme in 1937, and fought for and against changes in The New Zealand ’s software provider of choice the ensuing decades. MTA continues to push for vehi- cle safety through regular safety checks, and for these to be carried out by quali- fied people,” Pomare says. MTA also works closely 35 Years with government agencies 3,000 Clients and the wider sector on 10,000 Users can’t be wrong! industry issues ranging from Automotive & Industry IT skill shortages to the safe repair and maintenance of electric vehicles, along with ADP Autoline: The world’s most popular Dealer and Distributor supporting members to act Management System from the world’s largest provider. ethically and professionally. AUTOMOTIVE MANAGEMENT IT

Centenary celebrations As part of its centenary NZ’s most installed and fastest growing Dealer and Fleet Management celebrations, the organisa- System with over 400 installations. tion is holding the MTA100 DEALER MANAGEMENT IT event in Wellington at TSB Arena from April 28–30. Highlights include the NZ’s acclaimed Workshop Management System runs 50% of world-renowned Rinspeed independent motor industry service and repair businesses. concept car, which will be AUTOMOTIVE SERVICE IT on display — the first time one has been brought to Australasia. TSI Group’s own computer hosting and cloud services division, and NZ’s The electric, autonomous largest automotive industry specialist IT services company. Rinspeed Budii has featured TOTAL BUSINESS IT at the Geneva Motor Show, the Shanghai Motor Show proudly exports Kiwi know-how and expertise to the world with clients in 24 countries. and CES Las Vegas, and is one of the world’s most technologically advanced cars. The organisation is also lining up more than 100 classic cars, supercars, mus- Contact: Paul Wilkinson [email protected] 09 5832482 0274475513 cle cars and rare cars for in-

AUTOTALK MARCH 2017 | www.autotalk.co.nz | 15 NEWSTALK

Strong results for listed automotive firms

t is results season again, December 2016. commercial, and Mazda with future of its motor vehicle and for most compa- That is up 8.9% on the its SUV models including the lending business. Inies in the New Zealand previous year’s result. Its CX-3, CX-5, and the new “Heartland remains automotive trade, the news net profit after tax is down CX-9 benefited from these optimistic about contin- is good. 5.2% to $10.54 million, from trends. ued growth in the motor Here is our round-up $11.12 million during the Its Southpac Trucks vehicle loan book, with its of the half-year results for previous period last year. business has also increased comparatively lower cost of stock exchange listed auto- Overall operating rev- market share, despite the funds continuing to provide motive companies: enue was just over $438 extra-heavy truck market an advantage over non-bank million — almost on par declining in both 2015 and competitors in the motor with the previous year’s 2016. vehicle finance market.” result. The report says the Colonial, which stocks company’s outlook for the Trade Me Colonial Motor Company the Ford and Mazda brands, immediate future is positive, is reporting mixed results for says market growth fa- with the new vehicle market the half year to December, voured light commercials continuing to grow, and but confirmed a record after and SUVs ahead of tradition- strong forward orders for Trade Me recorded a tax trading profit of $10.27 al sedans and hatchbacks. heavy trucks. $46.1 million net profit after million for the six months to Ford, with the Ranger light tax according to its half Heartland Bank yearly results, which is 19.6% up on the same time last Dealer Information Notice year. Dealer Information Notice Chief executive Jon Mac- donald says Trade Me also MTA MEMBERSHIP INFORMATION Major automotive delivered record revenue of Cost Interests lender Heartland Bank’s $114.9m in the first half of National Subscription of motor vehicle dealers a priority profits are up 14% to $29.1 the 2017 financial year, up $700 Excl GST & Branch fee Yes No million for the half year 8.8% on the corresponding  ending December. period the year before. Brand Year Capacity The company’s motor Trade Me Motors was Strong & nationally recognised Since 1917 4000 members vehicle loans — through a strong performer after MTA is NZ’s largest dealer representative group: Franchise its subsidiary, Marac reporting a revenue increase dealers, used dealers, motorcycle dealers, and truck dealers Finance — rose by $27.1 of 7.5% year-on-year. million. That’s a 4% in- “We’ve focused on our Market analysis - regular, Mediation Yes No crease, taking the total to business customers with accurate and detailed $794.5 million. premium revenue from Advocacy - pushing the causes HR Advice Yes No Overall its loan book our suite of products for for your industry grew 7.1 per cent, to $3.33 dealers increasing by 28.1% Benefits - save money with billion. over the past year, and MTA stationery Yes No  key business partners Higher levels of early we’ve also upgraded our IT Advice Business Range of Need a mentor repayments for motor DealerBase vehicle man- Yes No Managers newsletters Yes No vehicle loans also helped agement site,” MacDonald push its net interest mar- says. Industry Specialist training Business Advice gin down to 4.44%, com- In other parts of its busi- Yes No research Yes No  pared with 4.52% in June. ness, Trade Me Jobs saw a FURTHER INFORMATION ABOUT MTA However, there were also 23.3% rise in revenue year- Website Events / get Free phone slightly higher write-offs on-year, while property was in the motor vehicle loan more subdued with a 4.8% www.mta.org.nz togethers Yes No book, which sits at 0.7%. increase. CONTACT US In its report to the Tony Everett 04 381 8827 NZX, the company re- mains positive about the Continued on page 17

16 | AUTOTALK MARCH 2017 | www.autotalk.co.nz NEWSTALK

Continued from page 16 once finalised, will most Bapcor previous year. Automotive Holdings likely lead to industry wide Bapcor chief executive Group changes to the revenue mix Darryl Abotomey says he is and cost base at dealer- pleased with the results. ship groups, and the relative “The financial and stra- shares of vehicle sales tegic outcomes for the first margins, finance and insur- Bapcor’s takeover of Hel- half of Financial Year 2017 Automotive Holdings ance sales, aftermarket and laby Holdings which include are very pleasing, and reflect Group (AHG) recorded an vehicle servicing,” McCo- the Brakes and Transmisson the dedication of the Bapcor 11% drop in half-yearly nnell adds. brands, hasn’t put a dent in team.” operating net profit after tax “We expect these chang- its profitability. And he says that the as the Western Australian es to commence across the Its net profit after tax for company’s retail and whole- market continues its slump. industry after the current the six months to December sale divisions have contrib- That equates to A$43.9 financial year with an ex- is A$25.3 million (NZ$27.1 uted to the profitability, both million (NZ$46.89 million) tended transition period.” million) — up 30% on the securing strong results. for the six months to De- cember 2016. However, in contrast the east coast of Australia and New Zealand have been the stand-outs for car sales. In Auckland it owns the John Andrew and North Harbour Ford and Mazda operations, Manukau Nissan and Davie Holden. AHG managing director John McConnell says the automotive division has seen strong broad-based growth across its diversified portfo- lio of brands and locations, which allowed it to mitigate TO the downturn in the WA UK NZ economy. AS EASY AS AHG reports strong automotive revenue and earnings growth in NSW and New Zealand, and above budget results in Queens- 1-2-3 Need to get your vehicle shipped to New Zealand from the UK? land and Victoria. Auto earnings improved That’s not problem at all with McCullough at your side with our easy 10.4% to A$78.5 million 1-2-3 step, streamlined shipping process. You tell us what you (NZ$83 million) before tax want. We’ll have it picked up, packed, shipped (handling all relevant and interest on an 11.8% documentation) and delivered to your door. Fast and efficient rise in sales to A$2.53 bil- lion (NZ$2.7 billion). AHG expects the auto- motive division to continue // Full shipping and logistics packages to deliver a strong perfor- available including: mance, with further expan- - 20% VAT refunds available sion of the easyauto123 - UK internal logistics warehouse model. - Total ocean freight - Full NZ clearance & delivery The company has issued - Marine insurance cover concern over a crackdown // Access to sourcing agents & suppliers on finance and insurance // Foreign currency and transaction facilitation commissions by Australian services available Talk to us today authorities. // Advise on NZTA approval & compliance “The current ASIC and MATT MCCULLOUGH // Proven systems to ensure quality & service ACCC reviews of finance [email protected] // Experienced in the UK market +64 9 303 0075 | +64 274 400 734 and insurance commissions,

AUTOTALK MARCH 2017 | www.autotalk.co.nz | 17 INDUSTRYTALK Crawford’s Case brought to you by By David Crawford, CEO of the CRAWFORD’S CASE Motor Industry Association of NZ (Inc). By David Crawford, CEO of the Motor Industry Association of NZ (Inc). MARAC, a division of Heartland Bank Limited. Genuine is best

ost of us can’t live for with your ever-increasing repairers several times, and another vehicle that has without insurance cost of insurance premiums. answered some phone calls. been written off, how do you Mon our expensive It came as some surprise I was no clearer on what know the parts have retained items. Sadly, with each to the new-vehicle sector they meant. their structural integrity? renewal it seems the cost of when IAG recently sent an I emailed IAG and re- Worse still, if the parts are insurance is going up — just email out to all the compa- quested contact to discuss sourced from used imported ask home owners post the nies it has on its repairer list the email. What’s up, I asked? vehicles, those parts might Christchurch earthquakes. not be designed and ap- And it seems it is not only proved for our market. home insurance premiums Our view is unequivocal. that are on the rise, insuring Damaged parts should be your vehicle is getting cost- replaced with new parts. lier each year. This is the safest way to There are many things ensure the parts are de- that go into the risk calcula- signed and approved for our tion and the resulting pre- market, and that the parts mium charged by insurance are safe and sound. Genuine companies. For vehicles, it is is best, new is best. the cost of parts more than Within a few days of labour that is driving (sorry the email missive in New couldn’t resist the pun) up Zealand, IAG Australia is- the costs of repairs. sued a statement in Aus- There are more cars on tralia promoting genuine is our roads and, it seems, best. It seems for Australia it more crashes. Cars have wants genuine parts sourced more parts in them, especial- from franchised dealers, ly those fitted with modern clarifying what its expecta- Can you explain what you but in New Zealand it wants safety assist technology. tions are on provision of mean by recycled parts? recycled. Is this another When a car is involved replacement parts. Its email Have you sold your soul to Australian underarm bowling in a crash, the important missive made it clear that for aftermarket parts suppliers? incident? response from an MIA per- vehicles older than two years I was a little mollified It is interesting that IAG spective is that the customer it expects replacement parts when it explained what was committed its views to print. has their car repaired and not to be new, but ‘recycled’. meant by recycled parts. But It controls about 60% of returned to them while I was in a meeting when only a little, its response did the market. I would not be ensuring the repairs meet the the email started to bounce not sufficiently sooth our surprised if other insurers standards the vehicle was around in response to IAG’s anxiety. counter by offering policies designed and built to. advice. By the time I got By recycled, my under- that guarantee new parts for If your car policy states back to my office some 90 standing is that IAG wants to repairs should the vehicle be your vehicle will be repaired minutes later I had a long list see fewer brand-new parts in involved in a crash. I know to the standard and condi- of emails essentially ask- the repair mix and a greater which policy I would prefer. tion it was prior to the crash, ing what the (use whatever proportion of parts taken Safety should always come then that is what you would expletive you prefer here) is from a same-age vehicle. first. expect to be the outcome. going on. This is well and good, but if The MIA urges IAG to After all, that is what you pay I read IAG’s instructions to the parts are sourced from rethink its policy. Drive away with finance from MARAC Provided by Heartland Bank Limited marac.co.nz MARAC is a division of Heartland Bank Limited. Lending criteria, fees and charges apply. heartland.co.nz

18 | AUTOTALK MARCH 2017 | www.autotalk.co.nz INDUSTRYTALK

Proudly sponsored by

SHAW THING & By Gordon Shaw – chief executive officer – Vehicle Inspection NZ

Why are New Zealand drivers so bad on the open road? That’s a rhetorical question.

ike many of us during road conditions (for exam- 2015 road toll police, prepares a road polic- the January-February ple, slow down if the road Road deaths 319 ing programme in accord- Lholiday period I ventured is winding, bumpy, narrow, Fatal crashes 291 ance with the Land Transport out on to the highways and wet or icy) As you can see in 2016 we Management Act 2003. byways of our great country • your speed is safe for the had less fewer fatal crashes The programme sets out during January & February, weather conditions (for (-5) but more fatalities (+9). the road policing activities to and like most of you I ob- example, slow down if it is When I drilled down into be delivered by NZ the police served so much poor driving. raining, windy or foggy) the monthly road crash sta- which the National Land While I do not purport to The code also tells us says: tistics update for December Transport Fund (NLTF) invests be a Sterling Moss or Hayden 2016 there are some interest- in for the three-year period. Paddon, I have had a clean Slow drivers ing trends. The 2015–18 road policing sheet for many years. If you are travelling slower • Thirty-one people died programme includes a work The most frustrating than the speed limit and there on New Zealand roads in programme comprising the thing that I observed in on are vehicles following you, December last year. following high priority activi- my travels in both the North you must: • During that month, De- ties (summarised): and South Islands was slow • keep as close to the left cember 14 of the deaths • Speed: which includes the driving on the open road and side of the road as possible were car or van drivers, use of automated cam- poor driving on passing lanes. • pull over as soon as it is eight were car or van eras, hand-held cameras, By the way, if like me you safe to let following vehi- passengers, five were enforcement demerits and have held your licence for cles pass. motorcyclists, three were driving to the conditions. many years, but when was • Don’t speed up on straight pedestrians and one was a • High-risk behaviour: ad- the last time you had a look stretches of road to prevent truck driver. dresses dangerous and at the NZ road code? https:// following vehicles from • Twenty-two of the 31 reckless driving, fleeing www.nzta.govt.nz/resources/ passing you. deaths were in open road drivers and intersection roadcode/ So like me you will be asking crashes. Sixteen were in and centre line offences. It So let’s have a look at see why do other drivers do this? single vehicle crashes in also focuses on high-risk what the road code states Is it poor habits? Is it just plain which a driver lost control behaviours in commercial about speed limits. rudeness? Or do these people of the vehicle or ran off the vehicles such as dangerous The code tells us: have no idea? I don’t have the road and six were in head- goods, insecure loads and Excessive speed is one answers but I’m sure that it on collisions. overloading. of the biggest killers on our would happen less if we had • Of the 23 vehicle occu- • Network maintenance and roads. On average, 130 people more on road enforcement. pants who died, 16 were efficiency: this includes die every year in New Zealand In all of my travelling not restrained at the time crash attendance and in speed-related crashes. recently, the highway pa- of the crash. event management, driver You can drive at any speed trol and police were pretty Open road crashes seem licence stop orders, road under or equal to the limit, much invisible with on-road to be over-represented in the user charges and vehicle provided: enforcement apart from the statistics so you would think mass and dimension rules. • your speed is safe for occasional speed camera. we would see more policing So I have to ask, are we the traffic conditions (for At the time of writing, this and enforcement focus on the getting a good return on our example, slow down if you article the MOT website stated: open road. investment? Maybe this is are on a busy road, or if Provisional 2016 road toll Some of you may might something we should address there are pedestrians or Road deaths 328 not be aware that every three with to all the various parties cyclists around) Fatal crashes 286 years the NZ Transport Agen- as we head into election year. • your speed is safe for the And this compares to 2015 cy, in consultation with NZ the

See us first for... Specialists in JEVIC Authorised NZTA Border Pre Shipment Inspection Inspecons Agency 0800 GO VINZ

AUTOTALK MARCH 2017 | www.autotalk.co.nz | 19 MARKETINGTALK

To market, to market ... what should I focus on?

ecently I’ve noticed CRM takes a 360-degree skills, resources and budgets a trend amongst NZ view of customer relation- all constrain us to focus on Rand Australian brands ships and is intended to what we can. Too much and dealer groups of em- encourage repeat pur- emphasis on managing leads bracing new tactics to attract chases. can result in customers marketing automation and and retain customers. 3. Marketing automation: feeling like transactions and remarketing can involve In particular, there’s been Generally refers to soft- ignores the effectiveness of some up-front planning, by a big focus on marketing ware that allows certain CRM as a long-term sales their very nature is they are automation and remarket- marketing actions to be strategy. designed to automate things ing. For those who don’t automated. Most market- Similarly, too much focus that a marketer would strug- spend day-to-day immersed ing automation involves on CRM can result in all your gle to achieve manually. in this world, it can be a little automatically scheduling salespeople spending all of So, does this mean that overwhelming - is it all buz- social media posts and au- their time following up after dealerships should prioritise zwords and a good story or is tomatically triggering email sales and not enough time setting up marketing au- this the future of marketing? tomation and remarketing Additionally, and then over getting their lead man- when everything is “critical” Matt Darby works for AutoPlay, which agement or CRM in check? to your dealership success, specialises in Lead Management Tools. Well… no, not necessarily. how do you make the deci- Contact AutoPlay on 09 361 1505, or email Instead of looking at these [email protected] to find out more. sion on what to prioritise? actions on a continuum First off, some defini- along a timeline, we need to tions… view all of these sales and 1. Lead management: A communication when generating new business. marketing activities as an bit of a catch-all term, customers are most likely Unfortunately, lead man- ever-repeating cycle. lead management is the to be interested in your agement and CRM take sales Each step complements process of tracking and product and/or brand. resource. There is software the rest of the process. If managing sales leads with 4. Remarketing: Remar- any step in this process is the goal of converting keting is about reach- weak or absent altogether, to sales. Lead manage- ing out to customers then your dealership isn’t ment is AutoPlay’s bread who have already making the most of the and butter and can be visited your website opportunities available. summarised as what you and positioning tar- However, from my per- do with leads once you geted adverts in front spective, the most “criti- receive them. of them as they travel cal” part of the process is 2. CRM: Customer rela- around the internet. lead management. tionship management Google remarket- Marketing automation has been popular for a ing is one of the main and remarketing help gen- number of years now and players in this space erate and foster leads so is based around the idea though new options are that they are ready for the that the more you know plentiful - from Face- sales team to follow up on. about your customer’s book through to online If your sales team don’t previous interactions newspapers that are now to make this easier but at doesn’t manage leads well with the customer the moving into this space. the end of the day databases and is losing sales opportuni- more chance you have A dealership consider- need to be managed and ties through bad practices, of meeting their specific ing all four of these angles sales opportunities need to then you are just wasting requirements and creating will undoubtedly be doing be followed up on. your money. long-term relationships. well. However, sometimes On the flip side, although Continued on page 33

20 | AUTOTALK MARCH 2017 | www.autotalk.co.nz MARKETINGTALK

Should you employ a full time digital marketing person?

irst an update on US into account. The following of digital and want to prove 18 and 34) are likely to be President Donald headings attempt to provide their worth by staying in the prime candidates and FTrump’s first 31 days in guidance on whether to synch with those changes. in many cases they’ll be a office. The new administra- appoint a digital marketer or graduate of a tertiary institute tion has initiated a raft of ex- not. How would your dealership such as AUT or UNITEC. Why ecutive orders and appoint- rate in your adherence to a millennial and not a Gen ments with few passing the Where does your dealership business process? X? A millennial might prove test as a job well done. Most sit on the digital marketing A successful dealership more difficult to manage of those freshly appointed to spectrum? that has traversed the highs but they’re more likely to be the executive wing are new- and lows of eco- quicker to adapt to the fast comers to the political stage nomic cycles will pace of digital evolution. and under continuous media Peter Aitken in most cases be a A distinct advantage scrutiny so maybe there’s [email protected] dedicated follower any millennial can bring a need to cut them some or 021-940 318 of driving process to a dealership’s customer interim slack. in all aspects of its handling processes is their The business-orientated operation. Securing preoccupation with short- approach to all matters po- successful digital ening the selling process. litical necessitates a radical Is the dealership an early marketing outcomes de- They tend to be impatient, change in the way domestic digital adopter, lead by a pends on having departmen- but they understand the tra- and international friends dealer DP/manager who has tal teams that are dedicated ditional process often takes and foes work with this a thirst to be ahead of the advocates and adhere strictly far too long from visitation to administration. competition in all areas of to all process requirements. actual delivery of the new or I’m also anticipating digital marketing? If one reflects on the digital used car. Society has evolved that well before the end of If that’s the case, it’s likely marketing revolution this into one that expects con- Trump’s term we will see a an affirming digital market- past decade, it has been the venience in sales and service, significant economic correc- ing culture exists within the advance of consumer digital whether you’re a millennial tion to the current US busi- dealership and any fresh understanding that has in so or a baby boomer. ness honeymoon with this appointee will see merit in many ways proved difficult cycle is almost at its peak. joining such a business and, for dealerships to keep pace Key personal attributes of a We trust the administra- importantly, seek to grow with. Adherence to digital digital marketing candidate tion has the intellectual within what they recognise marketing products and their Key personal attributes horsepower to handle any as a positive environment. supporting processes has differ little for any new deal- downturn. For all of those If a dealership has adopt- enabled dealerships to be ership employee. A positive who reside down under, we ed a follower position - there on a similar page. Without attitude towards customer, sincerely hope so! is nothing wrong with that those processes, a win/win team and dealership needs - it could be more difficult outcome between dealership are high on the list. Does a dealership require to keep any digital market- and customer is much more Strong work ethics, the services of a fulltime ing specialist fully engaged difficult to achieve. coachable, energetic and digital marketer? medium or longer term. demonstrating that they The answer is not a Competent marketers Who could you employ as a can go the extra mile with simple yes or no. A number seek the challenges of the digital marketer? passion are all attributes of of factors have to be taken exponentially evolving field Millennials (aged between exceptional talent.

AUTOTALK MARCH 2017 | www.autotalk.co.nz | 21 ADVANTAGE

MARCH 2017 VFEL compliance in spotlight

he Energy Efficiency and Conser- How to comply Early troubleshooting vation Authority (EECA)’s Vehicle EECA offers an online Fuel Economy “Some common problems have al- TFuel Economy Label (VFEL) aims Label generator, which will provide fuel ready been identified in the most recent to give consumers the fuel efficiency economy data for most vehicles manu- round of surveys,” says IMVIA Technical information they need to choose the factured from 2000 onwards. Manager Malcolm Yorston. right vehicle for them. Registered motor To ensure compliance, a Fuel “Many traders are using the same vehicle traders are required to print la- Economy Label for each vehicle for sale plastic envelope to display both the bels to display on vehicles for sale, and must be displayed — CIN card and the Fuel Economy Label, provide fuel economy information on (a) clearly and prominently; and with the Fuel Economy Label displayed any website offering vehicles for sale. (b) so that its text can be read from a facing the interior of the car. This is not To measure compliance, surveyors reasonable distance; and compliant, as the label must be dis- from research firm Market Pulse (with (c) so that it obviously relates to the played so it can easily be read from the photo ID and a letter of authority) are vehicle, for example, by — outside of the car.” now visiting yards regularly on behalf (i) firmly attaching the label to the Other traders are leaving the label of EECA. vehicle so that it is clearly visible from on a seat in the car, which again is not outside the vehicle; or compliant with EECA standards. To (ii) displaying the label on an infor- ensure compliance, the Fuel Economy mation stand next to the vehicle. Label is best displayed alongside the Health If the Fuel Economy Label is in the CIN, so that both can be read easily car, but not displayed clearly and from outside the car. and Safety prominently as required (e.g. in the “If you have a vehicle but not the right glove box, seat pocket, floor or on the information for the Fuel Economy Label, seat) or cannot be read from outside the vehicle must be clearly labelled as the vehicle, it will be recorded as not not yet ready for sale. If a label is not Are you prepared for displayed. available from the online generator the new Health and Safety (more common for pre-2000 vehicles), framework? a notice stating a label is not available By 2020, the Government aims must be displayed on the vehicle.” to achieve a 25% reduction in workplace injuries. New rules to achieve this goal were introduced on April 4. Are you ready? The IMVIA is here to help, with industry-ready Procedures Kits for workshops, car yards and compliance shops – developed in conjunction with experts HRtoolkit. For more information, contact: Malcolm Yorston, Technical Services Manager on 0800 046 842 or DDI 09 573 3243 Email: [email protected]

Advice and advocacy for the used vehicle industry WHAT DO If you have technical questions, compliance problems, WE DO? consumer complaints, staff issues – we can help! Advice and advocacy for the used vehicle industry

be dramatic changes to the sort of cars that we drive, the way our traffic is con- Vinsen’s View trolled and how our cities are designed. The IMVIA is well involved in the The monthly report from IMVIA chief discussions around all aspects of intel- executive, David Vinsen ligent transport; Kit Wilkerson, our Policy Analyst, has been representing not only the industry but also New Future Shock Zealand in various international forums, working to develop standards and “The great growling engine of change – technology” regulations that will shape the vehicles we drive and the way we use them. When the American futurologist Alvin ing the number of EVs in the fleet to Toffler wrote Future Shock in 1970, he 64,000 by 2021. This is an ambitious Mobility as a Service (MaaS) was not only a visionary in predicting target, considering that in 2015 there MaaS is not really going to come many trends that have since occurred. were fewer than 1000 pure EVs regis- about because of new technology; it He also coined a phrase to describe the tered in the country. To meet the goal is a fundamental change in the way way society would react to and cope we’ll need to double the numbers of people will own and use vehicles for with change. He argued that society EVs sold, year-on-year: from more than personal transport, and will use a mix of would go into “future shock” when the 2000 last year to 4000 this year, and so existing technologies. rate of change became too great for on. But it is possible, and the benefits Think of it as “Uber on steroids”: people to handle. are huge; for the country, and for the people will choose to use a series of dif- He accurately predicted that change individuals and companies who use the ferent modes of transport where buses, would be driven by technology – which EVs. Every EV on our roads means less taxis, trains, ferries and so on all link up. he called “the great growling engine oil-based fuel to be imported, not only When I first heard MaaS being discussed of change” – and nowhere is this more improving the country’s trade figures, at an international conference a year relevant than in our industry. The per- but also helping us achieve our carbon ago, I understood the concept, but felt sonal motor vehicle, and the industry emissions commitments. The IMVIA that it would be years before it happened that supports it, is already starting to is working closely with the relevant in New Zealand. I think I was wrong; it’s undergo radical change, and this is go- government departments on EVs, and going to happen progressively, but more ing to continue and accelerate. I’ve been appointed to represent the quickly than we thought. A business association like the IMVIA industry on the Government’s EV Lead- Already, two Government departments has several roles: to support members ership Group. are working on MaaS projects, with one in their regular trading activities, to So while EVs will mean new tech- small scale project already having been advocate on behalf of the industry to nology, it’s really just a different form trialled; major oil companies are also central and local government, to “keep of motive power. I believe that the working on MaaS initiatives. the doors open for imported vehicles”, industry will adapt to dealing with EVs, I believe that of all the technology- and to identify trends and issues that and the issues that they bring such as driven changes to our transport system, are likely to affect the industry in the charging infrastructure, maintenance MaaS has the potential to have the longer term. and range, and embrace the trading largest effect, soonest. It will likely At the moment, there are changes opportunities at hand. only happen in urban centres, but if it being driven by technology that fall gets the momentum that we believe into all three of these categories: short, Intelligent transport is possible, MaaS will seriously change medium and long term. This is a huge topic, covering eve- the industry as we know it. Technol- rything from connected vehicles and ogy will be the enabler of MaaS, but the Electric vehicles infrastructure through to fully autono- catalyst for people changing the way In the short term, electric vehi- mous (self-driving) cars and trucks. they commute and travel will be urban cles (EVs) are becoming increasingly At this stage, no-one is certain what congestion. important. Last year the Government technologies are going to be deployed. The motor vehicle industry is in for announced its commitment to increas- All we know is that there are going to an exciting time; the “great growling engine of change” is coming our way. PARTNERS AND SPONSORS

Advice and advocacy for the used vehicle industry If you have technical questions, compliance problems, consumer complaints, staff issues – we can help! AUTOTALK MARCH 2017 | www.autotalk.co.nz | 23 F&ITALK

The magic WE ARE NOT THE MARKET LEADERS BY LUCK... $1000 mark gets closer Last year we managed over

ranchise dealers edged vehicle sold on finance, 49% • p• 30,000 claims nearer the magic $1000 on mechanical breakdown Fper retail vehicle sold insurance and 18% on motor • p• 5,000 mobile assessments in earnings from finance and vehicle insurance. insurance sales in January, The exceptions were PPI insurance provider Autosure sales, down to 9% from 11% • p• 170,000 phone calls with reports. last November, and GAP your customers Commissions achieved by insurance sales, down one franchise dealers in Janu- click to 32% from 33% in ary averaged $978 per retail December. vehicle sold – just $22 short Used dealers followed the of $1000. It is expected the same pattern with increases If customer satisfaction and $1000 ‘barrier’ will be passed in finance sales (averaging retention is important to you in the next few months. 42%), mechanical break- Used import dealers, down insurance (53%) and CALL US TODAY! however, moved up to aver- motor vehicle insurance age $1263 per retail vehicle (33%). sold – in a great start to the The exceptions to this year. step-up were, as with fran- Both franchised and used chised dealers, a fall in PPI dealers commission earnings sales from 13% in December have been edging up for the to 12% in January, and in last three months. GAP insurance sales down Franchise dealers hit a couple of clicks to 29% new highs in January with in December from 31% in 44% penetration per retail December.

Franchise November December January Finance 41% 43% 44% MBI 48% 48% 49% PPI 11% 10% 9% GAP 31% 33% 32% MVI 14% 16% 18% Used/ Import November December January Finance 40% 41% 42% MBI 49% 51% 53% PPI 11% 13% 12% GAP 29% 31% 29% “Providing confidence for the road ahead MVI 32% 32% 33% for over 25 years.” November December January Franchise $952 $963 $978 www.autosure.co.nz / 0800 267 873 Used/Import $1,234 $1,258 $1,263

24 | AUTOTALK MARCH 2017 | www.autotalk.co.nz Autosure Agents New Zealand Anywhere!

12 A

Anywhere! New Zealand 12A 12 A

New Zealand Anywhere! Autosure Agents 12 A

Anywhere! A New Zealand 12 12A

12 A

a share of A worth12 win$33,000 of travel 11x 11x 11x $1,000 $1,000 $1,000 FEBRUARY MARCH APRIL 2017 2017 2017

Sell Autosure Insurance and you’ll be in to win!

PLUS! Customer Prize Draw $10,000 winworth of travel

Conditions apply F&ITALK

Learn how to listen in the business manager’s office

n my last article I spoke After all, they’ve just been about the importance of “sold to” over a (long) period Iplanning and how vital it is of time by the salesperson to prepare to win. The battle and they’ve been introduced is won or lost before the to the business manager as fight begins. the person who’s going to In this article I want to “receipt their deposit and talk about the importance of complete the paperwork” - listening and knowing how then they’ll be off doing what to listen. they want to do most, driving Highly skilled business their new car. managers are disciplined in Granted, in cases where their approach, with a struc- a customer needs finance tured finance and insurance to complete the purchase offering. They learn as much it’s different, but the pro- as they fessional can about business their cus- By Steve Owens manager will tomer and of Provident treat those plan their Insurance custom- approach ers with the based same respect, on that listening to knowledge. their needs and structur- Engaging in early con- ing their approach to meet versation, talking about the them. customer and their needs So, you can use listening and structuring an offering skills more effectively in the around those needs helps F&I office in two areas: build trust and the relation- i) When overcoming cus- ship with the customer. tomer objections, some Compare vehicle sales to business managers will finance and insurance sales. re-state the features and Salespeople are generally benefits of their prod- employed because they ucts to help satisfy their know how to sell and are customer concerns. The skilled in how and when to problem with this is it often commit customers to mak- gives the customer time ing a buying decision. to think of other reasons The sales approach is a to object once you stop little different with business talking. The really great managers because finance news with adopting this and insurance are intangible approach is that while, products. They’re not some- effectively, they’re busy thing customers can crea- telling you why they need tively visualise or get excited your products, they have about, unlike the look, feel, less time to come up with smell and experience of buy- additional objections. ing a new car. Listening is a great way In the business manager’s to develop your F&I sales office, customers are gener- success. ally more intent on being heard, than being sold to.

26 | AUTOTALK MARCH 2017 | www.autotalk.co.nz FINANCE & INSURANCE FAT

MARCH 2017 NZ dealers uneasy at action over F&I in Aussie

Z dealerships have ASIC deputy chairman Now another heavy- diversion of revenue from been looking with Peter Kell said at the time: weight government body, the dealer network to the Nsome trepidation “There are serious problems The Australian Competition insurers”. towards Australia, where the in this market that need to and Consumer Commis- Stratton Finance chief sale of F&I insurance prod- be immediately and com- sion (ACCC), is set to deny, executive Rob Chaloner ucts has come under attack prehensively addressed by in its latest draft decision, backed the ACCC’s stance to from the Australian Securities insurers. 16 insurance companies the oppose a 20% cap on com- and Investment Commission “ASIC will be undertak- ability to place a 20% cap missions paid to car dealers (ASIC). ing further work, including on commissions paid to car who sell add-on insurance In Australia, income from potential dealers who products, arguing that a the sale of finance and insur- enforcement sell their add- commission cap will lessen ance products keeps many action, to en- on insurance competition and ultimately major dealerships afloat. sure that this products. harm consumers. NZ dealerships are not market deliv- The ACCC “Removal of competition quite as dependent on ers acceptable determination has always resulted in a bad F&I sales as their Austral- outcomes has declared outcome for the consumer,” David Blackhall Rob Chaloner ian counterparts, but any for consum- that capping Chaloner argues. lessening of finance and ers. We will also be looking of commissions serves the “In this case, the com- insurance income is cause at how insurers can refund best interests of the insur- petitive nature of provision of for concern. consumers who have been ance companies, rather than insurance products to deal- Fortunately F&I practices sold inappropriate products,” car dealerships, and provided ers means if commissions on this side of the Tasman says Kell. minimal benefit to consumers. are the same industry-wide, are better than in Australia, For the three year period The news came as a insurers won’t compete for where ASIC maintained last reviewed by ASIC it found welcome surprise to the business and premiums will September that consumers that consumers obtained dealership sector group the rise. This means higher costs were being sold expensive, little financial benefit from Australian Automotive Dealer hitting consumers’ wallets. poor value products; products buying add-on insurance, Association (AADA). “If commissions are that provide consumers very with consumers paying $1.6 “AADA welcomes the capped at 20%, premiums little to no benefit; in a sales billion in premiums and re- ACCC’s draft to disallow the will rise to bolster the deal- environment with pressure ceiving only $144 million in proposal from the insurance ers’ income to make it viable. selling, very high commissions successful insurance claims cartel,” AADA chief executive There is no way around it, and conflicts of interest. – representing a very low David Blackhall told Auto- the consumer would suffer. ASIC put insurers on claims payout of 9%. talk. Markets need to find their notice to address serious “For some major add-on “Slashing dealer com- own level and free competi- failures in the sale of add- products, the benefit to con- missions is not a panacea tion does that.” on insurance through car sumers was even lower, with for the solution of issues Chaloner also contends dealers. consumer credit insurance around the sale of these that several add-on insur- These products are sold to claims payouts representing just products. The products ance products are in fact consumers, ASIC said, when five cents for each dollar of pre- need redesign. That is the highly valuable to customers, they purchase a new or used mium,” says the ASIC report. province of the insurers.” contrary to the ASIC report. car, and cover risks relating It also found that car When asked how the On page 29 you can read to the car itself or relating to dealers earned $602 million resolution favours dealer- what trans-Tasman finance the loan that the consumer in commissions – over four ships, Blackhall says: “The executive, Dave Cowan rec- takes out to purchase the times more than consum- ACCC draft ruling recognises ommends that NZ dealers do car. Examples include con- ers received in claims, with that the 20% proposal from to comply with F&I changes sumer credit insurance and commissions paid to car the insurance cartel would that have already reached tyre and rim insurance. dealers as high as 79%. be nothing more than a these shores.

AUTOTALK MARCH 2017 | www.autotalk.co.nz | 27 F&I FEATURE

Document processes to prove compliance with law

ver the last decade read: “Want a BMW? No five individual brokers they decide to trade up to the Australian Se- disposable income? No involved. a newer vehicle. Ocurities and Invest- problem — have a loan • Individuals have been In terms of compliance, ment Commission (ASIC) anyway” banned due to conduct necessity has driven Aus- has progressively increased • Tyre and Rim Insurance in which customers have tralian dealerships to put the regulation and attention received fines totalling been misled on the inter- in place well documented focused on F&I sold through over $15 million across 15 est rates applied to loans, processes covering F&I sales car dealerships. entities. were not provided copies which are often missing Initially regulation • Esanda was ordered to of finance contracts, were here in NZ. focused on conduct and compensate more than 70 grossly oversold financed That being said, one of the disclosure, and it has now customers totalling over insurance products, and in big lessons out of Australia, progressed through to $1.38 million due to unfair some cases were sold poli- regardless of the size of the licensing of some activities conduct of a broker. Vul- cies where there is not the dealership, is that having and implementing concrete nerable clients with poor ability to process a claim documented processes is no steps to limit profits and credit histories were led due to ineligibility. indication of whether they commissions earned from to believe they would be • The permanent ban of are being followed. It was selling F&I products. approved if their applica- two business managers not uncommon for an Aus- This resulted in some tions included a guarantor. for falsifying payslips and sie dealer principal to only notable enforcement action The finance contracts were inflating assets to obtain become aware of a major including: then processed by the approvals for nine custom- problem when the regulators • BMW Australia Finance business managers’ solely ers. became involved. Ltd received a $77 million in the name of the guaran- Now that I’m working Though there is the op- fine for responsible lend- tor without the guarantor’s in NZ a question that is portunity for business man- ing breaches. The Sydney knowledge or consent. posed to me quite regularly agers to earn large commis- Morning Herald headline ASIC has to date banned is, ‘what do you see as the sions, the fines at stake are main difference between substantial, and management the Aussie and Kiwi dealer- cannot afford to simply look ship F&I departments?’ at the monthly gross as the Best to worst behaviours They are largely the same, only indication of perfor- but different. mance. ave Cowan made at Esanda centred on deal- I’m positive on the NZ I would encourage the the trip across the ership training and business market, as at a macro level owners of dealerships to DTasman from Mel- development, while the last the F&I approach here seems document and then regularly bourne to join the team at two years involved working more sustainable: review their F&I processes. UDC in September 2016. He on ASIC (Australian Securi- • Profits are being generated This framework could in- left Australia af- from both the sale of the clude: ter 10 years with Dave Cowan national vehicle and the F&I depart- • Job description including UDC’s sister distribution manager, ment, creating a more KPIs and business delivera- company, Es- auto dealer channel of balanced dealership. bles with an annual review. anda, and prior UDC Finance Limited • I was a surprised to see • Standardised practices for to this spent that on average Kiwis advertising, interviewing five years as a finance their cars for just customers, processing business manager. Autotalk ties and Investments Com- under four years, whereas applications, executing suggested he share some mission) activities. in Australia the average is documents and a dispute thoughts on the changes He worked with a broad just over five years with a resolution process. Record new regulation have spectrum of operators significant portion utilising keeping is essential from brought to the Australian within Australia, from the seven-year loan terms. a compliance perspective, finance and Insurance (F&I) very best right down to • The shorter terms, com- and use of disclaimers has industry — and some of the individuals displaying the bined with generally higher proved useful in a number lessons these changes hold worst behaviours exhibited deposits, mean Kiwi cus- of Australian cases. for NZ dealers, in particular. within the industry. tomers have much more • Monthly reporting that Cowan’s first eight years flexibility with the options supports the analysis of available to them when Continued on page 33

28 | AUTOTALK MARCH 2017 | www.autotalk.co.nz F&I FEATURE

To do the job right, you need the right tools

hen it comes to of- to benchmark against are fering finance and critical to improvement. Winsurance it’s time So, let’s just remind our- to get smart and make sure selves why we use these three your dealership is at the cutting import tools of the trade. edge. First, the ability to confi- Just as your service dently provide an F&I quote, department or your local in a matter of seconds, is mechanic wouldn’t - and imperative to gaining a buyer’s shouldn’t - try to diagnose confidence. It will also allow a repair without the right you to act responsibly under diagnostic tool, you can’t start the CCCFA and look to match to educate and inform buyers about finance and Jaques Gray, insurance with Provident Insurance any confidence national sales manager unless you use the right tools for the job. The three tools Provident the buyer to a suitable pay- recommend, in order of im- ment structure that meets their portance are: financial needs, without them • An efficient F & I quoting suffering financial hardship. tool. We provide Provident Always offer payment dealers with a tool called options which include a full PICAL, an excellent quick- protection package. If you quote finance calculator don’t currently use an effi- designed to create a quote, cient quoting tool, ask to have store a quote and ensure a look at Provident’s, “PICAL”. maximum protection for It will allow you to tailor and your customers and maxi- manage an F&I package in mum profit for your dealer- seconds. Each quote also has ship. a dealer office tool to monitor • The use of insurance dis- F&I income, showing any lost closure forms. Gone are the opportunity, using all your days of using waiver forms. dealership’s personalised pre- In order to ensure compli- programmed margins. ance with disclosure regula- Furthermore, PICAL allows tions and obligations under you to calculate the balance the Responsible Lending owing at any point during the Code, we provide Provident finance term. That lets you dealers with specially de- plan and discuss with your signed insurance disclosure customer their future needs forms. to replace this purchase. Don’t • An effective finance log. just be an average business How do you know if you’re manager and deal with the sale winning or losing if you don’t in hand - diarise when to mar- know the score? Monitoring ket next to your customer, for and reporting F&I perfor- their next replacement vehicle. mance and setting objectives Continued on page 33

AUTOTALK MARCH 2017 | www.autotalk.co.nz | 29 F&I FEATURE

Training – expense or investment?

ave you ever processes, searching for coming out of the dealership by how many salespeople or Everything. watched a profes- improved methods, and are for training. Therefore, its business managers you have Hsional sports coach willing to listen to and act on important learning is situ- and you’ll get the idea. In the palm of working with a player? It’s a better plans. ational and real-world based. The added benefit is hands-on event. The coach No matter how long you It must be practical. Learners there is no need to increase is actively involved in the have been in the industry, want to immediately apply stock, advertising or any your hand. process. There is pushing, training should be a part of what they’ve learned. capital spending. The return directing, handling, pointing your annual business plan. A success with content on investment is potentially and instructing. Coaching Updating and recharging development through a very high. may be a teaching process, are critical for growth. salesperson is: “Wow, I just Training is often viewed but it’s more than just teach- If you don’t think this faced that situation, and as an expense rather than ing. is important, consider the these concepts and tactics an investment in the peo- Sports and sales are fact that training is often an seem to fit perfectly. I took ple who produce for the learned in the field, and area of weakness in sales a lot away from what I have dealership. Salespeople are they are best taught by staff. It can sap dealer’s time just absorbed through learn- the capital that drives the car an SME (subject matter and resources as they must ing, and I will do a better job business. That is the most expert) who has experi- answer basic questions from (or take a different approach) vital link to success that you enced the event in the field. their salespeople. Often they the next time I am faced have. It’s the most wonderful For instance, anyone could are providing information with that situation.” opportunity if you pay at- conduct a tennis class with they consider necessary for It’s also essential that tention to it in your dealer- a workbook, videos and the salesperson to perform training builds on your best ship today. Investing in your Introducing the PowerPoint, but it would to minimum performance practices. people is investing in your take an experienced and standards. But if what sales staff are capital. Nichibo mobile app, accomplished player to There has also been a learning does not seem im- Many dealerships, unfor- show the student how to tremendous shift in buyer mediately applicable, then tunately hire trainers who serve and volley. Until the behaviour in recent years they disengage. The training build training programs student actually hits the fuelled by internet searches, loses its impact, the mes- based on books they have Features courts, everything is theory. blogs, forums, increased sages are soon forgotten, read. And some would-be In addition, with the competition, tighter budg- and learners retreat to their trainers agree to speak on incredible pace that sports ets, savvier buyers, mobile old habits. topics that are purely aca- Review Nichibo offers See Latest Nichibo stock science (and in our case the and social habits, and the Does training and skill de- demic for them or they are Check all your Nichibo View and purchase from science of buyer behaviour) expectation of instant grati- velopment pay? Using De- still living in the ‘70s. offers at once Nichibo stock vehicles evolves, you need an SME fication and what-have-you- loitte Benchmarks for margin The best trainers ARE the that is not only current and done-for-me-lately attitudes and average leads per message, which means that relevant, but stays that way. that can quickly undermine month, consider that training they live and breathe and Landed Cost Calculator Recent Purchases How tennis was taught 20 customer loyalty. and coaching a 1% increase use what they teach. They Updated with current See all your recent stock ago is not simply relevant To combat these trends in the closing ratio for one can answer any questions, exchange rates, simply purchases at a glance anymore. and obstacles, consider how salesperson equates to 1 meet any needs, and help calculate your compliance, and review your Nichibo It’s the same with sales. effective sales training pro- extra unit sale per month. with any situation that sales- Selling skills, as well as grams can help your sales This can deliver potentially people may bring up. They freight and yard costs account most sports skills, are ac- teams circumvent or prevail $30,000 in additional gross truly know their business. quired through situational over these issues as well as per annum to the average Hire a trainer who wrote Favourite Searches Search & Track Auctions training, relevant formation, understanding why your dealer. Do you have sales- the book instead of one Set up common searches Check all Japan auction practice, follow-up instruc- customers buy what you people on your team right who (you hope) read a tion, best practice and sell, value what you bring to now that close at 5% below book. by make, model, grade, km, stock, place bids on hands-on coaching, by a them, and how they make others on your team – that Spaces are filling up fast for price variables to find your vehicles and see you current and relevant SME. buying decisions. might be costing you over the next Autosure Finance & preferred stock faster auction bid results Sound business practices While you’re at it, consid- $150,000 per year? Insurance courses: (best practice) work in every er other business or environ- F&I is very similar – again • April 3 and 4 marketplace. We cannot mental changes that could using Deloitte Benchmarks, • April 5 and 6 expect an increase in sales be factored into your sales increase the Income Per Talk to your local Autosure (as with sports) by doing training. Are there any new Vehicle Retailed by 10% and account manager to register the same things we have competitive forces or trends the potential incremental now. always done. The businesses that could cause a shift? income you are looking at that are at the front of the Relevance is critical. In is over $30,000 per annum, Available now on pack are the ones which our industry there is a premi- per Business Manager. are constantly refining their um on time, especially when Multiply these numbers Apple IOS or Android

30 | AUTOTALK MARCH 2017 | www.autotalk.co.nz NEWSTALK

Everything. In the palm of your hand.

Introducing the Nichibo mobile app, Features

Review Nichibo offers See Latest Nichibo stock Check all your Nichibo View and purchase from offers at once Nichibo stock vehicles

Landed Cost Calculator Recent Purchases Updated with current See all your recent stock exchange rates, simply purchases at a glance calculate your compliance, and review your Nichibo freight and yard costs account

Favourite Searches Search & Track Auctions Set up common searches Check all Japan auction by make, model, grade, km, stock, place bids on price variables to find your vehicles and see you preferred stock faster auction bid results

Available now on Apple IOS or Android

AUTOTALK MARCH 2017 | www.autotalk.co.nz | 31 F&I F&IFEATURETALK

Keeping vehicle finance in dealers’ hands

ew Zealanders look- MTF has embarked on a customers being ‘poached’ impressed” by the use of ing to buy a vehicle nationwide ‘brand aware- or courted by larger offshore technology and the dealer Non finance have a ness’ campaign, incorpo- interests.” managed to save a sale. raft of options to choose rated new sales technology Flying below the radar The unique ability to from - from re-mortgaging and a ‘non-recourse’ facility. doesn’t mean the company work around the customer’s with a multinational bank It has recently celebrated its has been caught sleeping, schedule or work commit- to offshore-owned finance biggest month ever and a he says. ments has seen many sales corporations. dramatic increase in market Another key to MTF’s suc- made from cafés, office More than 40 years ago, share, to the delight of chief cess is the extent to which lunchrooms or wherever the enterprising Dunedin car executive Glen Todd. the company has embraced customer happens to be, dealers got tired of watch- “We’ve flown largely under mobile technology to make Todd says. ing finance profit from vehi- the radar for MTF customers are not cle loans going overseas and a number of the only ones to benefit from thought, what if we could decades now the personal approach – By Glen Todd, CEO of keep that profit in New but having re- owner operators can rely on Motor Trade Finance Ltd Zealand? And further, what cently started a 24/7 helpdesk with Duned- 03 477 0530, [email protected] if a group of New Zealand blowing our in-based support specialists, vehicle dealers could keep trumpet and and a network of local area the finance profit amongst with the back- managers throughout the themselves? ing of our owner-operators, writing loans as simple as country. Thus Motor Trade Finance are happy to say things have possible - for both the sales The company is continu- (MTF) was born. It’s a co- never been better. team and the customer. ing to explore new tech- operative of Kiwi dealerships “And of course, being Recent innovations in- nologies to develop systems writing vehicle finance and able to keep all that profit clude the ability to sign loan that will allow customers to distributing the commission in the hands of local vehicle agreements digitally and easily transact finance busi- from finance sales among its dealers and our franchise capture supporting docu- ness through their chosen members. operators just makes it that ments using an iPad. MTF vehicle dealer, and to Originally a ‘recourse much better.” One MTF originator allow the dealer to maximise lending only’ model, MTF Todd puts the success recounts a story of a cus- profit opportunities from has weathered the storms of the business down to its tomer who did not want to financing vehicle sales. of global crises and resisted owner-operator model. miss out on a vehicle during As Todd puts it: “We’re foreign ownership to remain “All of our owner-opera- their holiday, so the loan was working for the benefit of Kiwi-owned, with 100% of its tors want to create custom- written and confirmed while New Zealand businesses profit belonging to owner- ers for life and to keep those sitting at a picnic table in a and our tag line sums us operators. customers for their busi- Central Otago holiday park up – ‘Local company, local Quietly working for ness. Because MTF is owned on New Year’s Eve. people, Kiwi owned’.” dealerships for many years, by them, there’s no risk of The customer was “so EVs now plugged in at Protecta

We now provide Mechanical Breakdown Insurance for EVs. Contact us today for more info.

www.protecta.co.nz 0800 776 832 Your Motor Insurance Specialist

32 | AUTOTALK MARCH 2017 | www.autotalk.co.nz F&I F&IFEATURETALK

At last! Insurance policies for EVs rotecta Insurance has Zealand. many unique features to Headland says that Pro- today launched two “There were no stats to servicing EVs. tecta has had to upskill its Pkey insurance policies go on – no “There’s less to service staff to handle EV claims, for electric vehicles. experiences - and longer intervals between while dealers who sell the They are a mechanical but our people services, but when it comes policies to customers will breakdown insurance policy have risen to to repairs, electric vehicles have to also be knowledge- and a general motor or the challenge have their own problems. able about EVs and what can “collision” policy. and produced “For instance batteries go wrong with them. Protecta’s policies are comprehen- have to be taken out before For Protecta it all begins Tony Headland believed to be a first for EVs sive policies, EVs can go in a paint booth at a sales conference on in New Zealand. including bat- for painting after repairs. Thursday when the policies General manager Tony teries. Then there’s the difficul- will be launched to their own Headland told Autotalk that “If policies don’t cover ties in obtaining replace- field staff, so that they can in developing the policies was batteries, what’s the point ment batteries for the most turn help dealers understand “a bit scary” as no one had of having them?” he asks. popular EV in New Zealand, what is involved in insuring attempted it before in New Headland says there are the Nissan Leaf.” EVs. To market, to market ... what should I focus on?

Continued from page 20 you don’t have a good lead agement and sales process- ing automation and remar- You’ll just be chucking more management system captur- es and systems to increase keting options. leads you won’t convert at ing customer info, or a good your conversion ratios. For a dealership doing the your sales team via aggres- CRM system that is giving Once this is in place, fo- basics right, marketing auto- sive remarketing or market- you a 360-degree view of cus on improving your CRM mation and remarketing can ing automation. the customer. procedures and how you help generate more quality Conversely, you will are Although clearly a holistic approach long-term rela- leads that the dealership is going to find it hard to ef- approach works best, the tionships. Once these core well placed to get the most fectively run a marketing first step should always be building blocks are stable, out of. automation programme if to maximise your lead man- start exploring your market- Document processes to To do the job right, you prove compliance with law need the right tools Continued from page 28 proving to the regulator your both the sales and F&I de- dealership fully complies with Continued from page 29 meet their individual needs. partment’s activities. law. Second, the use of insur- Listen to their responses and If all these documents and While my role as distribu- ance disclosure documents be prepared to overcome processes are in place, I would tion manager at UDC focuses is imperative to improve any objections they may challenge you as to whether primarily on manufacturer transparency in the F & I raise. Please also remember they reflect the behaviours of relationships, I am more than process. That ensures you that a little profit in each your staff. happy to discuss the ideas meet your obligations under product will help with af- It would be surprising if the above if our paths cross in the the Responsible Lending fordability and better protect NZ Commerce Commission future. Who knows, we might Code and enables your cus- your buyer to cover all as- wasn’t looking to its Australian also talk about the 2002 Ble- tomer to make an informed sociated risks. counterparts with interest — disloe Cup! decision, based on all as- And last, use a good F&I indeed some of NZ’s regulation This article has been written sociated risks. log. is very similar to earlier ASIC by Dave Cowan. It expresses Let’s not forget the Remember: “What you regulations. the views of the author only, golden rule to offer 100% don’t record, you can’t The 2016 Commerce and does not necessarily re- of your products to 100% measure”. “If you fail to Commission Consumer Issues flect the views of UDC Finance of your customers 100% of plan, you will plan to fail”. Report suggests that irrespon- Limited (“UDC”). To the extent the time. “Planning and preparation sible lending practices are a permitted by law, UDC does Do not pre-judge a cus- prevents poor perfor- focus for motor vehicle finan- not accept any responsibility or tomer’s requirements. Offer mance”. Yes, these are all ciers. Documented processes liability arising from your use of and discuss with them the old clichés but they are still are the first line of defence in this information. suitability of each product to all true.

AUTOTALK MARCH 2017 | www.autotalk.co.nz | 33 TRADE DIRECTORY The comprehensive guide to every service a dealer could use AUCTIONS FINANCE AND INFORMATION MANHEIM AUCTIONS INSURANCE SERVICE PROVIDER 09 918 0500 UDC FINANCE MOTORWEB www.manheim.co.nz 0800 500 832 Phone: 0800 843 847 Manheim is New Zealand’s www.udc.co.nz Email: support@motorweb. largest provider of automo- co.nz Your first choice in automo- tive auction services. Auctions NZ’s leading vehicle history tive lending. Fixed Rates. Fast held weekly. check provider, delivering Approval. online services to all sectors of the motor industry. NICHIBO 09 374 4436 IT MANAGEMENT www.nichibojapan.com SYSTEMS IT SERVICES We have a wealth of knowl- edge and experience in auto AUTOPLAY.CO.NZ AUTO-IT LIMITED auctions throughout Japan 09 361 1505 0800 776 611 which we know will enable us [email protected] [email protected] to assist you in making your Autoplay use the latest Changing your DMS? Let next purchase. technology to deliver a suite www.tyres4u.co.nz Auto-IT help you, the leader of smart digital tools to our in New Generation Dealer customers. SBL INTERNATIONAL Management Systems. VEHICLE BROKERING 03 377 6578 ANNGOW MARKETING www.sbltd.co.nz 027 207 9032 “NZ owned and operated SBL www.anngowmarketing.co.nz continue to set the motor Independent digital marketing SYSTIME industry benchmark for services & advice to the auto- Go to dealer locator to find your local dealer 09 583 2482 importing vehicles” motive industry, over 14 years’ [email protected] experience, contact Joel today! Autoline DMS – World leading Automotive Dealer PARTS MTA is NZ’s largest Management and Distribu- dealer representative tor/Manufacturer Systems. REPCO group: Franchise 0800 800 878 dealers, used dealers, FINANCE AND www.repco.co.nz and motorcycle dealers. INSURANCE Repco - over 800 highly trained staff, 82 stores nationwide and AUTOSURE home to New Zealand’s leading 0800 001 144 | www.mta.org.nz Phone: 09 489 9107 ORION automotive brands. www.autosure.co.nz 09 583 2482 Autosure NZ has been a lead- [email protected] PAINT & FABRIC ing provider of automotive- NZ’s #1 Dealer Management SUPPLIERS owner protection policies for System installed in over 450 GARDX the NZ retail motor vehicle businesses.Sales Workshop, 0800 242 739 industry since 1986. Parts, Fleet, Rental, CRM. www.gardx.co.nz OXFORD FINANCE New Zealand Premier Paint & Fabric Supplier. Providing profit 0800 263 264 solutions that achieves results. [email protected] www.oxfordfinance.co.nz PENTANA SOLUTIONS SHIPPING & LOGISTICS Oxford’s friendly team can 09 478 0370 offer you flexible solutions to marketing@pentanasolutions. AUTOHUB finance the purchase of your com 09 411 7425 DO YOU SELL YOUR new vehicle. 20+ years of local experience [email protected] and investment in the NZ The easiest way to ship your SERVICE TO THE TRADE? market makes Pentana Solu- cars and other vehicles globally. Talk to Dale Stevenson tions the No. 1 choice for your Dealer Management System about advertising your business in PROVIDENT INSURANCE VEHICLE INSPECTION Phone: 0800 676 864 VINZ Email: info@ Vehicle Inspection NZ providentinsurance.co.nz 0800 GO VINZ OUR NEW TRADE Contact: Steve Owens (0800 468 469) Chief Executive Officer SAM [email protected] Helping dealers “Make Profits 09 583 2482 New Zealand’s best choice for DIRECTORY Grow”. Specialist F&I training, [email protected] WoF / CoF, Inspections, Certi- support and products to retail The ultimate specialist fications and much more. motor vehicle traders. Workshop Management

System suite. VTNZ Mobile: +64 21 446 214 Range of options to suit. 0800 88 88 69 Email: [email protected] [email protected]

34 | AUTOTALK MARCH 2017 | www.autotalk.co.nz STATSTALK USED VEHICLES

USED IMPORTS BROUGHT TO Used car registrations YOU BY: up slightly AROUND THE COUNTRY he huge gains made in up year-on-year to 998 units. Honda was fourth on - PASSENGER REGISTRATIONS the market for import Correspondingly, the market 1308, followed by Suzuki FEB FEB % DISTRICT Tvehicles in January is now up 34% on 2016 - to on 643. '17 '16 CHANGE didn’t entirely carried over 1926 vans, trucks and utes. The Mazda Axela was WHA 260 233 11.59 into the next month. The most popular brand of February’s most popu- AUC 5861 5749 1.95 The market’s year started passenger car for the month lar passenger vehicle HAM 812 789 2.92 THA 121 97 24.74 with an 11% rise but that was Toyota with 3038 units, on 570, followed by the TAU 513 436 17.66 gain slowed to just 4% in up 10.1% for a 24.8% market Suzuki Swift on 551. ROT 143 127 12.60 February with a total of share. Third was the Nissan GIS 56 71 -21.13 12,260 passenger registra- Nissan was second on Tiida on 540, followed NAP 249 248 0.40 tions. For the year, the mar- 2200, up 2.7% from a 17.9% by the Honda Fit on 468 NEW 181 176 2.84 ket is up 8% to 25,193 units. share, followed by Mazda and the Mazda Demio WAN 92 71 29.58 Commercials showed the on 1871, up 0.5% for a 15.3% on 447. PAL 321 279 15.05 MAS 77 70 10.00 same 34% gain as January, market share. The Toyota Wish on WEL 1019 890 14.49 279 was the most popular NEL 234 188 24.47 people mover, the Subaru BLE 64 52 23.08 Legacy the most popular GRE 26 34 -23.53 large car on 269, Volkswa- WES 13 10 30.00 gen Golf the top Euro- CHR 1554 1558 -0.26 TIM 118 107 10.28 pean car on 263 and the OAM 33 30 10.00 Mitsubishi Outlander led DUN 381 394 -3.30 the SUV market on 205. INV 132 127 3.94 Continued on page 36 TOTAL 12260 11736 4.46 USED IMPORT COMMERCIAL MAKES FEB FEB % Market TOP 10 USED IMPORT COMMERCIAL MODELS MAKE Movement '17 '16 FEB FEB Change Share MAKE MODEL MAKE MODEL '17 '16 TOYOTA 466 354 31.6 46.7 TOYOTA HIACE 367 TOYOTA HIACE 266 NISSAN 191 159 20.1 19.1 MAZDA 94 45 108.9 9.4 MAZDA BONGO 78 NISSAN CARAVAN 55 ISUZU 45 38 18.4 4.5 NISSAN CARAVAN 67 TOYOTA REGIUS 34 MITSUBISHI 40 33 21.2 4.0 NISSAN VANETTE 46 MAZDA BONGO 28 FORD 35 26 34.6 3.5 TOYOTA REGIUS 33 NISSAN NV200 28 HINO 31 14 Up 1 121.4 3.1 NISSAN NV200 29 NISSAN VANETTE 27 HOLDEN 19 14 Up 1 35.7 1.9 ISUZU ELF 28 NISSAN ATLAS 24 CHEVROLET 15 14 Down 2 7.1 1.5 MITSUBISHI CANTER 26 ISUZU ELF 22 VOLKSWAGEN 10 10 0.0 1.0 TOYOTA DYNA 21 MITSUBISHI CANTER 20 OTHER 52 38 36.8 5.2 TOYOTA HILUX 21 TOYOTA DYNA 20 TOTAL 998 745 34.0 100.0

AUTOTALK MARCH 2017 | www.autotalk.co.nz | 35 STATSTALK USED VEHICLES

USED IMPORTS BROUGHT TO YOU BY: Cars boost EU imports to NZ Used car ars and car parts third-largest goods import accounting for one-sixth of registrations made up the largest overall, after cars and parts total imports. Cnumber of imports from Japan, and electrical On the other hand, New up slightly from the European Union machinery and equipment Zealand exported $8.3 bil- in 2016, new Statistics New from China. lion of goods and services Continued from page 35 Zealand figures show. New Zealand imported to the EU, giving us a $3.4 The EU provided nearly $11.7 billion worth of goods billion trade deficit with the Toyota topped the 45,000 cars to New Zealand and services from the EU in 2016. market for used import in 2016, including 27,000 EU in commercials on 466 from Germany. 2016, units, up 31.6% for a “We spent more on 46.7% market share. importing cars from Nissan was second on the EU than they 191, up 20.1% for a 19.1% spent on im- share, with Mazda third porting meat on 94, up 108.9% for from New 9.4% of the market. Zealand,” Isuzu took fourth on Statis- 45 units and Mitsubishi tics New was close behind on 40. Zealand in- The Toyota Hiace ternational dominated commercial statistics registrations with 367. senior The Mazda Bongo man- was second on 78, fol- ager Daria lowed by the Nissan Kwon says. Caravan on 67, Nissan Cars and Vanette on 46 and the parts from the Toyota Regius Ace on EU were our 33.

THE 17 LEADING USED IMPORT PASSENGER MAKES – YEAR-TO-DATE AUDI BMW CHEVROLET DAIHATSU FORD HOLDEN HONDA HYUNDAI MAZDA MERCEDES MITSUBISHI NISSAN PEUGEOT SUBARU SUZUKI TOYOTA VW OTHER TOTAL 17-Jan 264 568 56 14 102 43 1308 25 1979 275 469 2268 12 543 622 3396 467 522 12933 16-Jan 224 470 61 13 131 48 1324 44 1859 208 404 2075 17 558 679 2794 421 345 11675 % diff 18 21 -8 8 -22 -10 -1 -43 6 32 16 9 -29 -3 -8 22 11 51 11 17-Feb 227 528 53 19 109 61 1308 30 1871 267 413 2200 19 546 643 3038 439 489 12260 16-Feb 211 469 58 8 144 33 1255 41 1862 203 385 2143 16 630 676 2760 473 369 11736 % diff 8 13 -9 138 -24 85 4 -27 0 32 7 3 19 -13 -5 10 -7 33 4 YTD 17 264 568 56 14 102 43 1308 25 1979 275 469 2268 12 543 622 3396 467 522 12933 YTD 16 224 470 61 13 131 48 1324 44 1859 208 404 2075 17 558 679 2794 421 345 11675 %diff 18 21 -8 8 -22 -10 -1 -43 6 32 16 9 -29 -3 -8 22 11 51 11

• Interest rates from 11.95% • Nichibo and non Nichibo cars financed • Competitive commissions – no retention and no claw back Tel: (09) 369 5276 • Low and no deposit to approved purchasers www.autofinancedirect.co.nz

36 | AUTOTALK MARCH 2017 | www.autotalk.co.nz STATSTALK USED VEHICLES USED IMPORT COMMERCIAL MAKES – YEAR-TO-DATE 2017

USED IMPORTS BROUGHT TO YOU BY: CHEVROLET DODGE FIAT FORD HINO HOLDEN ISUZU MAZDA MITSUBISHI NISSAN TOYOTA VOLKSWAGEN OTHER TOTAL 17-Jan 19 4 23 30 19 13 41 83 33 197 404 10 52 928 16-Jan 16 5 13 18 9 11 25 35 33 158 338 7 27 695 % diff 19 -20 77 67 111 18 64 137 0 25 20 43 93 34 17-Feb 15 2 9 35 31 19 45 94 40 191 466 10 41 998 16-Feb 14 4 6 26 14 14 38 45 33 159 354 10 28 745 % diff 7 -50 50 35 121 36 18 109 21 20 32 0 46 34 YTD 16 34 6 32 65 50 32 86 177 73 388 870 20 93 1926 YTD 15 30 9 19 44 23 25 63 80 66 317 692 17 55 1440 %diff 13 -33 68 48 117 28 37 121 11 22 26 18 69 34

Big changes ahead for telematics industry: Schmidt the carparks by 90%, which tion. It is not good enough big players can do that. If Continued from page 12 is massive. Technology wise anymore to have a smaller you want to produce a high- own a car anymore and we we are already trialling fully company that delivers a ser- quality telematics service, won’t need parking spaces autonomous cars as are vice. The key goal is to speed you need to be able to keep because they will always be others. The big hurdle right up innovation and that costs customers happy 24 hours a on the move constantly. A now is regulation. huge sums of money. That day, seven days a week. car currently costs 15-20% Autotalk: With so many is what we are here to do Ultimately, we all want of a household’s income companies looking to enter and that is why you are also great customer service - and for what? For an asset the telematics and fleet seeing many companies that is why the industry has that is used 10% of the time management market, what merging and joining interna- changed to a software as a - the rest of the time the is TomTom Telematics do- tional companies. Mergers service (SaaS) model. car is not being used. You ing to stand out from other will bring new elements to It’s not enough to pro- can avoid that by using the competitors? the table especially around vide a software product car almost all day except for TS: What you need to innovation. - you must also be ready to when it will need to be re- do to stand out globally is To get to driverless cars is expand and innovate the charged, so you can reduce to have scale and innova- a step change and only the product range.

20 TOP USED IMPORT PASSENGER MODELS FEB FEB 20 TOP USED IMPORT PASSENGER MAKES MAKE MODEL MAKE MODEL '17 '16 FEB FEB % Market MAKE Movement MAZDA AXELA 570 NISSAN TIIDA 574 '17 '16 Change Share SUZUKI SWIFT 551 MAZDA AXELA 566 TOYOTA 3038 2760 10.1 24.8 NISSAN TIIDA 540 SUZUKI SWIFT 561 NISSAN 2200 2143 2.7 17.9 MAZDA 1871 1862 0.5 15.3 HONDA FIT 468 MAZDA DEMIO 465 HONDA 1308 1255 4.2 10.7 MAZDA DEMIO 447 HONDA FIT 418 SUZUKI 643 676 -4.9 5.2 TOYOTA COROLLA 445 SUBARU LEGACY 329 SUBARU 546 630 -13.3 4.5 TOYOTA WISH 279 TOYOTA WISH 285 BMW 528 469 Up 1 12.6 4.3 TOYOTA PRIUS 271 MAZDA ATENZA 273 VOLKSWAGEN 439 473 Down 1 -7.2 3.6 SUBARU LEGACY 269 VOLKSWAGEN GOLF 270 MITSUBISHI 413 385 7.3 3.4 VOLKSWAGEN GOLF 263 TOYOTA COROLLA 239 MERCEDES-BENZ 267 203 Up 1 31.5 2.2 AUDI 227 211 Down 1 7.6 1.9 MAZDA ATENZA 257 TOYOTA VITZ 228 FORD 109 144 -24.3 0.9 TOYOTA MARKX 245 MAZDA MPV 205 LEXUS 76 52 Up 2 46.2 0.6 TOYOTA VITZ 224 BMW 3 Series 189 VOLVO 74 89 Down 1 -16.9 0.6 MITSUBISHI OUTLANDER 205 MITSUBISHI OUTLANDER 178 LAND ROVER 71 24 Up 5 195.8 0.6 MAZDA PREMACY 202 TOYOTA AURIS 163 HOLDEN 61 33 Up 2 84.8 0.5 HONDA ODYSSEY 186 NISSAN NOTE 162 CHEVROLET 53 58 Down 3 -8.6 0.4 MINI 44 38 Down 1 15.8 0.4 BMW 3 SERIES 180 HONDA ODYSSEY 155 JAGUAR 39 28 39.3 0.3 TOYOTA ESTIMA 175 NISSAN TEANA 147 PORSCHE 31 11 Up 6 181.8 0.3 NISSAN DUALIS 172 TOYOTA IST 138 OTHER 222 192 15.6 1.8 MAZDA MPV 171 TOYOTA MARKX 138 TOTAL 12260 11736 4.5 100.0 COMPETITIVE FINANCE. Tel: (09) 369 5276 PERSONAL SERVICE. www.autofinancedirect.co.nz

AUTOTALK MARCH 2017 | www.autotalk.co.nz | 37 STATSTALK NEW VEHICLES

Growth continues in new vehicle sales

t was another record best result for the month on all market leader with 15% month for new vehicle record. market share (1738 units), Isales in February – the Total registrations hit followed by Ford with 11% 11,785, up a healthy 14.3% (1324 units) and Holden NEW COMMERCIAL MAKES (UNDER 3500KG) on February 2016. with 9% market share (1018 FEB FEB % Market New passenger regis- units). MAKE Movement '17 '16 Change Share trations were up 12% to Toyota was also the TOYOTA 747 644 Up 1 16.0 20.0 8052 cars and SUVs, while market leader for passenger FORD 713 662 Down 1 7.7 19.1 commercial models jumped registrations with 991 units, HOLDEN 364 249 Up 1 46.2 9.7 19.6% to 3733 units. a 12% share the market, NISSAN 346 220 Up 1 57.3 9.3 “As the 2017 year pro- followed by Mazda on 755, MITSUBISHI 282 288 Down 2 -2.1 7.6 gresses, market conditions a 9% stake, and Holden on ISUZU 255 215 18.6 6.8 remain unchanged from 654, an 8% market share. MAZDA 186 115 61.7 5.0 2016, with record net im- Toyota was the com- LDV 101 82 Up 1 23.2 2.7 migration, low cost of debt mercial market leader on HYUNDAI 97 67 Up 2 44.8 2.6 and a strong economy,” says 747, representing 20% of all VOLKSWAGEN 76 102 Down 2 -25.5 2.0 Motor Industry Associa- commercial sales, followed OTHER 567 480 18.1 15.2 tion chief executive David by Ford with 713 units, a TOTAL 3734 3124 19.5 100.0 Crawford. 19% stake, and Holden on NEW PASSENGER MAKES Toyota remains the over- Continued on page 39 FEB FEB % Market MAKE Movement '17 '16 Change Share NEW PASSENGER MODELS TOYOTA 990 915 8.2 12.3 FEB FEB MAZDA 755 719 5.0 9.4 MAKE MODEL MAKE MODEL '17 '16 HOLDEN 654 645 1.4 8.1 SUZUKI 624 362 Up 5 72.4 7.8 TOYOTA COROLLA 351 KIA SPORTAGE 236 FORD 611 604 Down 1 1.2 7.6 KIA SPORTAGE 279 MAZDA CX-5 236 HYUNDAI 606 470 28.9 7.5 MITSUBISHI OUTLANDER 217 TOYOTA COROLLA 231 MITSUBISHI 547 413 32.4 6.8 HYUNDAI TUCSON 213 TOYOTA RAV4 214 KIA 513 407 26.0 6.4 MAZDA CX-5 213 SUZUKI SWIFT 191 HONDA 373 292 Up 2 27.7 4.6 TOYOTA HIGHLANDER 203 HYUNDAI TUCSON 169 VOLKSWAGEN 355 309 14.9 4.4 HYUNDAI SANTA FE 189 HOLDEN COMMODORE 166 FORD ESCAPE 178 NISSAN QASHQAI 160 NISSAN 346 484 Down 6 -28.5 4.3 MAZDA MAZDA3 178 HONDA JAZZ 157 SUBARU 305 208 46.6 3.8 VOLKSWAGEN TIGUAN 176 TOYOTA YARIS 151 MERCEDES-BENZ 245 164 Up 1 49.4 3.0 SUZUKI SWIFT 171 MAZDA CX-3 150 AUDI 176 137 Up 1 28.5 2.2 BMW 160 193 Down 2 -17.1 2.0 SUZUKI VITARA 162 MAZDA MAZDA3 146 SKODA 104 102 2.0 1.3 HOLDEN CAPTIVA 148 HYUNDAI SANTA FE 137 LAND ROVER 93 64 Up 3 45.3 1.2 TOYOTA RAV4 148 TOYOTA HIGHLANDER 132 SSANGYONG 93 95 -2.1 1.2 SUBARU OUTBACK 135 MAZDA MAZDA2 129 LEXUS 62 59 Up 2 5.1 0.8 MITSUBISHI ASX 133 NISSAN X-TRAIL 129 JEEP 56 100 Down 3 -44.0 0.7 SUZUKI IGNIS 132 MITSUBISHI LANCER 124 OTHER 382 449 -14.9 4.7 FORD FOCUS 131 HOLDEN CAPTIVA 116 TOTAL 8050 7191 11.9 100.0 NISSAN X-TRAIL 126 SUBARU OUTBACK 113 Your first choice in automotive lending. Ph 0800 500 832 or visit www.udc.co.nz UDC Finance Limited lending criteria applies.

38 | AUTOTALK MARCH 2017 | www.autotalk.co.nz STATSTALK NEW VEHICLES

Dealer numbers ease slightly

n line with a robust but 3343, down from 3358 at down on the 3389 regis- easing economy, the the beginning of February. tered at the peak, last June. Inumber of registered The number of vehicle Dealer numbers are not motor vehicle traders eased traders today is, however, expected to vary greatly in by 15 in February. still ahead of the 3314 re- the months ahead. The number of dealer corded in December and entities today stands at the 3332 in November, but

NEW AROUND THE COUNTRY - PASSENGER REGISTRATIONS DISTRICT FEB '17 FEB '16 % CHANGE WHA 195 142 37.32 AUC 3596 3290 9.30 HAM 535 510 4.90 THA 78 73 6.85 TAU 357 288 23.96 ROT 91 83 9.64 GIS 33 31 6.45 NAP 216 237 -8.86 NEW 156 50 212.00 WAN 96 62 54.84 PAL 279 238 17.23 MAS 56 50 12.00 WEL 807 662 21.90 NEL 93 93 0.00 Continued from page 38 the SUV medium segment ity segments ac- BLE 72 68 5.88 364, a tenth of the trade. accounted for 16% of the counted for 39.5% GRE 16 12 33.33 The Ford Ranger remains market, followed by the of February regis- WES 5 3 66.67 at the top of the best- pick-up/chassis 4×4 seg- trations, followed CHR 814 750 8.53 selling new vehicle model ment with 13% market share, by the passenger TIM 87 45 93.33 table with 664 units. The and then SUV large with vehicle segments OAM 16 18 -11.11 Toyota Hilux was the sec- 12%. with 28.5%. DUN 306 261 17.24 ond best-seller in February Overall the sports util- INV 146 125 16.80 with 533 units followed by TOTAL 8050 7191 11.95 the Holden Colorado and NEW COMMERCIAL MAKES (UNDER 3500KG) – YEAR-TO-DATE Toyota Corolla, tied on 351 units. The Hyundai Tucson was the top selling rental model for the month with

63 units. FIAT FORD FOTON WALL GREAT HINO HOLDEN HYUNDAI ISUZU LDV MAZDA MERCEDES-BENZ MITSUBISHI MITSUBISHI FUSO NISSAN SSANGYONG TOYOTA VOLKSWAGEN OTHER TOTAL In the passenger mar- 17-Jan 63 788 67 0 42 383 68 271 87 154 40 219 45 276 83 698 123 266 3673 16-Jan 70 699 55 5 38 280 53 214 62 106 56 192 27 231 89 469 117 231 2994 ket, the Toyota Corolla % diff -10 13 22 -100 11 37 28 27 40 45 -29 14 67 19 -7 49 5 15 23 was most popular, with 351 17-Feb 64 713 66 8 45 364 97 255 101 186 51 282 35 346 52 747 76 246 3734 units, followed by the Kia 16-Feb 41 662 47 2 32 249 67 215 82 115 41 288 25 22 78 644 102 412 3124 Sportage on 279 and the % diff 56 8 40 300 41 46 45 19 23 62 24 -2 40 1473 -33 16 -25 -40 20 Mitsubishi Outlander on YTD 17 127 1501 133 8 87 747 165 526 188 340 91 501 80 622 135 1445 199 512 7407 217. YTD 16 111 1361 102 7 70 529 120 429 144 221 97 480 52 253 167 1113 219 643 6118 Reflecting recent trends, %diff 14 10 30 14 24 41 38 23 31 54 -6 4 54 146 -19 30 -9 -20 21 Your first choice in automotiveFixed Rates. lending. Fast approval. Ph 0800 500 832 or visit www.udc.co.nz UDC Finance Limited lending criteria applies.

AUTOTALK MARCH 2017 | www.autotalk.co.nz | 39 STATSTALK NEW VEHICLES

Australian SUV sales overtake passenger cars for first time

ast month Australian were the third largest seg- Federal Chamber of Auto- culminated in this February SUV sales overtook ment with an 18.5% share. motive Industries chief execu- outcome,” he says. Lpassenger cars for the The February 2017 mar- tive Tony Weber described “Of course, this one first time on a monthly basis, ket of 89,025 new vehicle February’s results as part of monthly outcome doesn’t according to official VFACTS sales is a decrease of 7418 the evolution that has been signal a landslide but clearly sales figures. vehicle sales or -7.7% on occurring in the national vehi- Australian buyers are at- They show that SUVs February 2016 (96,443). cle market over many years. tracted by the features and totalled 35,497 sales during February 2017 had the “The steady, demonstrable capabilities of new genera- February to record a 39.9% one less selling day than shift in consumer preference tion SUVs, and how these share of total industry sales. February 2016, which re- which has been occurring types of vehicles suit their Passenger cars totalled sulted in a decrease of 148 in the past few years has needs and lifestyles.” 34,740 for a 39% share. Light vehicle sales commercial vehicles (LCVs) per day. NEW COMMERCIAL MODELS (UNDER 3500KG) FEB FEB MAKE MODEL MAKE MODEL '17 '16 FORD RANGER 664 FORD RANGER 582 TOYOTA HILUX 533 TOYOTA HILUX 444 HOLDEN COLORADO 351 MITSUBISHI TRITON 288 NISSAN NAVARA 346 HOLDEN COLORADO 229 MITSUBISHI TRITON 282 NISSAN NAVARA 220 TOYOTA HIACE 196 TOYOTA HIACE 184 MAZDA BT-50 186 ISUZU D-MAX 148 ISUZU D-MAX 161 MAZDA BT-50 115 HYUNDAI ILOAD 95 SSANGYONG ACTYON SPORT 78

Ford Ranger LDV V80 63 FORD TRANSIT 76 NEW PASSENGER MAKES ALFA ROMEO ALFA AUDI BMW CHERY CHRYSLER DODGE FORD WALL GREAT HOLDEN HONDA HYUNDAI JEEP KIA LAND ROVER LEXUS MAZDA MERCEDES-BENZ MINI MITSUBISHI NISSAN PEUGEOT PORSCHE SKODA SSANGYONG SUBARU SUZUKI TOYOTA VOLKSWAGEN VOLVO OTHER TOTAL 17-Jan 7 154 198 2 1 15 778 0 1381 405 540 71 603 111 55 779 222 73 647 478 73 58 106 60 236 728 1644 474 44 207 10150 16-Jan 22 137 201 22 4 25 745 0 964 341 578 96 265 155 855 144 78 368 494 67 67 79 100 113 254 376 1774 346 46 183 8899 % diff -68 12 -1 -91 -75 -40 4 43 19 -7 -26 128 -28 -94 441 185 -80 31 613 9 -27 6 -47 -7 94 -7 37 -4 13 14 17-Feb 3 176 160 0 4 23 611 0 654 373 606 56 513 93 62 755 245 45 547 346 48 22 104 93 305 624 990 355 48 189 8050 16-Feb 21 137 193 17 3 44 604 0 645 292 470 100 407 64 59 719 164 44 413 484 55 25 102 95 208 362 915 309 53 187 7191 % diff -86 28 -17 -100 33 -48 1 1 28 29 -44 26 45 5 5 49 2 32 -29 -13 -12 2 -2 47 72 8 15 -9 1 12 YTD 17 10 330 358 2 5 38 1389 0 2035 778 1146 127 1116 204 117 1534 467 118 1194 824 121 80 210 153 541 1352 2634 829 92 396 18200 YTD 16 43 274 394 39 7 69 1349 0 1609 633 1048 196 672 219 914 863 242 412 907 551 122 104 202 208 462 738 2689 655 99 370 16090 %diff -77 20 -9 -95 -29 -45 3 26 23 9 -35 66 -7 -87 78 93 -71 32 50 -1 -23 4 -26 17 83 -2 27 -7 7 13 Your first choice in automotive lending. Ph 0800 500 832 or visit www.udc.co.nz UDC Finance Limited lending criteria applies.

40 | AUTOTALK MARCH 2017 | www.autotalk.co.nz STATSTALK SECONDHAND

Compliance made simple ...since 1999 Secondhand car sales down across board econdhand car sales purchases were down 1% to motorcycles were up 9.3% dipped across the board 12,030 units. to 410 units, while dealer In trucks, dealer regis- Sin February - dealers The public-to-public purchases were up 8.8% to trations rose 2.5% to 2607 feeling the worst of it. trade fell 1.7% to 42,001 369 units. units, while dealer purchases Dealer secondhand sales cars. Public-to-public transac- increased by 5.7 % to 1899. fell 6.6% year-on-year for the Motorcycle dealers did far tions were down, by 7.3% to Public sales of trucks were month to 15,772 units, while better. Dealer sales of used 1842 bikes. up 3.8% to 6118.

SECONDHAND REGISTRATIONS − FEBRUARY 2017 SALE TYPE WHA AUC HAM THA TAU ROT GIS NAP NEW WAN PAL MAS WEL NEL BLE GRE WES CHR TIM OAM DUN INV TOTAL Cars 2017 Public to Trader 232 4474 1097 98 552 64 52 349 229 124 704 73 1143 201 113 30 1670 129 12 426 258 12030 Public to Public 1918 14380 3401 543 2107 804 382 1498 1036 480 1636 378 2857 1056 405 189 77 5221 544 175 1960 954 42001 Trader to Public 524 5239 1342 230 848 263 152 527 365 177 706 160 1413 317 155 66 15 1972 228 58 632 383 15772 Cars 2016 Public to Trader 225 4335 1115 75 567 118 90 411 237 116 542 100 1163 210 133 42 1772 161 13 452 271 12148 Public to Public 1885 14501 3226 568 2057 954 360 1528 954 571 1635 460 3105 950 433 210 82 5549 555 154 1983 1024 42744 Trader to Public 520 5642 1411 211 879 283 160 633 360 216 772 161 1557 313 188 96 14 2115 255 55 679 366 16886 Cars % Change Public to Trader 3.1 3.2 -1.6 30.7 -2.6 -45.8 -42.2 -15.1 -3.4 6.9 29.9 -27.0 -1.7 -4.3 -15.0 -28.6 -5.8 -19.9 -7.7 -5.8 -4.8 -1.0 Public to Public 1.8 -0.8 5.4 -4.4 2.4 -15.7 6.1 -2.0 8.6 -15.9 0.1 -17.8 -8.0 11.2 -6.5 -10.0 -6.1 -5.9 -2.0 13.6 -1.2 -6.8 -1.7 Trader to Public 0.8 -7.1 -4.9 9.0 -3.5 -7.1 -5.0 -16.7 1.4 -18.1 -8.5 -0.6 -9.2 1.3 -17.6 -31.3 7.1 -6.8 -10.6 5.5 -6.9 4.6 -6.6 Motorcycles 2017 Public to Trader 3 130 34 24 2 7 5 6 21 2 59 7 2 39 1 21 6 369 Public to Public 62 581 130 24 129 27 12 68 52 17 72 17 163 61 27 7 7 239 30 9 71 37 1842 Trader to Public 12 123 37 4 35 8 1 8 10 7 21 5 51 8 4 48 6 14 8 410 Motorcycles 2016 Public to Trader 7 121 26 28 1 4 6 3 26 2 42 12 1 37 3 16 4 339 Public to Public 74 612 146 18 96 38 14 86 69 22 69 14 179 64 31 15 5 263 37 7 82 46 1987 Trader to Public 15 108 28 8 18 7 2 9 14 5 20 6 55 13 4 1 37 5 3 12 5 375 Motorcycles % change Public to Trader -57.1 7.4 30.8 -14.3 100.0 75.0 -16.7 100.0 -19.2 0.0 40.5 -41.7 -100.0 5.4 -66.7 31.3 50.0 8.8 Public to Public -16.2 -5.1 -11.0 33.3 34.4 -28.9 -14.3 -20.9 -24.6 -22.7 4.3 21.4 -8.9 -4.7 -12.9 -53.3 40.0 -9.1 -18.9 28.6 -13.4 -19.6 -7.3 Trader to Public -20.0 13.9 32.1 -50.0 94.4 14.3 -50.0 -11.1 -28.6 40.0 5.0 -16.7 -7.3 -38.5 0.0 -100.0 29.7 20.0 -100.0 16.7 60.0 9.3 Trucks 2017 Public to Trader 61 597 229 35 88 24 18 66 38 22 121 18 108 58 34 8 214 23 3 60 74 1899 Public to Public 314 1754 502 106 358 143 86 249 175 114 248 88 326 171 78 42 12 750 77 36 309 180 6118 Trader to Public 115 684 264 49 157 50 52 108 67 26 130 31 175 62 43 15 7 286 38 15 152 81 2607 Trucks 2016 Public to Trader 59 511 191 8 87 36 33 72 33 22 125 25 93 51 43 11 225 31 1 74 66 1797 Public to Public 347 1538 482 93 371 138 74 205 164 100 259 82 353 179 82 48 11 773 107 33 257 198 5894 Trader to Public 109 625 233 42 147 60 45 114 62 39 136 55 132 71 44 16 4 341 40 12 136 80 2543 Trucks % change Public to Trader 3.4 16.8 19.9 337.5 1.1 -33.3 -45.5 -8.3 15.2 0.0 -3.2 -28.0 16.1 13.7 -20.9 -27.3 -4.9 -25.8 200.0 -18.9 12.1 5.7 Public to Public -9.5 14.0 4.1 14.0 -3.5 3.6 16.2 21.5 6.7 14.0 -4.2 7.3 -7.6 -4.5 -4.9 -12.5 9.1 -3.0 -28.0 9.1 20.2 -9.1 3.8 Trader to Public 5.5 9.4 13.3 16.7 6.8 -16.7 15.6 -5.3 8.1 -33.3 -4.4 -43.6 32.6 -12.7 -2.3 -6.3 75.0 -16.1 -5.0 25.0 11.8 1.3 2.5

✓ Control manage our Trader etor stoc 'Take control with Dealer ✓ Paperless change of onership transactions Dashboard' ✓ Create holesale vehicle transactions ✓ Total vehicle securities management ✓ Moile optimised services

AUTOTALK MARCH 2017 | www.autotalk.co.nz | 41 STATSTALK TRUCKS

Seven unit rise for bikes Vehicle Inspection NZ

otorcycle registra- month on 49 units, followed had a big month, with a tions were up in by scooter-brand TNT motor 27.6% gain. MFebruary - just. on 35. Harley Davidson The market for new bikes TNT was also responsible was the biggest rose just 1%, 7 units, from for the most popular bike, import brand on 72 731 in February 2016 to 738 the budget-priced Roma 2T units, up 56.5% for units. Year-to-date registra- 50cc scooter, with a total of 29.4% of the market. tions total 1539 new bikes. 31 units sold. In second Suzuki was the most The Piaggio Zip 50 was was BMW on 27 popular brand, but its sales second on 20 bikes, while bikes, up 28.6% to 27 are down - by 11.5% from the learner-approved Harley units, an 11% market this time last year - to 123 Davidson Street 500 was tied share, followed by units, a 16.7% market share. for third with the Yamaha Triumph on 25 Harley Davidson was sec- MT-03 LA on 19 each. bikes, an 8.7% ond on 91 units, up 106.8% The Suzuki UZ50 was fifth rise for a 10.2% for a 12.3% share of the mar- on 17. share. ket. Yamaha was third on 74, up 4.2% for a 10% stake. Imports boom Honda was the fourth While new motorcycle most popular brand for the sales were just up, imports

NEW BIKE MODELS MAKE MODEL FEB '17 TNT MOTOR ROMA 2T 31 PIAGGIO ZIP 50 2T 20 HARLEY DAVIDSON STREET 17 STREET 500 19 NEW BIKE MAKES FEB YTD FEB % Market YAMAHA MT-03 LA 19 MAKE SUZUKI UZ50 17 '17 '17 '16 Change Share % FACTORY BUILT LINTEV CITY MASTER 16 SUZUKI 123 268 139 -11.5 16.7 HARLEY DAVIDSON DYNA 17 LOW RIDER S 16 HARLEY DAVIDSON 91 163 44 106.8 12.3 SUZUKI GN125H 16 YAMAHA 74 179 71 4.2 10.0 SUZUKI DR650SE 13 HONDA 49 122 67 -26.9 6.6 HONDA NBC 110BN 12 TNT MOTOR 35 65 18 94.4 4.7 KTM 32 63 28 14.3 4.3 USED BIKE MAKES TRIUMPH 32 76 44 -27.3 4.3 % of KAWASAKI 29 66 43 -32.6 3.9 MAKE FEB '17 FEB '16 % Change Market PIAGGIO 28 46 34 -17.6 3.8 HARLEY DAVIDSON 72 46 56.5 29.4 FACTORY BUILT 23 38 26 -11.5 3.1 BMW 27 21 28.6 11.0 BMW 22 47 8 175.0 3.0 TRIUMPH 25 23 8.7 10.2 APRILIA 21 43 28 -25.0 2.8 HONDA 23 15 53.3 9.4 FORZA 18 30 11 63.6 2.4 DUCATI 21 16 31.3 8.6 ROYAL ENFIELD 15 33 1 1400.0 2.0 SUZUKI 16 7 128.6 6.5 VESPA 15 31 19 -21.1 2.0 KAWASAKI 13 6 116.7 5.3 INDIAN 13 22 14 -7.1 1.8 YAMAHA 12 16 -25.0 4.9 MOPED 13 22 6 116.7 1.8 KTM 10 5 100.0 4.1 DUCATI 12 25 11 9.1 1.6 BUELL 3 4 -25.0 1.2 PEUGEOT 12 21 10 20.0 1.6 OTHER 23 33 -30.3 9.4 OTHER 81 179 109 -25.7 11.0 TOTAL 245 192 27.6 100.0 TOTAL 738 1539 731 1.0 100.0

Talk to the specialists about entry certification - fast, efficient, professional Vehicle Inspection NZ 0800 GO VINZ (468 469) www.vinz.co.nz

42 | AUTOTALK FEBRUARYMARCH 2017 2017 | www.autotalk.co.nz | www.autotalk.co.nz STATSTALK TRUCKSBIKES

Resurgent Fuso brand chasing market leader Vehicle Inspection NZ Isuzu Trucks

he new truck market February 2017 from 25 in the the top four brands. units for February 2017 up (over 3500kg GVM) is previous year. In fifth place Fiat saw 25 from 13, while third-placed Toff to another strong Third-placed Hino had a new truck registrations in Toyota dropped one registra- start for the year with 695 strong February result with February 2016 up from 10 tion unit to 26 from 27 at the units registered year-to-date 45 new truck registrations up and in sixth Mercedes-Benz same time last year. at February 28, up from 565 from 32 at the same time last is up one registration from 19 Year-to-date, Isuzu units in the previous corre- year. In fourth place heavy- in February 2016 to 20 units Trucks leads the overall used sponding period. duty manufacturer Volvo in 2017. imported truck market with The results have been Trucks also saw improvement 78 registrations, up from 50 driven by confidence in the in its February 2017 result, Healthy start for used in the previous correspond- New Zealand economy and taking 31 new registrations, imported trucks ing period, followed by Hino demand from the construc- up from 16 in the previous Used imported truck on 49 registrations up from tion, forestry, dairy and corresponding period. registrations have also had a 20. Third-placed Toyota has infrastructure sectors. In the year-to-date Isuzu healthy start to 2017 with a dropped to 47 units from 49 While Isuzu Trucks got Trucks is up to 145 new truck year-to-date tally of 292 units at the same time last year. off to another strong start registrations from 105 in up from 241 units in the pre- for 2017 with 85 new truck the previous correspond- vious corresponding period. registrations for February, ing period, Fuso is up to 119 Isuzu Trucks led the used up from 64 in the previous new truck registrations from imported truck market in corresponding period, under 37, Hino is up to 87 from 70 February 2017, taking 44 a new distributor the Fuso and Volvo Trucks is up to 50 units up from 27 in the same brand is resurgent with 63 from 27, so it has been a very month last year. new truck registrations up for healthy start to the year for Hino took second place on the used imported truck registration table with 30 NEW TRUCK MAKES (OVER 3500KG) FUSO – resurgent in 2017 FEB FEB % of YTD YTD MAKE % Change '17 '16 Market '17 '16 USED TRUCKS MAKES FEB FEB % % of YTD YTD ISUZU 85 64 32.8 22.7 145 105 MAKE MITSUBISHI FUSO 63 25 152.0 16.8 119 37 '17 '16 Change Market '17 '16 HINO 45 32 40.6 12.0 87 70 ISUZU 44 27 63.0 26.5 78 50 VOLVO 31 16 93.8 8.3 50 27 HINO 30 13 130.8 18.1 49 20 FIAT 25 10 150.0 6.7 50 40 TOYOTA 26 27 -3.7 15.7 47 49 MERCEDES-BENZ 20 19 5.3 5.3 32 33 MITSUBISHI 24 26 -7.7 14.5 38 40 NISSAN 10 17 -41.2 6.0 20 31 UD TRUCKS 19 20 -5.0 5.1 37 38 MAZDA 6 4 50.0 3.6 7 5 DAF 15 21 -28.6 4.0 28 47 FORD 4 #DIV/0! 2.4 4 IVECO 15 12 25.0 4.0 27 21 KENWORTH 4 1 300.0 2.4 8 3 OTHER 57 62 -8.1 15.2 120 147 OTHER 18 20 -10.0 10.8 41 43 TOTAL 375 281 33.5 100.0 695 565 TOTAL 166 132 25.8 100.0 292 241

Talk to the specialists about entry certification - fast, efficient, professional Vehicle Inspection NZ 0800 GO VINZ (468 469) www.vinz.co.nz

AUTOTALK MARCH 2017 | www.autotalk.co.nz | 43 TRIBUNALTALK

Cassin in tyre tussle

Young v Market Cars Limited

emember Andrew Cassin, the managing Rdirector of NZ New Cars, which went bust in 2013, leaving a trail of customers unpaid for sold- on-behalf cars? Cassin returned to the vehicle industry not long after and has since been selling cars under the ‘Market Cars Limited’ name, a company owned by his wife, with Cassin working as its sales manager. Market Cars was in the Motor Vehicle Tribunal last month with the ex-dealer appearing on its behalf. In April 2016, a purchaser paid $24,000 for a 2014 Hyundai i30 from the trader. import, had 17,000kms on its On inspection, the offered another non- The vehicle, an Australian odometer at the time of sale. purchaser’s husband matching wheel and again discovered its spare wheel this was rejected. On was missing. September 9, the purchaser The husband says Cassin says she sent an email to told him he knew where the trader advising she had the spare was and that he a quote of $1340 plus GST Anywhere. Anytime. would supply it when the for a spare wheel which vehicle was paid for and would match the other Your most important dealership information collected. The next day on Hyundai wheels and the tyre accessible from any desktop, tablet or mobile collection, the purchaser would have to be sourced device. Faster. Easier. Smarter. was told Cassin had separately. The trader did forgotten the wheel but he not respond. promised to provide it. On September 20, the The following week purchaser obtained a price Cassin gave a spare wheel to of $828.24 for a wheel the purchaser but it was the and tyre from a franchised wrong size for the vehicle, Hyundai dealer. Before was old and would not fit accepting the quote the in the spare wheel well. It purchaser sent an email to was returned to the trader. the trader on September The purchaser continued to 21 but again received no ask for the wheel and was response. told the importer had one The purchaser also sent coming in the next week Cassin a text message asking and Cassin would get it and him to confirm he was contact her. receiving her emails. Cassin The trader failed to supply confirmed that the director the spare wheel and ignored of the trader was handling emails from the purchaser the matter. 0800 623 687 sent to him on April 29 and Finally, on September www.motorcentral.co.nz June 13, 2016. 28, 2016, after driving the On June 27, the trader Continued on page 45

44 | AUTOTALK MARCH 2017 | www.autotalk.co.nz TRIBUNALTALK

Continued from page 44 had reasonable time and come back if the noise walls which made them vehicle for more than five opportunity to rectify the persisted. The purchaser unsafe. months without a spare situation, and ordered the says the engine ticking noise The trader’s director wheel, the purchaser bought trader to immediately refund remained after the engine says advertising the wrong a spare wheel, a tyre and the cost of the wheel and oil flush and he notified the engine size was a mistake the wheel caps for a total tyre. trader. but the tribunal said that of $948.90. The purchaser In September, the was irrelevant and found sent copies of the receipted Brett v Cheap Dealz Limited purchaser took the vehicle the trader had misled the invoices to the trader In August 2016, the to West Auckland Nissan purchaser about the size of on October 7 and asked purchaser paid $4300 for which recorded the the engine. It also found the for reimbursement. She a 2009 Nissan AD station odometer as 154,256kms purchaser was misled on received no response and wagon from the trader. The (2,723kms after sale) and the condition of the tyres. sent follow-up requests on purchaser presented to reported a noise from Claiming the vehicle was in October 14 and 25. the tribunal a copy of the the top rocker cover and “great condition” was also Cassin says he has no trader’s advertisement for front timing chain area. misleading as the car had recollection of promising the vehicle which he said It estimated the cost of an engine fault that was to obtain the spare wheel. he had seen on Trade Me replacing the timing chain uneconomic to repair. He says he offered the before he inspected and test and associated parts as The tribunal ordered the purchaser another 17-inch drove the vehicle. $4086.30. return of the vehicle and alloy Hyundai wheel but The advertisement The invoice from the the refunding of the full this was refused by the represented the vehicle’s dealer confirmed the vehicle purchase price, and the purchaser because it did engine size as 1600cc had a C12, 1240cc engine cost of the franchise dealer not match the other wheels and stated the vehicle had rather than the 1600cc unit check. on the vehicle. Cassin “near new tyres” and was advertised. The purchaser says he also offered to in “absolute impressive also produced a photograph contribute $500 towards condition” with “fantastic of the vehicle’s tyres which the cost of the wheel but looks”. The vehicle’s showed cracks in the side that offer was refused. odometer reading at The tribunal said it did the time of sale was not consider that any 151,533kms. reasonable consumer would The purchaser says the regard a near-new, low- day he bought the vehicle mileage, expensive vehicle he noticed an unusual acceptable without a spare ticking noise coming from wheel which matched the the engine when he test other wheels. drove it. He mentioned The adjudicator was blunt the noise to the trader’s Specialists in regarding Cassin’s actions: director who told him it was pre‑shipment inspections “I did not find Mr Cassin a “normal Nissan noise”. to be a credible witness, The purchaser says in Japan & UK particularly when he sought the trader did not display to argue that he had no a consumer information  Full border inspections recollection of promising notice on the vehicle and (the purchaser’s husband) its director admitted it had  Authorised MPI inspections on April 3, 2016, that he not kept a copy of the CIN knew where the spare signed by the purchaser as  Authorised NZTA inspections wheel was for the vehicle required. and would obtain it and A few days after buying  Odometer verification supply it when the sale was the vehicle, the purchaser’s completed. mechanic identified the  Pre-export appraisal “On the other hand, (the engine noise as coming purchaser’s husband’s) from the lifters or the timing  Vehicle history reports evidence of the conversation chain. The purchaser says he had with Mr Cassin on he immediately telephoned April 3, and in particular Mr the trader who asked him Cassin’s promise to obtain to take the vehicle to its the spare wheel, rang true mechanic in Onehunga, and seemed to me to be far which the purchaser did. more likely than not to have The trader’s mechanic JEVIC NZ occurred.” gave the vehicle an engine The tribunal found Cassin oil flush and told him to 09 966 1779 www.jevic.co.nz

AUTOTALK MARCH 2017 | www.autotalk.co.nz | 45 DIARYTALK

tive company. on the day. There will be a drive experi- THE ence for attendees and their AutoTalk’s February 8 guests. Media will be checking group editor out the cars earlier in the day. Scott Morgan DIARY Palmy to lose Harley

looks at the January 2017 arrivals Scott Morgan Scott dealership month gone by is set to accelerating hard on AutoTalk.co.nz lose its only Harley-Davidson New and used passenger car dealership. arrivals remained healthy in The motorcycle manu- January 2017, with increases for facturer has decided not to both on last year’s tally. February 2 renew its contract with ANZA There were 10,578 used February 1 Motorcycles after almost 30 passenger car arrivals and Ford NZ will act if years, Stuff reports. It will stop 8496 new passenger car ar- Toyota closes its Kuga fire fault found being an authorised Harley- rivals in January 2017 up from doors in October says it will Davidson dealer on April 28. 9769 and 6687 respectively in The final day of car production act quickly if a fault that caused “We do not know what will January 2016. for ’s Altona a fire in one of its Kuga SUVs happen after April regarding New and used truck (over manufacturing plant will be late last year is found to be an authorised dealership [in 3500kg GVM) and light com- Tuesday, October, 3 2017, the linked to a recall in another Palmerston North]. This is in mercial (under 3500kg GVM) company has revealed. market. the hands of Harley-Davidson,” arrivals also remained healthy As part of the shutdown The car burst into flames in ANZA owners Kerry Jones and in January 2017, with some process, the plant will stop Auckland in December, with wife Grace Johnstone wrote noticeable increases in new building Aurion vehicles in the owner’s insurance com- on the company’s Facebook vehicle volumes year on year. August, Camry hybrid vehicles pany unable to conclude what page. in September and Camry pet- caused the fire. Great start to the year rol vehicles in October. Some Kuga – the 1.6-litre for Suzuki new car The company will continue turbocharged petrol models February 9 sales built between 2012-2014 – operating both AM and PM Suzuki New Zealand is cel- have been recalled in South shifts until the final closure Price competitive ebrating record new car sales in Africa after 40 of the 4000 sold date. Ioniq EV will bust January. caught fire. The issue is a result The brand captured 7% of of a loss of cooling liquid, caus- buyer anxiety New VDAM rule takes the market to kick the year off ing the block to crack and leak EV buyer anxiety will fall by the effect – its best-ever penetration in oil onto hot exhaust compo- wayside once the range- and New measurements for heavy more than four decades. nents. price-competitive Ioniq Electric vehicles in the vehicle dimen- Suzuki sold a record 728 is launched , Hyundai Motors sion and mass (VDAM) rule new cars for the month ac- New Zealand says. 2016 comes into force today, cording to Motor Industry It is introducing the February 1, 2017, and an in- February 7 Association figures. Elantra-sized electric hatch dustry association is warning That follows a strong at a market-competitive price its membership of the need to Cox appoint CEO and performance in 2016, with a of $59,990, tens of thousands be aware of the changes and 5.2% share of overall passenger chairman to lead new less than current EV offerings implications of this. sales. company from BMW and Renault. Malcolm Yorston, the Cox Automotive Australia has There is also a luxury ver- technical manager, for the Im- announced the appointment of sion, the Ioniq Elite, priced from ported Motor Vehicles Indus- Gary Martin as its chief execu- $65,990. February 13 try Association (IMVIA), says tive and Greg Duncan (OAM) as it’s important that wholesalers chairman of the board of man- New distribution and dealers are familiar with agement, from March 1, 2017. modifications allowed under February 10 centre boosts 2 John Bailey, president of the new VDAM rule, and can Cheap Cars’ capacity International, Cox Automo- meet the certifying require- Official Tesla Launch 2 Cheap Cars’ new distribution tive says: “The appointment of ments now that the revised confirmed centre in Auckland is a key part Gary and Greg, who are both rule is in effect. Tesla will officially launch in of the company’s expansion well respected leaders of the Yorston points out that New Zealand this month – plans. Australian car sector, under- updated information is freely although the site of its dealer- The Mt Wellington facility, lines the importance Australia available on the NZ Transport ship and service centre remain which opens on March 1, will plays in Cox Automotive’s Agency web page ‘VDAM: a mystery. see up to 2000 cars processed global strategy.” What you need to know’ and Customers and members of per month, 2 Cheap Cars chief Gary Martin will lead Cox throughout the NZTA website. the EV community have been executive Eugene Williams Automotive Australia as their invited to an official launch says. very first chief executive. He at Shed 10 on Auckland’s That is up from 1200 cars is well known in Australian Queens Wharf on February 23. each month at its current East automotive industry circles, A number of early customers Tamaki site. and is currently based in the US are taking delivery of their cars leading Xtime, a Cox Automo- Continued on page 47

46 | AUTOTALK MARCH 2017 | www.autotalk.co.nz DIARYTALK

Continued from page 46 Missing Hamilton girl Disputes Tribunal Kiwi retail sales found in car yard adjudicator New car sales continue to February 14 Police believe a five-year-old appointed push the volume of total retail girl found in a Hamilton car trade sales up in New Zea- Independent testing Brett Carter is the newest land, with sales rising 1.9% in yard was left in a courtesy car member of the Motor Vehicle proves Kiwi fuel dropped off by her father the the December 2016 quarter Disputes Tribunal. reports Statistics NZ. quality previous evening. He replaces outgoing adju- Glory Inoke was found at It says motor-vehicles sales An Independent fuel testing re- dicator Christopher Cornwell, Kiwi New Cars in Frankton led most of the quarterly in- port by the Ministry of Business, who has stepped down from on Wednesday morning after dustry movements over 2016. Innovation, and Employment’s the tribunal after more than being reported missing about “More expensive cars and Trading Standards department 10 years in the role. 6.30pm on Tuesday night. SUV vehicles are selling well, shows Kiwis are filling up their Commerce and consumer Although police are still especially in Auckland, ac- tanks with high-quality fuel. affairs minister Jacqui Dean, confirming details with the cording to comments from car “Trading Standards carries who appointed Carter for a family, Waikato police senior dealers and industry experts,” out independent testing of five-year term, says she is sergeant Ray Malcolmson says says business indicators man- petrol, diesel and biofuels to pleased he has accepted the it is the logical explanation. ager Tehseen Islam. give consumers added peace position. of mind,” says manager Ste- ACCC swings axe phen O’Brien. against dealer Trading Standards tested fuel February 16 February 17 from 115 service stations across commission caps New Zealand between July BMW CEO slams Thieves looking The Australian Competition 2015 and June 2016, sampling Aussie government to make speedy and Consumer Commis- directly from the fuel pump to sion (ACCC) wants to deny for ignoring EVs getaways with authorisation to 16 insurance ensure the fuel was the same BMW Australia CEO Marc companies to agree to a cap fuel going into consumers’ Werner has slammed the motorbikes of 20% on commissions paid vehicles. Turnbull Government for fail- Thieves are looking to to car dealers who sell their ing to provide a framework for make speedy getaways with add-on insurance products. electric vehicle consumption other people’s motorbikes in The ACCC considers that February 15 in Australia. Hawke’s Bay. the proposed cap is unlikely Calling out the lack of Police have seen an in- to result in a public benefit. GM confirms possible incentives for EV ownership, creasing trend of motorbikes The Australian Securities including financial incentives being stolen, including quad- sale of Opel to PSA and Investments Commission and infrastructure, Werner bikes being targeted rurally Group (ASIC) report, ‘A market that is says the “time for talking” and road and trail bikes being The future of General Motors’ failing consumers: The sale of is over, reports Wheelsmag. stolen from urban areas. European business is up in the add-on insurance through car com.au This includes two Harley air, with the company looking dealers’, found that consumers “It’s time for some action. Davidsons that were taken at selling Opel Vauxhall to PSA are being sold expensive prod- We need to break Australia’s from different motels on Ma- Group. ucts that often provide little to embarrassing silence on rine Parade in Napier. But GM Holden New Zea- no benefit. environmental topics and start land spokesman Ed Finn says doing something,” he told a New president it is business as usual for New group of motoring journalists. takes the wheel at Zealand. February 22 Motoring Writer’s GM told Auto News Europe Mercedes-Benz that its ongoing alliance with Guild Toyota recognises North Shore named PSA has generated “substantial The New Zealand Motor- top dealers synergies” for both companies. top dealership ing Writer’s Guild has elected Nelson’s Bowater Toyota Mercedes-Benz North Shore DIESELtalk editor and Auto Dealer numbers grow has been named top Toyota has picked up the company’s Media Group chief reporter dealership for the third year further coveted Dealership of the Year Robert Barry as its president running. The number of registered prize. for the next twelve months. Chief executive Tony traders has surged further in Dealer principal Craig Barry takes over at the Bowater accepted the 2016 January to 3358 – 44 up on Innes and his staff delivered a wheel from immediate past Toyota Dealer of the Year December’s total of 3314. year of outstanding customer president Liz Dobson who has on behalf of his team at the This is the highest number service, which is the key fac- led the guild for the last two annual Toyota Dealer Awards of dealerships and sole trad- tor behind the win. years. ceremony in Auckland over ers since the peak in October Ben Giffin, Mercedes-Benz “We live in an automotive the weekend. of 3341. Cars New Zealand general world of constant change, so The award is given for over- The number of traders is manager, says the win is testa- it’s more important than ever all excellence in all aspects of tipped to keep rising while ment to the dedication and to have a professional group of dealership operations. boom economic conditions commitment of Craig and his independent journalists such Family owned Bowater push vehicle sales to record team. as the New Zealand Motoring Toyota – which operates in heights in New Zealand. Writers’ Guild,” says Barry. New Motor Vehicle Nelson, Richmond and Mo- New cars revving up tueka – claimed the top award Continued on page 48

AUTOTALK MARCH 2017 | www.autotalk.co.nz | 47 DIARYTALK

Trade Me has recorded a $46.1 years,” says energy and resourc- Continued from page 47 AHG sees 11% drop in million net profit after tax ac- es minister Judith Collins. over fellow finalist Rutherford & cording to its half yearly results, profit for second half Bond Toyota (Wellington). which is 19.6% up on the same Carlos Ghosn steps of 2016 Heartland profits up time last year. down as Nissan CEO Automotive Holdings Group Major automotive lender Heart- Chief executive Jon Mac- Hiroto Saikawa has been ap- (AHG) has recorded an 11% drop land Bank’s profits are up 14% donald says Trade Me also pointed chief executive officer at in half-yearly operating net profit to $29.1 million for the half year delivered record revenue of Nissan at the recommendation after tax as the Western Austral- ending December. $114.9m in the first half of the of current boss, Carlos Ghosn. ian market continues its slump. The company’s motor 2017 financial year, up 8.8% on Ghosn will continue to serve That equates to A$43.9 mil- vehicle loans – through its the corresponding period. as chairman of the board, and lion (NZ$46.89 million) for the subsidiary Marac Finance – rose Trade Me Motors was a he will seek a renewal of his six months to December 2016. by $27.1 million. strong performer after reporting mandate at the company’s However, in contrast the east That’s a 4% increase, taking a revenue increase of 7.5% year- general shareholders meeting in coast of Australia and New Zea- the total to $794.5 million. Over- on-year. June 2017. land have been the stand outs all its loan book grew 7.1 percent The management evolution for car sales. to $3.33 billion. Tesla announces follows the recent expansion of Auckland dealership the Renault-Nissan Alliance to Jail for former MOT and vehicle prices include Mitsubishi Motors, which February 28 positions the Alliance among the manager Tesla has confirmed a new retail F1-inspired Aston Former Ministry of Transport store will open on Auckland’s top automotive groups in terms employee Joanne Harrison has K Road mid-year, at an event of scale. Martin arrives priced at been sentenced to three years where it handed over the keys Mercedes Benz $259K and seven month’s jail after to eight Kiwi customers eagerly With the 2017 FIA Formula 1 pleading guilty to fraud charges. awaiting delivery of their new dealers get a glimpse World Championship set to kick The Serious Fraud Office Model S sedan. of new Concept X off on March 26 in Melbourne, brought charges of ‘dishonestly The company was in Auck- Class Aston Martin has unveiled its taking or using a document’ land on Thursday to celebrate latest additions to the Vantage The Concept X-Class Ute finally against the ministry’s former the official New Zealand launch range. touched down in Melbourne last general manager of organisa- of the Tesla Model S, with the The V8 Vantage S Red Bull week. It’s a sign that prepara- tional development in Novem- electric vehicle manufacturer edition is available to order tions are underway for the highly ber last year. confirming more customers will immediately with customers anticipated release of the vehicle An internal investigation receive their pre-ordered cars in in Australia and New Zealand in 2018. found that suspicious payments the coming weeks. receiving priority for the first The X-Class was flown in totalling about $726,000 had Online cash prices (exclud- global allocations. from Germany for a number of been made to various entities ing on-road costs and options) The Aston Martin V8 and V12 promotional activities, includ- Harrison was associated with. for the Tesla sedan line-up start Vantage S Red Bull racing edi- ing a series of photo shoots. at $126,400 for the rear-wheel tions have been created by the It also featured at the Mer- drive Model S 60 (60 kWh bat- marque’s in-house personalisa- cedes-Benz Vans Australia and tery 408 km range) through to tion service Q by Aston Martin. February 23 New Zealand National Dealer the $232,500 all-wheel drive Conference held in Melbourne. Infiniti boss seeking Model S P100D (100 kWh battery sustainable growth 613 km range). Infiniti is officially launching into Fuel price enquiry February 27 the New Zealand market this week with three vehicles, and terms of reference Jerry Clayton BMW more are set to follow as the released becomes Continental luxury brand seeks sustainable The government is today releas- growth. ing the terms of reference for the Cars Register for Infiniti Asia and Oceania fuel market financial perfor- Jerry Clayton BMW, the long- managing director Hironori mance study. standing BMW dealership on (Hiro) Fujita told Autotalk that The study, being undertaken Auckland’s North Shore, has FREE the Japanese-luxury brand has by the Ministry of Business, changed its name to Continental news updates been on a growth path for the Innovation and Employment, Cars BMW. last 24 months and wants that will take an in depth look at fuel Managing director of Sime Receive to continue by expanding into company finances to determine Darby Motors New Zealand new markets and geographical if the price New Zealanders are and Australia Pat McKenna says three-weekly territories. paying at the pump is reason- the name change brings Jerry “New Zealand is a promising able. Clayton BMW into alignment news alerts market regarding the economy “Petrol and diesel are funda- with the group’s New Zealand to your email and regarding the premium vehi- mental to New Zealand house- prestige car strategy. cle landscape, which I believe holds and businesses and I am “[This] is built upon the weekly accounts for 10,000 sales a year,” concerned that the difference strength and future development says Fujita. between what fuel is imported of the Continental Cars’ brand,” and sold for (fuel margins) has he says. www.autotalk.co.nz Trade Me profits rise steadily increasing over some

48 | AUTOTALK MARCH 2017 | www.autotalk.co.nz AUSSIETALK

company the Wideland Group. to result in a public benefit. The strategic expansion The Australian Securities has seen the group also and Investments Commission senior AUSSIE TALK AutoTalk’s acquire truck dealerships (ASIC) report, ‘A market that is Aussie journalist Max Pichon looks DIARY in Gympie, Maryborough failing consumers: The sale of back at the major and Forest Glen to add to its add-on insurance through car

stories in the past agricultural, automotive and dealers’, found that consumers Max Pichon Max month on our construction businesses. are being sold expensive prod- Austrailian AutoTalk website This acquisition will see ucts that often provide little to – autotalk.com.au 10 Rockhampton employees no benefit. at the Lower Dawson Rd site prehensive automotive transi- added to the 200 staff em- tion plan when car making ployed by Wideland through- February 22 February 1 finally ends this October, with out Australia. Toyota and Holden ceasing Mahindra opens Toyota closes its production. February 9 flagship showroom doors in October in SA The final day of car production February 3 FCAI cracks down on The latest Mahindra dealership for Toyota Australia’s Altona – Plaza Auto Mahindra – has manufacturing plant will be fake, faulty car parts Cox appoints CEO opened its doors in Adelaide, Tuesday October 3 2017, the Cases of fake car parts being South Australia company has revealed. and chairman to lead imported into Australia has General manager Stuart As part of the shutdown new company prompted the Federal Cham- Cole says he believes there process, the plant will stop Cox Automotive Australia has ber of Automotive Industries will be strong demand in the building Aurion vehicles in announced the appointment (FCAI) to set up a new system state for Mahindra vehicles, August, Camry hybrid vehicles of Gary Martin as its chief that will help stop them at the tractors and XTV product in September and Camry pet- executive and Greg Duncan border. lines. rol vehicles in October. (OAM) as chairman of the The online reporting “We are looking forward The company will continue board of management, from hub empowering consum- to demand from the Adelaide operating both AM and PM March 1, 2017. ers to submit a report aimed Hills and Barossa regions as shifts until the final closure John Bailey, president of at assisting investigators in well as many other areas sur- date. International, Cox Automo- the detection and seizure rounding the city and across This will ensure the total tive says: “The appointment of of counterfeit car parts has the state,” Cole says. volume production of 61,000 Gary and Greg, who are both received support from the De- vehicles for the year, made well respected leaders of the partment of Immigration and Car loan provider to up of 26,600 domestic and Australian car sector, under- Border Protection (DIBP). refund customers 34,400 exports, is met. lines the importance Australia During the 2015-16 finan- plays in Cox Automotive’s cial year DIBP seized more $400,000 InHouse Finance Group, a Senator calls for global strategy.” than 190,000 individual items vehicle finance lender that plan B to deal with Gary Martin will lead Cox of counterfeit and pirated provides finance for vehicles Automotive Australia as their goods worth about $17 million. car manufacturing purchased from Best Buy Au- very first chief executive. He is tos, has been caught charging transition well known in Australian au- Senator Nick Xenophon says consumers a higher rate than tomotive industry circles, and February 17 the announcement by Toyota is allowed under the National is currently based in the US to cease car production by Credit Act. leading Xtime, a Cox Automo- ACCC swings axe October highlights the jobs An Australian Securities tive company. emergency now facing south- against dealer and Investments Commission ern Australia in the absence of commission caps (ASIC) investigation found an automotive transition plan. The Australian Competition that the financier required Toyota has announced February 7 and Consumer Commis- consumers who were unable staff numbers will drop from Wideland Group sion (ACCC) wants to deny to pay a deposit of 80% to almost 3900 to 1300 when authorisation to 16 insurance purchase a warranty product. it stops manufacturing and goes on Qld companies to agree to a cap of This warranty purchase was moves most of its white-collar acquisition path 20% on commissions paid to then included in the amount workforce to Melbourne. Rockhampton business Hi-way car dealers who sell their add- borrowed and increased the Senator Xenophon has long 1 is one of four truck dealer- on insurance products. annual percentage rate for campaigned for the Australian ships which have been bought The ACCC considers that their loan. Government to have a com- by rapidly expanding Australian the proposed cap is unlikely

banner to come Register for FREE news updates -Receive thrice-weekly news alerts to your email THE VEHICLE DEALER’S NEWS SOURCE autotalk.com.au

AUTOTALK MARCH 2017 | www.autotalk.co.nz | 49 DIESELTALK

Shirley says the future integrity February 17 of the fund is under threat after Labour’s Mt Albert by-election DIESELtalk editor Rethink called on candidate Jacinda Ardern made Robert Barry comments in a debate suggest- looks at the month DIARY scrapping Wellington gone by on ing it could be used to help pay dieseltalk.co.nz trolleybus network for the costs associated with Robert Barry Robert -daily news for the A coalition of Wellington other transport modes. heavy transport and organisations led by a former equipment sectors. regional councillor is calling for Heartland profits up a rethink on the scrapping of the Major automotive lender Wellington trolleybus system. Heartland Bank’s profits are up February 3 At the Greater Wellington 14% to $29.1 million for the half February 1 Regional Councils (GRWC) year ending December. Electric bus trial sustainable transport commit- The company’s motor New VDAM rule begins in Auckland tee meeting on February 14, vehicle loans – through its taking effect the coalition of organisations subsidiary Marac Finance – and Wellington called for a professional study rose by $27.1 million. New measurements for heavy NZ Bus began trialling its new to maintain Wellington’s trol- That’s a 4% increase, taking vehicles in the vehicle dimen- BYD eBus in Auckland and leybus network. the total to $794.5 million. sion and mass (VDAM) rule Wellington this week as part of 2016 comes into force from “Wellington’s zero emission its strategy to lead the transi- trolley fleet is a strategic asset Southpac Trucks’ February 1, 2017, and there- tion to electric-powered public fore, an industry association in a city already committed to parent reports transport. phasing out its dirty fossil fuel is warning its membership of “The trial will enable the profitable half year the need to be aware of the buses,” says former three-term company to assess whether regional councillor Paul Bruce. Colonial Motor Company - the changes and implications of this fully electric bus, can parent company of Southpac this. meet the challenges of New Trucks - is reporting mixed Malcolm Yorston, the tech- Zealand’s landscape and the February 21 results for the half year to De- nical manager, for the Import- specific requirements of bus cember, according to its latest ed Motor Vehicles Industry networks in Auckland and Mercedes-Benz report to the NZX. Association (IMVIA), says it’s Wellington,” says NZ Bus chief It posted a record after tax important that wholesalers executive Zane Fulljames. Trucks recognises trading profit of $10.27 million and dealers are familiar with “We are committed to top dealers for the six months to Decem- modifications allowed under leading the industry towards Auckland truck dealership ber 2016. the new VDAM rule, and can an electric-powered bus Trucks and Trailers has narrowly That is up 8.9% on the previ- meet the certifying require- fleet, as was reflected in our missed out on a top prize at ous year’s result, but does not ments now that the revised announcement last year to Mercedes-Benz Trucks Dealer of take into account issues like fair rule is in effect. invest NZ$43m in Wrightspeed the Year awards in Melbourne. value revaluation of property, Yorston points out that electric powertrain technology It was named Metro Dealer deferred tax on property depre- updated information is freely to be retrofitted to buses in our of the Year runner up, with ciation and the fair value revalu- available on the NZ Transport existing fleet,” says Fulljames. Daimler Trucks in Hunting- ation of investments. Agency web page ‘VDAM: wood, Sydney taking out the What you need to know’ and top prize. throughout the NZTA website. New Zealand’s news source for road transport, logistics & heavy equipment industries February 10 Mercedes-Benz Trucks, which has just introduced February 2 KiwiRail boosting big a new-generation Actros ship handling truck range, held a glittering Demand for air KiwiRail is expanding its ability ceremony at the Glasshouse Register for to meet growing demand from venue, celebrating its best freight on the rise customers with the comple- dealership staff. New data released by the In- tion of two new sidings at its FREE ternational Air Transport Asso- Southdown Freight Hub in news updates ciation (IATA) shows increasing Auckland. February 22 demand for global air freight. A ten day, 24-hour opera- The demand, measured tion over the holiday period Leave National Land Receive in freight tonne kilometres transformed two new sidings Transport Fund (FTKs) grew by 3.8% in 2016 (short tracks). thrice-weekly compared to 2015. alone: Shirley This new infrastructure will The National Land Transport news alerts to This is nearly double the ensure the efficient transfer of industry’s average growth rate Fund must remain ring-fenced freight around the North Island for roading projects, Road your email of 2% over the last five years. and works with the new mega All regions, with the excep- Transport Forum chief execu- container ships now calling on tive Ken Shirley says. tion of Latin America, experi- the Port of Tauranga. enced positive freight growth The fund is paid for by road in 2016. users through petrol excise and road user charges. www.dieseltalk.co.nz

50 | AUTOTALK MARCH 2017 | www.autotalk.co.nz EVTALK

EV TALK No to EVs in bus lanes: EVtalk’s February 23 managing editor DIARY Goff looks at the Auckland’s mayor Phil Goff does Tesla announces not back a government-pro- month gone by on moted trial that will give electric Auckland dealership

Richard Edwards Richard EVtalk.co.nz cars (EVs) priority access to the and vehicle prices city’s motorways. Tesla has confirmed a new retail The NZ Transport Agency store will open on Auckland’s than current EV offerings from has confirmed the two-week K Road mid-year, at an event BMW and Renault. trial, promoted by transport where it handed over the keys February 2 There is also a luxury ver- minister Simon Bridges, will run to eight Kiwi customers eagerly sion, the Ioniq Elite, priced from next month, reports Radio NZ. awaiting delivery of their new More EV charging $65,990. Electric cars that plug in to Model S sedan. stations for Auckland power networks will be able to The company was in Auck- use priority lanes on five motor- land on Thursday to celebrate and beyond February 14 way on-ramps. the official New Zealand launch Expect to see more electric ve- Auckland’s mayor Phil Goff of the Tesla Model S, with the hicle charging stations popping Renault-Nissan now says he is a fan of electric cars, electric vehicle manufacturer up around Auckland in the near world’s largest maker but not the trial. confirming more customers future. will receive their pre-ordered Auckland Transport plans of EVs Mitsubishi has helped the Re- cars in the coming weeks. on installing up to 60 regu- February 17 nault-Nissan Alliance to solidify Online cash prices (exclud- lar chargers at park and ride its position as the global leader ing on-road costs and options) bus stations and other public 30 to 40 brands will in sales of battery-electric cars. for the Tesla sedan line-up start parking sites. The Nissan Leaf is the be EV only in a decade at $126,400 for the rear-wheel That is thanks to $300,000 best-selling all-electric car in Audi of America president Scott drive Model S 60 (60 kWh bat- from the government’s EECA history, while the Renault Zoe Keogh has made some bold tery 408km range) through to Low Emission Vehicles Contest- has achieved consistent strong statements in regards to the the $232,500 all-wheel drive able Fund, Stuff.co.nz reports. sales in Europe. future of electric vehicles. Model S P100D (100 kWh bat- VW plans 2-3 million At the same time, Mitsubishi According to Keogh, Audi tery 613km range). has continued to sell its i-MiEV will embrace EVs and he fully EVs a year electric car, reports GreenCar- expects the franchised Audi Volkswagen is among the few Report. dealers to do the same. February 27 major automakers who are Add them all together, and “Do we want to jump in and committed to the mass produc- you get the world’s largest compete (with EVs)? Without a Tesla to offer lifetime tion of electric vehicles. maker of battery-electric vehi- doubt. We have the resources, car maintenance and Undoubtedly pushed by the cles by far. the scale, the infrastructure, the insurance backlash of the ‘Dieselgate’ customers and the dealers to Including Mitsubishi sales, the Tesla has begun offering lifetime scandal, the German automak- compete in this new order.” Renault-Nissan Alliance has sold insurance policies to some er invested heavily in its new 424,797 electric cars through to buyers, with the packages also MEB platform for electric ve- the end of 2016, according to a covering vehicle maintenance. hicles last year and announced February 22 company press release. According to Tesla’s presi- plans to build 2 to 3 million all- dent of global sales and service, electric cars a year and unveil First EV motorhome Jonathan McNeill, the insur- 30 new models by 2025. February 16 ready by end of year ance and maintenance package The company has since Campervan rental company has been quietly rolling out unveiled a few concepts using BMW CEO slams Tourism Holdings expects to to shoppers in Asian markets, the platform and they are now Aussie government have the country’s first electric where it’s proven very popular. laying out their design direction motorhome ready for a “show According to a report in Busi- for EVs in more details. for ignoring EVs and tell” by the end of this year, BMW Australia CEO Marc Werner ness Insider, McNeill says that according to NBR. has slammed the Turnbull Gov- the majority of Tesla buyers in Chief executive Grant ernment for failing to provide a Asia have opted to shell out for February 9 Webster says the electric framework for electric vehicle the package. motorhome is still in the trial consumption in Australia. Price competitive phase, with a chassis arriv- Calling out the lack of Ioniq EV will bust ing from an as-yet unnamed incentives for EV ownership, manufacturer in the next few buyer anxiety including financial incentives weeks that its design team will EV buyer anxiety will fall by the and infrastructure, Werner says then modify. wayside once the range- and the “time for talking” is over, Keep up with the Having a product that is price-competitive Ioniq Electric reports Wheelsmag.com.au consumer ready and available to Electric Vehicle is launched , Hyundai Motors “It’s time for some action. rent is some time away but THL New Zealand says. We need to break Australia’s industry news hopes to have something on It is introducing the embarrassing silence on envi- the road and operational later Elantra-sized electric hatch at ronmental topics and start doing this year. a market-competitive price of something,” he told a group of $59,990, tens of thousands less motoring journalists. www.evtalk.co.nz

AUTOTALK MARCH 2017 | www.autotalk.co.nz | 51 Weekly container services from Japan. We’ve got New Zealand covered.

Full door to door container service: • Odometer Certifi cation • NZTA Border Inspection • MPI Pre Clearance • Vehicle Condition report • Digital Images • Customs Clearance • Marine Insurance • Local Delivery

- TIMARU - PORT CHAL TTELTON MERS ON - LY - NELS GTON AUCK WELLIN LAND - TAURANGA - NAPIER -

Contact Moana Blue now to fi nd out how we make importing from Japan to New Zealand SIMPLY EASIER! 0800 MOANA BLUE www.moana-blue.com