THE VEHICLE DEALER’S NEWS SOURCE MONTHLY MAGAZINE OF AUTOTALK.CO.NZ – VOLUME 9 | ISSUE 3 | APRIL 2018

Confidence for the road ahead.

Toyota ‘dealerships’ Turners here to stay introduces

oyota New Zealand has stressed into buying a brand-new vehicle. We F&I loyalty it still intends to have dealerships are taking a more customer-centric Tin New Zealand towns and cities, approach to car buying and the entire despite its Drive Happy Project rewriting ownership experience.” scheme the way it does business - though they Davis says the vehicle selling process will get a change of name.. has not changed much in the past 50 loyalty scheme that hands As predicted by AutoTalk years yet today most custom- out Turners shares to dealers more than a year ago, the ers are using online tools to Awho are successful at selling brand has shifted to an agency research options before pur- the company’s finance and insur- model with fixed prices. chase. ance products is Dubbed the “Drive Happy “We’re not alone in having well under way. Project”, the move comes with made new vehicle purchases Turners recently a raft of updates to the brand’s a drawn-out affair which takes issued 30,914 operations, including a revised the gloss off the experience,” shares for business website, test drive systems and he says. referred from July Alistair Davis fixed-price service plans with “We’ve observed and listened 1, 2017 to Decem- offers of warranty extensions. to customer feedback and are re-shap- ber 31, 2017. Todd Hunter “Our way of business needs to evolve ing the purchase experience.” “We were look- to align with our customers’ expecta- “I want to make it clear Toyota has no ing at ways we could have a point tions,” Toyota New Zealand chief execu- intention of eliminating the local dealer,” of difference in the market,” Turn- tive Alistair Davis says. Davis says. ers Automotive Group chief execu- “As a result of the changes we are “But we also think there are some tive Todd Hunter told AutoTalk. making, customers will save time and challenges with the dealer model. “We’ve got just over 200 dealers money, and have more choice. “The dealership is a significant eco- signed up to the scheme.” “We want to put the pleasure back Continued on page 12 If dealers achieve certain per- formance goals, they receive $10 INSIDE worth of shares for every $1000 4 13 Industry responds to Takata recall 4 in insurance policies and $5000 in Write-offs rising 7 finance loans sold through Turners’ ITS comes to the fore 13 Oxford Finance and Autosure Insur- Kia goes electric 18 Continued on page 3

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AutoTalk Magazine and autotalk.co.nz are published by Auto Media Group Businesses recovering 8/152 Quay Street, Limited. P.O. Box 10 50 10, Auckland City, 1030. Ph. 09 309 2444. after stink bug delays GROUP EDITOR AUTO TRADE TITLES Scott Morgan he import system is slowly getting back engaged. It was a close-run thing.” 021 240 2402 to normal after months of disruption A research group has also been formed to [email protected] Tcaused by stink bugs hitching a ride to look at the best treatment methods to deal New Zealand on vehicle carriers. with the bugs, Vinsen says. MANAGING EDITOR The Ministry for Primary Industries “We’re not sure what to expect next year. Richard Edwards (MPI) has confirmed toAutoTalk enhanced It might have been a one in ten-year event. 021 556 655 inspections of vehicle carriers will end on “We’re in preparation for the next season [email protected] April 30 at the end of the stink bug season. so we’re ready for it. And Imported Motor Vehicle Industry As- “There’s a lesson to be learned as we’re sociation (VIA) chief executive David Vinsen aware of the seasonality of these bugs. We ASSISTANT EDITOR Geoff Dobson says the situation is slowly being resolved. think there’s going to be much closer scru- 021 881 823 “The worst is over. It’s been a hugely tiny.” [email protected] stressful time for everyone involved,” Vinsen says. “The worst is over. It’s “Initially there was quite a bit of pressure. been a hugely stressful BUSINESS MANAGER MPI is taking an extremely careful look at the Dale Stevenson time for everyone 021 446 214 ships.” [email protected] The situation has been difficult for compli- involved”. ance shops in particular to manage, going ADVERTISING from a dearth to a glut of stock. On a positive note, he says it has fostered ASSISTANT “The compliance shops have been desper- closer cooperation between different indus- Fran Da Silva 021 933 279 ate to keep their staff. Everyone knew there try sectors and government departments. [email protected] was a huge amount of volume coming. Meanwhile, MPI is promising to keep a “The logistics of it has been really difficult close eye on ships coming in after April 30. to manage. Ports of Auckland has had to jug- “Enhanced levels of scrutiny will continue GENERAL MANAGER gle around berths, with fresh stuff coming in. to apply to any vessel that MPI believes has a Deborah Baxter 027 530 5016 “We’ve heard of people being stood down high risk of stink bug contamination after this [email protected] as volumes were cut but they have been re- date,” a spokesperson told AutoTalk.

PUBLISHER/CHAIR Vern Whitehead 021 831 153 Turners introduces F&I loyalty scheme [email protected]

Auto Media Group Limited makes Continued from page 1 to them.” every endeavour to ensure information ance businesses. Some businesses that run similar schemes contained in this publication is accurate, however we are not liable for any losses “It’s a case of getting people signed up put time restrictions on when shares can be or issues resulting from its use. and enjoying the rewards of building up sold. Annual subscription: ownership in a company,” Hunter says. However, Hunter says Turners didn’t want $84 + gst ($96.60) “Essentially, there’s no restrictions on the to overcomplicate the situation. Printed by: Alpine Printers. shares. If they want to sell them straight away “Our view is keep it as simple as possible, they can, but we’re hoping they will hold on without hooks or conditions.”

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

Industry bands together after Takata recall

he Government’s “We thank the MIA and “We will support our membership in decision to implement New Zealand’s new vehicle adhering to their compliance obligations,” Ta compulsory recall distributors for their as- VIA chief executive David Vinsen says. of all vehicles with alpha sistance in dealing with the Takata airbags has received [voluntary] recall so far and a positive response from the will continue working with New Zealand distributors to ister Kris Faafoi says he will industry. them to ensure all vehicles recall used imported vehicles be keeping a close eye on Almost 50,000 vehicles in the New Zealand market when they have been im- whether a compulsory recall have the alpha airbags meet the appropri- ported prior to a recall being is needed for the 257,000 that need to have their ate safety criteria.” announced. vehicles with faulty Takata inflators replaced. Progress on the But it isn’t acceptable for airbags. People have died recall has been importers to be bringing in About 116,000 non-alpha around the world after hampered by a lack vehicles with a known recall airbags have been replaced being hit by shards of replacement air- in the market they are being already. exploding when the bags, Vinsen says. sourced, Crawford says. “The motor vehicle indus- faulty airbag deploys in That means com- “MIA welcomes the try has recalled vehi- David Crawford a crash. pleting the recall Government’s deci- cles with the Takata Of the vehicles that still will need the cooperation sion to prevent any airbags with varying need the parts replaced, of government and industry vehicle with an open degrees of success, 45,622 are used imports and bodies over some months. recall from passing but more must be 4795 are New Zealand-new Motor Industry Associa- compliance and entry done to ensure vehicles. tion chief executive David into the New Zealand that the highest risk The Imported Motor Vehi- Crawford says the airbag fleet.” Kris Faafoi alpha-type airbags are cle Industry Association (VIA), problem is a “massively large Legally, importers who removed from our vehicle Motor Industry Associa- and complex logistical issue”. bring used vehicles with fleet. tion (MIA) and New Zealand “The alpha-type airbag an open recall on them “I would like to acknowl- distributors are working to- inflator fitted to vehicles are obliged to replace the edge the effort some of the gether to sort out the issue. between 2001 and 2006 faulty airbags, although that new vehicle sellers have “We will support our is more at risk of failure if responsibility has generally made – both in replacing membership in adhering to activated than other types of fallen to New Zealand dis- airbags in vehicles they have their compliance obliga- Takata airbag inflators.” tributors under what was the sold as new and in replacing tions,” VIA chief executive The MIA has a code of voluntary Takata recall. airbags in vehicles from their David Vinsen says. practice that encourages Consumer affairs min- Continued on page 11 New recruits needed for Mitsubishi Botany

ndrew Simms Mitsubi- ants and groomers. commute to work. rapidly to grow the service shi in Botany is officially Dealer principal Matthew “It’s been a team effort to operation to fill all 36 bays,” Aopen but it needs more Wales says the new dealer- get the dealership up and Wales says. staff to complete the team. ship was only approved by running. We didn’t want to let The new Mitsubishi dealer- Mitsubishi has replaced Mitsubishi Motors New Zea- any time go begging. ship joins Kia and Jeep at the Haval and Great Wall at the land on March 1. “We welcome new team Botany site, Mitsubishi, Kia Te Irirangi Drive site, with the It has been a quick turna- members to help us make and Jeep in Newmarket and showroom getting a major round to get the dealership Mitsubishi Botany the success the new Great Wall and Haval overhaul. up and running, with “all we know it will be.” dealership in Greenlane. The 15,000 square-metre hands-on deck”. Initially, Wales expects Email mwales@andrews- site includes a 1024sqm Wales says the new roles about 23 or 24 bays of the imms.co.nz for more infor- Mitsubishi showroom and a might appeal to East Auck- service bays to be in opera- mation about the vacancies 36-bay workshop and needs landers working in other parts tion at Botany. at Andrew Simms Mitsubishi technicians, sales consult- of the city who want a shorter But the business will “move Botany.

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Holden NZ boss recalled to Australia

olden New Zealand managing began selling cars in 1948. mediate effect. He was relatively new to director Kristian Aquilina has Sales of both the new Commodore the role, being appointed in November Hbeen called home to take over and the Equinox SUV were disappoint- 2016. the brand’s Australian marketing efforts. ingly low. “Mark has brought a fresh perspec- The brand is reeling across the Tas- Holden Australia has confirmed its tive to Holden during a difficult period man after March sales results that were executive director of marketing Mark of transition. We thank him for his the worst it has experienced since it Harland has left the company with im- passion and wish him well in his future endeavors,” Holden managing director Mark Bernhard said in a statement. The ‘For sure’ launch cam- paign for the Commodore has The New Zealand Automotive Industry’s software provider of choice failed to fire for the brand, while the national Kristian Aquilina motoring editor for News.com.au questioned why Australia did not get the ‘Here to stay’ campaign run in New Zealand. 35 Years AutoTalk had been led to believe 3,000 Clients Aquilina was heading to Australia 10,000 Users can’t be wrong! to help out on a part-time basis. Since then, his move appears to Automotive & Industry IT have become more significant. He is expected to continue to hold his New Zealand role - which ADP Autoline: The world’s most popular Dealer and Distributor also covers the Isuzu truck brand Management System from the world’s largest provider. - until a suitable replacement can be found. Holden NZ spokesperson Edward Finn insists that for now NZ’s most installed and fastest growing Dealer and Aquilina will retain the position. Fleet Management System with over 400 installations. “I must stress for now he is DEALER MANAGEMENT IT maintaining his role as managing director of Holden New Zealand,” Finn says. NZ’s acclaimed Workshop Management System runs 50% of Aquilina was appointed New independent motor industry service and repair businesses. Zealand managing director in AUTOMOTIVE SERVICE IT January 2015. He started his career with GM Holden (Australia) in 1997, working in corporate affairs. In 2003 he was appointed the TSI Group’s own computer hosting and cloud services division, and sales manager for Latin America, NZ’s largest automotive industry specialist IT services company. Africa and the Middle East. In 2005 he became the national man- ager for government relations and proudly exports Kiwi know-how and expertise to the world with clients in 24 countries. public policy, and in 2007 moved into a role as export sales manager, working with the Pontiac in the US and Buick brand China. In 2008 he was appointed marketing manager for large cars, SUVs and LCVs before becoming Contact: Paul Wilkinson [email protected] 09 5832482 0274475514 Holden’s zone manager for Victo- ria and Tasmania in 2013.

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

Write-offs a business opportunity?

ehicle write-offs are increasing as the age of New “Older cars are becoming uneconomical Zealand’s vehicle fleet continues to rise - and auction to repair. As vehicles are written-off by Vhouses are set to benefit. insurance companies, we get to sell them.” Ministry of Transport figures show almost 30% of the country’s light vehicle fleet is 20 years old. And New Zealand Transport Agency statistics show 156,000 vehicles were written off or removed from the road 6-10 years old. in the past year, with the number of passenger cars written Cox says the company sells a variety of salvaged vehicles, off by insurers up 25% year-to-date. from passenger and commercial vehicles to trucks, machin- Turners Group chief executive Greg Hedgepeth sees it ery, marine and motorcycle assets. as an opportunity to sell the write-offs and the newer used “They are primarily through insurance companies but are vehicles that are replacing them. also selling on behalf of rental companies and also direct “As more vehicles come on to New Zealand roads, there from manufacturers. are increased opportunities for accidents. “Our buyers are quite varied but primarily come from auto “Older cars are becoming uneconomical to repair. As ve- parts recyclers and body shops and the occasional private hicles are written-off by insurance companies, we get to sell buyer who is looking to repair or restore vehicles.” them.” Turners general manager Issue for insurers of damaged and end of life Vero motor claims executive manager Michael Burke says vehicles Shane Prince says about 12% of the company’s vehicle claims are written-off. the company sells more than 20,000 sal- However, there is no real pattern in terms of which vehi- vaged vehicles each year, including about cles are written off. 18,000 passenger cars. “It depends on the extent and type of the damage and the “About 10% of that volume are late value of the car. model vehicles and we sell a lot of those Continued on page 8 on Trade Me. It’s more eyeballs for models less than five years old.” About 61% of damaged vehicles Turners sells are Japanese imports, compared with Shane Prince 39%, which are New Zealand new. “That’s reflective of the fact there’s so many imports com- ing in.” A big chunk of Turners’ buyers are trade buyers and auto- motive repairers, Prince says. Specialists in “They process the vehicles in their yard and take the parts pre‑shipment inspections they want for their shop.” Any leftover scrap metal gets crushed and exported over- in Japan & UK seas and other parts of the vehicles are recycled into prod-  Full border inspections ucts like carpet underlay, Prince says. But it’s not just trade buyers who pick up written-off vehi-  Authorised MPI inspections cles, with 15% private buyers who often look to restore them. Manheim national service  Authorised NZTA inspections manager Andrew Cox says the market for write-offs in New  Odometer verification Zealand is growing. In the 2017 calendar year Manheim NZ sold more than  Pre-export appraisal 27,000 salvaged vehicles, he says. “Based on data over the last three years, we have seen  Vehicle history reports growth in this market across all age ranges and vehicle types. “With the weather events that have already taken place in 2018, we are already seeing a higher volume year-to-date than previous years.” Older cars made up the majority of write-offs sold through Manheim in 2017, with 18% of assets sold more than 21 years old, 26.5% 16-20 years old and 33.7% 11-15 years. JEVIC NZ Newer vehicles make up a relatively small proportion of the write-offs for 2017, with 7.5% 0-5 years old and 14% 09 966 1779 www.jevic.co.nz

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

Write-offs a business opportunity?

Continued from page 8 been burnt out, will be written off.” “In general, lower value vehicles The company has started to look for over 20 years old would be more likely innovative solutions to lower the cost of to be write-offs, because the value of repairs, by adopting new technology. repairs is likely to exceed the value of It has recently opened three the car.” which is making S.M.A.R.T (Small to Medium Accident However, newer cars also provide collision damage in Repair Technology) repair shops in challenges. newer vehicles more Auckland’s East Tamaki and Albany and “Increasingly, Vero has experienced a expensive to repair. Michael Burke in Hornby in Christchurch. rise in the cost of motor claims, due to “Any cars that have damage that can’t “[They] use advanced technology to the rapid advancement of technology, be repaired, such as vehicles that have dramatically reduce turnaround times for small and medium collision Mark your damage, providing an exceptional customer experience and free- ing up panel-beating resource for larger repairs.” territory The S.M.A.R.T shops only ac- cept small to medium repairs, avoiding vehicles with mechanical with our Turbo package or major structural damage. IAG’s national mo- tor assess- ing manager Richard Jones says most vehicles it writes off are at least 14 years old. “Based on last year’s data, TO vehicles manufactured in 2004 or UK NZ prior made up 64% of total losses AS EASY AS or write-offs. “Approximately 16% of all mo- tor vehicle settlements are total losses. The value of the vehicle along with costs of parts and 1-2-3 paint are key factors in determin- Need to get your vehicle shipped to New Zealand from the UK? ing a total loss.” Make your mark That’s no problem at all with McCullough at your side with our easy The depreciation of older vehi- 1-2-3 step, streamlined shipping process. You tell us what you cles means they are more likely to want. We’ll have it picked up, packed, shipped (handling all relevant be a total loss, he says. Stand out. Display extra X marks the spot. More options. Show Communicate your documentation) and delivered to your door. Fast and efficient What about the future? branding on your listing Pinpoint your yard on a buyers what else you have dealership and team’s Although there’s money to be detail page and Extended location map. in stock. strengths with additional made from write-offs at present, Showroom. contact numbers. // Full shipping and logistics packages Hedgepeth isn’t sure how the available including: future will unfold, given techno- - 20% VAT refunds available logical advances. - UK internal logistics “With some of the technology, Freebies when you upgrade - Total ocean freight the ability to sell it off for parts - Full NZ clearance & delivery The first 20 dealers to sign up to the Turbo package using the promo code MYT04 get a free month long Super Feature, - Marine insurance cover could be a challenge. // Access to sourcing agents & suppliers “If you’ve got a high-end valued at $249 +GST.* Contact your Account Manager or email us on [email protected] today. // Foreign currency and transaction facilitation luxury car with a wing mirror services available Talk to us today worth $15,000, with a bunch of // Advise on NZTA approval & compliance sensors, does it work? MATT MCCULLOUGH // Proven systems to ensure quality & service “There’s some interesting op- [email protected] portunities and challenges coming // Experienced in the UK market +64 9 303 0075 | +64 274 400 734 as cars become more advanced.”

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

Make your mark

Stand out. Display extra X marks the spot. More options. Show Communicate your branding on your listing Pinpoint your yard on a buyers what else you have dealership and team’s detail page and Extended location map. in stock. strengths with additional Showroom. contact numbers.

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The first 20 dealers to sign up to the Turbo package using the promo code MYT04 get a free month long Super Feature, valued at $249 +GST.* Contact your Account Manager or email us on [email protected] today.

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Doeg moves from trucks to cars

he similarities between Some things are different nesses. investment many commer- commercial and pas- but some are very much the It’s important to make sure cial customers have in their Tsenger vehicle sales same across both environ- customer satisfaction rates truck fleets, although the are much closer than many ments,” Doeg says. are high. key driver is fit-for-purpose in the automotive industry One of the biggest differ- “At the end of the day specification.“ think. ences is the company acts it’s not a complex business Just ask Michael Doeg, as distributor and retailer but it’s not an easy business Move to passenger sales who has recently either.” As for his move to the moved within the Most of Doeg’s experi- passenger side, Doeg says it Sime Darby Group ence has been in passenger was an obvious step for him from general man- vehicles with various roles to take. ager at Hino Truck at GM Holden before he “I was needed in another Distributors to group became sales and marketing part of the business, which retail general man- manager at Isuzu for GM and I felt I could contribute to. it ager for its Auckland then moved to Sime Darby as was also a great career move passenger car dealer- in commercial, general manager of Hino. for me while also remaining ships. Michael Doeg while in passen- Doeg says he “loved” his in the Sime Darby Group. Those dealerships ger it just owns time as general manager at “The customers are include Continental Cars in the dealerships. Hino. slightly different sometimes Newmarket and Takapuna However, Doeg says the “There’s a great bunch of but not all the time.” (BMW) and City Nissan in fundamentals of operating people in the commercial Sime Darby’s mix of Takapuna. the two businesses are the business and long-standing brands is varied, with Ferrari, “Everybody tells you same. relationships with custom- BMW, Porsche, Audi, Volk- commercial and passenger “We sell vehicles, parts ers that span decades. swagen and Nissan dealer- are so different. and labour in both busi- “One thing working at ships spread across sites in Hino did do was solidify my Newmarket and Takapuna. belief that good processes “It actually gives us some will underpin any business strength with that mix. It’s from a volume and profitabil- always useful to have some ity perspective.” visibility in different parts of Although the aim was to the market. sell as many trucks as pos- “For someone who’s al- sible and make a fair mar- ways been interested in cars, gin, Doeg says there were to be involved in all these significant changes to the brands is a privilege. landscape between 2016 and “We want to make sure 2017. we represent those brands “There’s been a significant as best as possible for our GET AHEAD IN THE RACE FOR BUYERS market share increase for customers.” A new way for dealers and customers Fuso. At Hino we’re happy Overall customer experi- with our volume and profit- ence is the key to success, ability for 2017.” Doeg says. // Fast and Easy to Use New Zealand has a fairly “You can sell a customer a No complicated processes and no inventory, comments or small market for trucks by car and have a good relation- photos to upload. global standards and nearly ship with them in sales, but if every player has a presence. they don’t back it up with af- // Reach More People “Hino Japan is very aware tersales and service, typically Access customers outside of your typical area. of that and spent a lot of the customer is not going to // Make a Deal time in New Zealand with us.” come back to you. Connect with “ready-to-buy” customers and close a deal with Doeg says the role at Hino “Service is just as impor- quotes that are only valid for 24 hours. is a lot more hands-on than tant. Overall, a dealership roles he’s had previously. couldn’t function without ”Hino on an annual basis all the departments at our FIND OUT HOW TODAY sells about 700 trucks. You’re dealerships working together. far closer to transactions at “If one of those depart- WWW.CARDEALS2ME.CO.NZ the coalface. ments isn’t working, it affects “There’s an emotional Continued on page 11

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

Continued from page 10 dealerships around the ning pretty hard to keep up Doeg also acknowledges the overall health of the Auckland region. We’re in with market growth from a the automotive world is dealership very quickly.” the business of dealerships. product perspective across changing, with electric and As for the future, Doeg There’s no reason not to trucks and cars. increasingly autonomous isn’t ruling out adding more look at opportunities outside “Will it continue at its vehicles on the horizon. dealerships if it makes of the Auckland market, if current rate? My personal “We are reliant on the economic sense, including they make sense.” opinion is at some stage we product provided by the outside of Auckland. And just how the market will see a little bit of flattening distributor. It seems to be “We have very good will perform moving forward in the market. slowly moving forward. brands and very prominent is yet to be seen, with fast- “When or how that will “There are hybrid or paced growth since 2009. happen is a bit of an un- electric options in all of our “Everybody has been run- known.” brands.” Industry bands together after Takata Why are dealers recall Continued from page 4 switching marque which were im- ported by other parties. “The MIA and VIA are working towards to IBC? a memorandum of understanding to ensure this work is able to be appropriately resourced and, importantly for the consumer, completed as soon as possible.” The compulsory recall will require alpha-type airbags to be replaced by December 2019. “While I have been reassured by officials that the risk in New Large selection of fresh vehicle purchased by IBC buyers experienced with Zealand is comparably the NZ market. Vehicles can be purchased in JPY, NZD or NZD with GST. low – airbags are more Fixed price compliance available of a concern in humid countries with extremes of temperature – I am Communicate with and receive fresh stock o
ers daily from IBC. not willing to allow any risk to remain while we Bidding at Japan auctions through iDirect is easy with IBC’s mobile app. can remove it,” Faafoi Experienced sta
are available to manage your bids, provide feedback on says. vehicle condition and ensure a hassle-free buying process. Other agencies in- cluding Citizens Advice Comprehensive Vehicle Inspection Report sent to you for every vehicle Bureau, Consumer New purchased, giving you full knowledge of vehicle condition. Zealand and the AA will be used to communi- NZ-based IBC sta
ready to provide complete post purchase services when cate the recall message you need them. and a website is also being developed to list the models of cars af- For more information, call (09) 257 0050 fected. WWW.IBCJAPAN.CO.JP www.autofile.co.nz 13

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

Toyota dealerships here to stay nomic presence. It provides after the sale and arrival at ships in Auckland. He told Au- price system with dealers employment, generates busi- the dealer the day after that toTalk the changes have been acting as agents - as Honda ness, pays taxes, pays rates. – except at the bottom of coming for a long time. New Zealand has been keen “It’s often the linchpin of the South Island, which could They should be positive for to point out. the local business commu- take an additional day. business, he says. The brand launched its nity and, of course, for the Unlike Honda New Zea- “All brands have quite system, the “Honda Price customer, most importantly, land’s agency system, Toyota sharp retails and the room for Promise”, 18 years ago, a dealership is the local, hu- stores will own their demon- discounting is a lot less. It’s something pointed out in man, expert, someone who strator stock and, although arguably the best time to buy marketing - including a full- can advise, supply, provide they can be sold, it will only new cars at the moment.” page newspaper ad - that service, fix anything that goes be after they have served in has appeared since Toyota’s wrong.” the fleet for a fixed period. Prices hard to match announcement. Fixed pricing under a More demonstrators will Pricing was not released at Honda New Zealand mar- traditional dealer model be on offer, with overnight the launch. keting manager Nadine Bell would have anticompetitive road tests offered to custom- However, AutoTalk under- says the ads are coincidental regulation issues so deal- ers. stands the cuts in pricing are and had been planned aside ers will no longer own or on Salespeople have been impressive. from Toyota’s move for the paper sell new vehicle stock re-trained as “vehicle con- A Corolla GX automatic start of the financial year. – they will work under an sultants, “product experts”, will drop from $33,290 to “It was something that agency model, earning a fee, or “store concierges” to $27,990 - a $5300 fall; a Prius was scheduled for the new fixed across the network that help customers select the XS tumbles from $48,790 to financial year to refresh and varies by model. They are best vehicle for their needs. $38,990 - a $9800 reduction; remarket our price promise,” known now as “stores”. Although Toyota does not the Highlander GX drops from Bell says. All costs, including pre- involve itself staff remunera- $62,690 to $53,490 - down “Honda introduced our delivery, floor mats, a tank tion, it has an “aim” to have $9200; and an SR5 Hilux au- agency model in 2000 and of fuel and, in the case of no more commission-only tomatic drops from $62,690 we are pleased to see Toyota diesel, road user charges, are sales staff at stores. to $53,490 - a $9200 saving. New Zealand is doing similar included. Most models have The updated website What could be more things.” been listed at promotional features a vehicle builder, and troubling to other distribu- Like Toyota, Honda man- prices in recent months to although fixed pricing paves tors is how the new numbers agement had noticed issues soften the transition. the way for online sales, that’s compare at first look to con- customers faced during the Toyota claims to do not currently planned. ventional prices. buying process and worked around half its business Vehicles will be offered The GX Corolla is now to remove them, Bell says. in direct sales to fleet and with four years of fixed price $4000 less than the already “Customer expectations rental operators, and Davis servicing, giving customers sharply priced Kia Cerato LX, change - I think it is good has made it clear that’s not a discounts of up to $2000 on the Highlander undercuts the that both Honda and Toyota trade it will be walking away commercial vehicles over Nissan Pathfinder ST AWD by recognised this and adapt.” from. the period. Meet the service $6500 and the Hilux is $9500 She says there are some A similar system to TDP is structure for three years and cheaper than the Ford Ranger differences between the already in use with those cus- customers will be given a XLT automatic. concepts - Honda New tomers, with discounts based two-year extension on their The new models added Zealand owns its own dem- on volume and customer warranty. to the range at the launch of onstrators, has one central need. Drive Happy show the impact distribution point against Toyota will also offer a Changes positive, dealer fixed prices can have - the Toyota’s three and a num- seven-day money back op- says. Camry has launched a month ber of its dealerships - but tion, as long as conditions are Davis told AutoTalk at the after the new Holden Com- she doesn’t think they are met, for customers who are launch of the Drive Happy modore with a $10,000 dif- significant. not satisfied with their final Project, Toyota has been ference in entry-level pricing. The key difference is on purchase. Cars need to be talking with dealers about the The Prius Prime undercuts the fleet business - Honda’s returned in “as new” condi- change for some time and al- Hyundai Ioniq by $5500 to system does not feature tion with less than 500km though there were points that become the cheapest plug-in separate pricing for those travelled. had to be worked through, on the market. customers. Honda New Vehicles will be kept in the move has been seen as Zealand initially admitted that three “pools”, located in positive. Honda welcomes Toyota meant stepping away from Auckland, Wellington and That was backed by Arm- There are arguably dif- some of this volume. Christchurch. Around 1000 strong Motor Group manag- ferences but Toyota is not “We still do sell a lot to will be held at any one time, ing director Rick Armstrong, the first distributor in New businesses and leasing is big with dispatch usually the day who has three Toyota dealer- Zealand to shift to a fixed- for us as well,” Bell says.

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

The transport revolution

ransport is undergoing to allow that. a revolution. It was selected for the trial T City residents are ahead of other countries, already using a variety of mainly on the basis of an ways to get around and the 18-point checklist. present-day vehicle owner- Dubbed Cora, the auton- ship model is expected to all omous vertical take-off and but disappear. landing aircraft is capable of With little need for carrying two passengers on carparking, dwellings such short trips and has an experi- as Auckland’s new “Daisy” mental airworthiness certifi- apartment block are now Lyft’s interpretation of how a city streetscape could look. cate from the New Zealand foregoing private park- opportunities, rethink com- could establish a 10-year Civil Aviation Authority. ing, especially with public munity benefits and strate- roadmap to do just that. The Business NZ report, transport close by, and are gies, explore demand and Twyford says New which also considered opting instead for a couple reshape people’s approach Zealand is seen as a world drones, smart logistics and of car-sharing spaces and to transport, create mobility leader in ITS, pointing to the AVs, says New Zealand has a bicycle (including electric as a service roadmap, launch self-piloted electric air taxi good regulatory and busi- bike) spaces. a micro-transit pilot, transi- trial in Canterbury by Zephyr ness environment to benefit There’s even talk about tion from transport operators Airworks as an example. from ITS. how to use parking build- to mobility managers and Zephyr Airworks chief An example of how tech- ings and spaces when they embrace connected mobility. executive Fred Reid talks up nology can save lives was become vacant. He broadly labelled New Zealand as a country the NZ Transport Agency Though-provoking ideas transport as taxis, ushers, with a “can do” attitude and “hackathon” Save One More around transportation and conveyors, buses, rovers and the right sort of regulations Continued on page 14 city living were presented shuttles. by keynote speaker Greg Autonomous vehicles Lindsay and others to about (AVs) can drop people off 150 delegates at the Intel- and park themselves but ligent Transport Systems (ITS) operators need to work to- NZ “T-Tech” Conference in gether to ensure “no zombie Anywhere. Anytime. Auckland on March AVs” where empty shut- 19 and 20. tles take up street space, Your most important dealership information The New Cities he says. accessible from any desktop, tablet or mobile Foundation senior He painted a picture device. Faster. Easier. Smarter. fellow, Lindsay of many possibilities, in- outlined a possible cluding AV “shops” com- future where city ing to designated areas residents could use close to residents, and a variety of trans- Greg Lindsay says it’s up to people to port options from decide. ride-share and autonomous Those possibilities extend shuttles to cycling or other to how New Zealand can alternatives. benefit from the $1.5 billion Cities will change as a annual expected value to result, Lindsay says. the national economy from He suggests forming ITS. steering committees to en- The value was highlighted sure people get the transport in a new report “Unlocking they want rather than just Commercial Opportunities of waiting for companies like Intelligent Transport Systems” Uber to provide them. released by Business NZ. He also urges people to Transport minister Phil know what data is needed Twyford announced at T- 0800 623 687 and what can be done with Tech that a new Future Tech- www.motorcentral.co.nz it, cross-train staff and build nology Leadership Group

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

the European new car as- GPS (GNSS) is accurate The transport revolution sessment programme (Euro to within about 10 metres NCAP) to gain a top five-star whereas SBAS improves Continued from page 13 safety strategies have ITS as a rating. These include driver the accuracy, integrity Life which saw 120 develop- major component. monitoring, AEB and autono- and availability of satellite ers and technical, engineer- McGlinchy says many mous emergency steering. information and brings the ing and transport experts parts of the world are see- Standards likely to be in- accuracy down to a metre spend 48 hours designing ing road death tolls rising troduced by 2020 might also or less, he says. ways to make our roads recently, despite decades require vehicle-to-vehicle One reason for the trials is safer, Twyford says. of improvement. data exchange and vehicle to the increased technical com- It resulted in a Technology could infrastructure communica- ponentry in new vehicles new app to improve help turn the tide, he tion, McGlinchy says. which would use such infor- the driving skills of believes. Informed discussion is mation, including mapping teenagers and those A vehicle standards needed around ITS and road and improving safety. on restricted licences inventory includes a safety, he says. “If someone is in the and is forecast to save 47-page list of signifi- Another factor in ITS on wrong lane on the motor- 55 lives a year. cant vehicle technol- the road is satellite position- way or the wrong side of the The use of ITS for Iain McGlinchy ogies and production ing, particularly for the many road, they can be warned.” road safety improvements standards. They include elec- connected and AV applica- Many other countries was also outlined at the T- tronic stability control (ESC) tions. already have similar well- Tech conference by Minis- and anti-lock braking (ABS) It’s usually known as GPS developed systems, such as try of Transport safety and – both for heavy vehicles (global positioning system) the Galileo global navigation mobility principal adviser Iain with motorcycles included in or GNSS (global navigation satellite system in Europe, McGlinchy. the latter - and auto emer- satellite system) but the ac- which vehicles can be tai- But he says some people gency braking (AEB) for all curacy of such systems in lored for. in the road safety community vehicles except motorcycles, Australia and New Zealand is Glick says SBAS can be are “not so convinced” about McGlinchy says. not as good as it could be. used to better chart harbours the benefits of new technol- Increased safety features Improved positioning and ship locations, improving ogy such as ITS and few road also soon need to be met for services, such as satellite- navigational efficiency. Train based augmentation systems companies can also use it to (SBAS), are midway through determine what track a train a two-year evaluation by the is on and improve services. New Zealand and Australian Planning and urban de- governments. sign expert David Dixon of Initially, both considered Stantec North America says the several hundred million the real disruption will come dollars in cost of developing from shared autonomous and operating SBAS out- vehicles (SAVs) which he weighed any benefits. predicts will flourish in urban But now Australia is pro- environments. viding A$12 million and New These will literally be an Zealand A$2m towards the “app click” away, reducing two-year trial due to finish in parking needs and traffic June 2019, Land Information generation while making New Zealand (LINZ) posi- transport more affordable. tioning and resilience group Other speakers talked manager Graeme Blick told about transport changes the T-Tech conference. helping reduce congestion, More than 30 projects environmental pollution and have been commissioned to carbon use, providing some demonstrate the potential answers to climate change of SBAS technology across and impacting on our health various sectors including and wellbeing. road, rail, aviation, maritime There’s no doubt ITS has a transportation, agriculture major role to play. The ques- and construction. tion is how well we all adapt. Blick says the study will If, as suggested at the determine whether a busi- conference, it is a customer- ness case can be established driven solution, then changes to invest further in a fully will be coming sooner rather operational system. than later.

14 | AUTOTALK APRIL 2018 | www.autotalk.co.nz OB3410NZH APPLICANTS FOROUR TECHNICIAN ROLES SIGN ONBONUSES ARE AVAILABLE FOR THE RIGHT [email protected] Matthew Wales Principal To findoutmore emailourDealer • • • • • • • • • Benefits of forworking Andrew Simmsinclude: ARE HIRINGNOW Andrew SimmsMitsubishiBotany technicians Sign onbonusavailable f Outstanding teamculture Strong commissionschemefor salespeople Achievable bonusesfor technician’s adv leadingleadgener Industry activ NZ owned businesswiththeowners wor Regular factorytraining Flexible Rosters leadingremunerationIndustry ertising ANDREW SIMMSMITSUBISHIBOTANY ISOPENINGON1ST APRIL ely onthesitedayto AND WE HAVE MULTIPLE VACANCIES TO HELPLAUNCH THIS VOLUME BRANDIN THIS NEWLOCATION or qualified ation and

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SHOWROOM NEW VEHICLE INDUSTRY AND PRODUCT NEWS

Fresh Camry no longer whiteware?

he end of Australian finalist of World Car of the the variant. It also features the V6 and ZR. Buyers have car manufacturing has Year - this is the best Camry a new “Auto Glide Con- a choice of 17, 18 or 19-inch Ttriggered a rejuvena- ever built,” says Toyota New trol” system that promotes alloy wheels, depending on tion of offerings in the me- Zealand’s general manager smooth and efficient coast- which grade is selected. dium to large car segment. of product planning and new ing, helping fuel economy. Toyota’s “Safety Sense” First, Holden rolled out its vehicle sales Neeraj Lala. The direct-injection system is now standard and controversial new European- “New levels of power and 3.5-litre six-cylinder engine includes a pre-crash safety sourced Commodore. Now efficiency have added fun to produces 224kW and 362Nm system with autonomous it’s Toyota’s turn. Camry, all wrapped in a stun- of torque, increases of 24kW emergency braking, all- A new Camry was ning yet aggressive exterior and 26Nm respectively over speed dynamic radar cruise launched into the market bound to turn a few heads.” the V6 used in the Aurion. control, automatic high last month, though it was The model now comes The improved engine has beam, lane departure alert heavily overshadowed by to New Zealand from Japan direct injection technology with steering assist and vehi- the reveal of Toyota’s new and because of that we think with a wide camshaft timing cle sway warning system. Drive Happy Project. it feels tighter and the inte- variation to improve torque The Camry scored a total That’s a pity because rior of higher quality. across a wider rev range. of 36.16 out of a possible 37 early impressions of the new The Aurion model is gone, In addition to the Otto in the Australian New Car As- model are that it has some with the six-cylinder option cycle, the engine uses the sessment Program (ANCAP) qualities likely to impress now available with a Camry Atkinson cycle where ap- testing, taking maximum those outside of its current badge. Four-cylinder and propriate to enhance fuel points in the destructive pole key audience. hybrid options continue, the economy. and side impact crash tests. That audience? Fleets, latter significantly revised. The four-cylinder is car- Underneath, the taxis and Ubers. The outgo- “The new V6 and hybrid ried over, a 2.5-litre unit MacPherson front end has ing model was as much a Camrys are completely new producing 133kW and a been redesigned and at the tool of trade as any van or models from the ground up. revised six-speed automatic rear is an all-new inde- ute - whiteware. They are a true showcase transmission that incorpo- pendent wishbone setup. It was a great car, good of what is to come from rates auto-blipping on the The wheelbase has been to drive and super-efficient. Toyota,” Lala says. downshifts. stretched 50mm and the However, bland and a prime The hybrid’s CVT trans- There are two “looks” for track is wide. The car is example of why private buy- mission now includes Camry with the GL and GX 25mm lower. ers now prefer SUVs. sequential shifting, mimick- including a horizontal front An electric parking brake The company says the ing a quick shifting six-speed grille, and a sporty black with a brake-hold function new platform allows greater automatic transmission via mesh grille and large front maintains the brake fluid freedom in design, resulting paddle shifters (on the ZR air intakes for the other three pressure without requir- in a more athletic look with a grade) or with a console- variants. All models include ing the driver to stay on the lower bonnet and roof. mounted shift lever. LED headlights and daytime pedal or apply the parking “Don’t think of this Camry It has an overall com- running lights. brake. like the previous eight gener- bined fuel consumption The SX, V6 and ZR variants The previous model’s ations. There is a reason why of between 4.2 and 4.5 feature a sports body kit, and lacklustre touchscreen sys- the Camry is featuring as a litres/100km depending on a boot lip spoiler is added to Continued on page 17

16 | AUTOTALK APRIL 2018 | www.autotalk.co.nz SHOWROOM NEW VEHICLE INDUSTRY AND PRODUCT NEWS New Zealand’s cheapest new plug-in

oyota New Zealand has It also features a gas- launched the cheap- injection heat pump, which Test new plug-in vehicle can heat the vehicle with available on the market - its warmth captured from the Prius Prime model. outside air. A single version is available Although the drivetrain is at $48,490 drive-away, $5500 similar to the standard Prius, it less than the retail price of a features a new one-way gear Hyundai Ioniq plug-in hybrid. within the transaxle which Toyota claims a 63km allows the hybrid system range and a speed of up generator to act as a second to 135kmh. The RightCar electric drive motor, increas- listing for the vehicle gives ing available electric-only it a fuel consumption of 1 power and reducing engine litre/100km and a CO2 rating start-up. of just 22gm/km, against two and, on a standard modes, with the main electric “This is the $150 a year the fleet average for New socket, it will take 4.5 hours setting being “EV City” which car,” Toyota NZ general Zealand. to charge at a RightCar-rated works for maximum electric- manager of product and new Toyota staff indicated test- cost of 91 cents. Toyota also only driving. vehicles sales Neeraj Lala ing around Palmerston North offers BYO cable public Specification levels are says. showed that exceeding a charging for around $600 solid, with dual-zone air-con- “That’s the yearly run- range of 50km in normal use and, at 16 amps, the car will ditioning, satellite navigation, ning costs you’ll pay in New is possible. fully charge in one hour and premium JBL stereo, adaptive Zealand for the Prius Prime The battery is an 8.8kWh 50 minutes. cruise control, autonomous according to Energywise. lithium ion unit, twice the size The battery features a emergency braking, lane “We are quite confident of the existing used import warming system for optimum keeping system and road sign with where this car is priced Prius plug-in. efficiency. assist. There is one main op- and its position in the mar- The charging lead is type There are a range of drive tion, a leather interior. ket.”

Continued from page 16 steering column, manual automatic transmission cruising. tem has been replaced by a air-conditioning, six-way with paddle shifters, sports The hybrid system feels new system that integrates manual driver seat adjust- tuned suspension, 19” alloy less intrusive and the engine smoothly into the centre ment, four-way manual front wheels, boot spoiler, a twin less prone to revving up console, at 7-inches for passenger seat adjustment, exhaust system, sports front when performance is called lower grades and 8-inches automatic headlight levelling, seats and a wireless phone for. When pushed harder, for the upper grades. 4.2” colour multi-information charger. including on the track, the With the hybrid battery display, six-speaker audio The ZR Hybrid also has steering is more responsive relocated from the boot to system and reversing camera paddle shifters, 18” alloy but it still feels front heavy, under the rear seat, luggage with dynamic guidelines. wheels, powered steering as you would expect in this space has been improved in The GX Hybrid adds four column adjustment with kind of car. the hybrid variants by 103 drive modes including ECO, memory function, tilt and The Camry’s pricing is litres to an impressive 524 Normal, Sport and EV, tem- slide moonroof, rain-sensing arguably its most impressive litres. porary spare wheel, smart wipers, automatic dimming feature, because the model The GL, GX and SX have entry, smart start and dual inside mirror, eight-way is the first to be launched black fabric upholstery, zone automatic air-condi- powered front passenger under the brand’s new fixed and the ZR and V6 come tioning. seat adjustment, driver’s seat pricing, it is hard to com- with black leather accented The SX Hybrid adds memory, driver and front pare with the competition. material. There is also the leather steering wheel, sports passenger seat ventilation, The GL lists at $35,990 choice of red leather in the exterior styling package, head-up display, blind spot - a cool $10,000 cheaper V6 variant. eight-way power driver’s seat monitor and rear cross traffic than a Holden Commodore Standard equipment adjustment, 7” colour multi- alert. LT and $11,000 less than a on the GL grade includes information display, satellite A brief drive in the six- Mazda 6 GSX. And compar- wireless central locking, navigation with SUNA traffic cylinder and hybrid ver- ing against the fixed price horn alarm, 17” alloy wheels channel, and front and rear sions showed it’s still good Honda Accord V6NT at with full-sized spare, tilt parking sensors. at what the old model did $60,000, the Camry V6 is and telescopic adjustable The V6 adds 8-speed well - quiet city and highway just $47,990.

AUTOTALK APRIL 2018 | www.autotalk.co.nz | 17 SHOWROOM NEW VEHICLE INDUSTRY AND PRODUCT NEWS Bright future for Kia’s electrified SUV

he relationship be- tween Kia, Korea’s Toldest automotive brand, and the Hyundai Mo- tor Company that absorbed it two decades ago is typified by the twin-towered corpo- rate headquarters of HMC in Seoul. The smaller tower is oc- cupied by Kia, the higher one dedicated to Hyundai. Consider it concrete proof that where Hyundai goes, Kia always follows. That includes entering the electric vehicle arena, something that Kia NZ has just done for the first time with the launch of the new Niro compact SUV range. Hyundai Automotive New Zealand introduced ing director Todd MacDon- roadside assistance, and a Sportage, the Niro has a a comprehensive range of ald says the Niro’s SUV-like seven-year warranty for the wheelbase stretched 30mm similar electrically enhanced design will make all the 1.6kWh battery. further apart, blessing the Ioniq vehicles last year, giving difference. That’s a launch price posi- interior with a roominess not buyers the choice of three Although the Niro has no tion that places the Niro HEV usually associated with small new alternative powertrain off-roading abilities and is EX right in the sweet spot SUVs. technologies. driven by the front wheels of the compact SUV seg- The smallest battery in There was a parallel hybrid only, MacDonald says it has ment, the mid-thirties, where the model range means the using a 77kW four-cylinder a “shape” that is currently in most brands are opening EX can have a lower luggage petrol engine primarily for its vogue. their sales negotiations with bay floor, allowing 401 litres motivation, a plug-in hybrid “All of New Zealand is tak- customers. of stuff to be stashed behind that could provide more than ing to the small SUV, which It’s a segment dominated the rear seat or 1399 litres 60km of whispering travel makes the success of the by a gang of five – the Mit- of luggage room with the between connections to the Niro a surety. subishi ASX, Nissan Qashqai, second-row seating folded grid before igniting its ac- “By the end of the year Mazda CX-3, Suzuki Vitara away. companying combustion en- it’ll be New Zealand’s best- and Honda HR-V. Yet the Thanks to New Zealand- gine, and a fully electric Ioniq selling hybrid SUV.” Niro EX has several trump specific changes to larger- that could roam for 200km- To do that, the Niro range cards to play when compar- diameter rear disc brakes plus between recharges. needs to beat both the best- ing it to these. and larger radiator cooling It’s a highly promising line selling plug-in hybrid SUV Its equipment levels fans, braked trailer towing of environmentally respon- (the Mitsubishi Outlander are relatively high with capacity is also competitive sible cars that hasn’t really PHEV) and the best-selling cellphone projection to at 1300kg. lived up to its sales potential parallel-hybrid powered the central touchscreen The Kiwi distributor’s re- in this country, despite good range (the Lexus 300/400). (Apple CarPlay and Android quest to the factory for more reviews. Fortunately, affordability Auto), autonomous emer- tow shows just how keen Kia HANZ sold just five of will be on the side of the gency braking, rear-view NZ is to present the Niro to the most-affordable Ioniq Niro. The base parallel- camera and smart camera- the buying public as an SUV model ($46,990) with the hybrid model, the Niro HEV enhanced cruise control rather than as an electrified parallel-hybrid powertrain EX, is expected to list for along with some of the most hybrid vehicle. And it is also in 2017. Will the same Kiwi $39,990 later this year. voluminous passenger and reflected in the driving expe- market indifference affect It launches with a $5000 luggage space in the seg- rience of the EX. the mechanically similar incentive at $34,990, and ment. As the lightest vehicle Niros? includes a three-year free Although 125mm shorter in the range, the EX comes Kia New Zealand manag- servicing plan, five years of overall than Kia’s mid-sized Continued on page 19

18 | AUTOTALK APRIL 2018 | www.autotalk.co.nz SHOWROOM NEW VEHICLE INDUSTRY AND PRODUCT NEWS

Urus set to hit NZ

he Lamborghini Urus will soon be seater, which was officially launched this borghini buyers.” available to New Zealand motorists month. Lamborghini Australasia manager An- Tafter first making its appearance as “Our 12-month allocation is already drea Ruggiero told motoring media the a concept vehicle in 2012. sold,” he says. company is excited to have the vehicle The marque is promoting it as the Although he wouldn’t reveal how on the market. “first super-sport utility vehicle in the many cars that represented, Brinck says “The idea was to put the key charac- world”. the demographics of those buying the teristics of a Lamborghini into an SUV.” Auckland Lamborghini general man- $339,000 vehicle are surprising. The Urus has a V8 4-litre twin turbo ager Greg Brinck says he is thrilled with “Less than a quarter of those who engine that can produce 850Nm and the buying public’s reaction to the four- have bought one are traditional Lam- can go from 0-100kmh in 3.6 seconds.

Continued from page 18 tendant 64-cell, 33kg battery or so. of the $55,990 Niro PHEV the closest of any new Niro under the luggage bay floor Meanwhile, the plug-in Limited and you’ll find two to driving just like its con- mostly become ballast, but, hybrid version of the Niro is charging cables. One is for trolled-explosion competi- at least in the battery’s case, evidently capable of achiev- 8-amp domestic house tors. it is ballast well located. ing 1.3 litres per 100km plugs and it can recharge Parking and crawling Most drivers will feel right fuel economy, thanks to the battery in four hours; along can be done just using at home, enjoying hushed its larger 96-cell, 117kg, the other is for three-phase the 33kW/170Nm electric wind noise levels, ride quality 8.8kWh battery. charging stations and can motor alone and when get- that lasts over a wide range It also gains the increased reduce the time taken to full ting off the line, the acces- of speeds and, most of all, equipment levels of the power storage to 2.5 hours. sible torque of the electric extremely satisfying fuel upmarket version of the By the time I got to drive motor snuggled between economy. Niro HEV Limited parallel a Niro PHEV at the launch, a 1.6-litre direct-injection Used round town where hybrid ($43,990), with leather the previous pilot had four-cylinder petrol and a the hybrid powertrain has upholstery and the addition drained all the power from six-speed twin-clutch gear- most advantage, the EX will of extra crash-savers such the battery. box gives the Niro an extra return fuel use figures close as blind-spot monitors, lane If you’re serious about nudge forward denied to its to the advertised 3.8 litres keeping assistance, rear driving electrically, perhaps combustion-only rivals. per 100km. Expect extensive cross traffic alert and front it’s better to wait for Kia’s At open road speeds, the open road use to add a litre parking sensors. fully electric version of the electric motor and the at- to that figure every 100km Open the alloy tailgate Niro.

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

Crawford’s CRAWFORD’S CASE Case brought to you by By David Crawford, CEO of the Motor Industry Association of NZ (Inc). Intervention welcome MARAC, a division of Heartland Bank Limited. but it’s not a fix

he Government’s decision this distributors to bear, though it has legs. David Crawford is taking month to issue a compulsory “Contrary to common misunder- a brief break from his recall for vehicles fitted with the standing, under New Zealand legislation T column. This month our “alpha” Takata airbag inflators is neces- New Zealand distributors of new vehi- managing editor Richard sary and welcome – but it does create Edwards steps in. cles are not obliged to undertake recalls more questions. of used imported vehicles,” Crawford The Motor Industry Association (MIA) says. and its members have long struggled But there are also 68,116 used ve- “New Zealand consumer legislation with the apathy of New Zealand con- hicles with the alpha type inflator and places consumer obligations, including sumers, many of whom file important although 22,494 vehicles have had the recalls, on the supplier of the goods, recall letters in the round bin. inflator replaced, another 45,622 remain which in this case is the importer of the MIA chief executive David Crawford, to be completed. used vehicle. who normally pens this column, says Crawford has been keen - quite “The MIA is not opposing imports of the Takata airbag recall is used vehicles, but these vehi- unprecedented in scale. cles should not be on-sold to “It is a massively large consumers with outstanding and complex logistical issue (open) recalls.” affecting new and used vehi- Under Australia’s com- cles with two different types pulsory recall rules, a dealer of Takata airbags,” Crawford cannot sell a car with an open says. recall. That could be an option “The alpha type airbag for the New Zealand trade inflator fitted to vehicles but it would require a shift between 2001 and 2006 forward in the speed at which is more at risk of failure if airbags are being supplied and activated than other types of replaced. Takata airbag inflators. The import industry, for its “Completion of the recall part, is saying it is behind the will require the co-operation compulsory recall and is trying of government and industry to help. to undertake, and the MIA welcomes rightly – to reopen debate on the role It is meeting the MIA and distribu- the Government’s decision to make the used import vehicles play in the issue. tors this week to agree the process and alpha type airbag recall mandatory.” He has again called for importers terms for managing the replacement of An MIA stocktake of affected vehi- to stop bringing in vehicles without recalled airbags in used imports. They cles in New Zealand in March revealed recalls being closed off in Japan. will then meet with government officials around 11,280 New Zealand new vehi- From my experience in Japan, I so the plans can be put forward. cles had the alpha type inflator. can’t see how such a change would be All of this is progress but none of it Of that total, 6485 have had the in- implemented on a broad and perma- really answers the big question - how flator replaced and the remaining 4795 nent scale. The sentiment of this is not do you motivate Kiwi motorists to take are to be completed. always being a cross for the new vehicle recalls seriously? Drive away with finance from MARAC Provided by Heartland Bank Limited marac.co.nz MARAC is a division of Heartland Bank Limited. Lending criteria, fees and charges apply. heartland.co.nz

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

Are your Trade Me listings working as hard for your

0800 42 88 62 business as you are? [email protected]

nline listings should be thought Natalie Beckham If you’re selling EVs or hybrids, talk of as additional salespeople - Customer Support Manager, about how far one can drive on a Oeach one tells a story and each Trade Me Motors charge and how long it takes to charge listing presents a tailored option to a 04 897 7930 at a charge station. With commercial potential buyer. [email protected] vehicles, it might be towing capacity or Consider the following elements to load volume. ensure your listings stand out from the of the vehicle as well as any additional Take the time to get your pitch right competition. extras and demonstrate how they can and appeal to the right target audience be used. For example, if your vehicle - speak their language but make sure Stand out with great photos has two extra fold down seats, fold you stick to the proven facts. You wouldn’t put a vehicle on your them down and take a photo to show Don’t just focus on additional extras yard if it hadn’t been groomed so make buyers exactly how they work. - listing standard features might feel like sure you have a few great photos of the Another great trick is to “window you’re stating the obvious but not eve- vehicle before listing it for sale. dress” your vehicle. For example, if it ryone is aware of what comes standard. Online selling is fast paced and would make a great family car, take If you fail to mention something that is “coming soon” placeholders are not a photo of it loaded up with all the a deal-breaker to a potential buyer, you what buyers want to see. things a family would pack to go on run the risk of losing their interest. The first image on your listing is key holiday - this will help buyers relate to It goes without saying that an hon- to making the vehicle you’re selling how it could work for them practically. est and comprehensive description of stand out in search results. Make sure And don’t forget the engine bay shot the car’s condition, both cosmetic and the vehicle is the hero in the photo - buyers want to see under the hood mechanical, should also always be in- by keeping the background clean and even if they’re not sure what they’re cluded to provide a complete picture. uncluttered. looking at. Potential buyers want to virtually Tell buyers why they should buy from walk around your vehicle so help them A detailed vehicle description you by taking photos from all angles and in- A well-structured description should So all said and done, why should clude close-up shots of special features be tailored to suit the audience by buyers consider buying from your busi- such as a reversing camera, charging mentioning what sort of applications it ness? port, tow bar or wheels. would be great for. List the things that make your busi- Including photos of any dam- Draw the audience in - the same ness stand out, explain how you can age helps reassure buyers that you’re way you would align your sales pitch help them and how you’ve helped oth- providing them with all the information, to a buyer on your yard. For example, ers in the past. giving them confidence they won’t be “great solid ute; perfect for working Many customers still don’t under- in for any nasty unexpected surprises. hard Monday to Friday, and ideal for stand the Consumer Guarantees Act so The interior is just as important and loading up the ‘big toys’ on the week- put their minds at ease and explain why images should highlight the condition end”. Continued on page 43

New Zealand’s #1 vehicle listing site.

www.trademe.co.nz/motors

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

Short month but leads still up – test drives take a fall

ith February being a short month, it was always likely activity would be down on a full 30/31-day Matt Darby works for AutoPlay Wmonth. which specialises in pre-sale lead As it turned out, leads generated by Kiwi dealers actually management tools. To find out more increased slightly by 3.9%. But test drives decreased by 9.6% about AutoPlay services email [email protected] or visit www.autoplay.co.nz

and sales recorded a 12.5% fall. The top 3 sources of leads for AutoPlay customers were the same in February as in January. However the order changed with leads generated by Web – Dealer continued to be the number one source of test drives but January’s 20.9% increase was wiped out with a 19.2% fall in the number of test drives from this source in February. Similarly, after a 21.9% increase in January, February saw test drives from the “Direct” source fall by 22.2%. Brand retained the third spot but also decreased by 11.3% from January. The short month can account for some of the decrease “Brand” rising by 48.2% from January and “Web – Dealer” in test drives in February but March should see a rebound leads by 20.9%. because of the solid number of leads being captured by In line with the overall number of test drives dropping by Kiwi dealers. 9.6%, the top 3 sources of test drives also fell in February. “Web – Dealer” continues to be the main source of sales for Kiwi dealers yet it still fell by 23.7%. “Repeat” was fairly stable but decreased by 3.2% and sales from Web – Classi- fied decreased by 12.3%. Check out next month’s AutoTalk article to see which sources account for the most leads, test drives and sales in March.

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

Making sense of big data

confess to succumbing Seemingly, the advertise- It will be not good enough to an endless stream of ments were pitched either to to have, say, 70% accuracy or ITV news emanating from influence pro-Brexit or pro- 65% of the required detail in consistently represent or the United States political Trump or anti-Clinton voting. your CRM data. The old ad- imply is: “We handled 23 arena since Donald Trump So what, you might ask? age “garbage in, garbage out” incoming telephone inquiries assumed his presi- is as relevant today as it was yesterday and converted 14 dency. Peter Aitken 50 years ago. of those into appointments If nothing else, it [email protected] Who is responsible for of which eight showed and makes for enter- or 021-940 318 data collection in your four of those were turned taining reality view- dealership? Do you leave all into deliveries and we are ing unlike any other customer information to be following up the six no- live political theatre collected by the sales team? shows in an attempt to re- witnessed in my lifetime. What relevance does this Is there a possibility you schedule an appointment as In the past two days, there have to my dealership busi- could hire a part-timer a few well as the four who did not has been an uncovering of ness? hours a week to work with purchase and we have a solid work undertaken in 2016 The outcome might not the data available through follow up strategy regarding by the United Kingdom’s have any direct influence your relationship with digital four of the 23 inquiries that Cambridge Analytica for both but it does demonstrate the marketing providers or, in the held potential for a future the Trump campaign as well degree of data manipulation case of franchised dealers, appointment.” as organisers in the earlier that is possible in today’s on- from the relevant franchisor. A rather long-winded “Brexit” campaign. line consumer-driven world. A dedicated and compe- factual statement but one For me, this story un- It is awareness we all have tent data analyst contracted that is a rock-solid business earthed two rather scary fac- to face at some point. Un- for two hours a day could initiative proving clear and ets. Firstly, Facebook should fortunately, in this instance provide valuable data-driven precise information and how never have sanctioned the 50 million Facebook users insights to help your market- it is being acted on. manipulation of personal unwittingly and innocently ing programmes. Baker also share his for- information of 50 million shared their personal infor- Chuck Baker, the presi- mula for data success: AD + Facebook users. mation. dent and founder of Impact T + A = C or Accurate Data + Mark Zuckerberg and his A common operational is- Marketing & Consulting Thought + Action = CASH. Facebook cohorts hopefully sue facing many dealerships Group in Virginia and a He makes the point that will now face long-overdue is determining how to main- Dealer magazine contributor, accurate data, live intelli- detailed official scrutiny by tain accurate customer infor- has a number of valid data gence and knowledge gives both the US Congress and mation. Too much customer thoughts that throw light on you the power to make the UK Parliament. data can be overwhelming. making sense of big data. better decisions than your Secondly, this action Numbers, customer de- Baker highlights the competitor across the street demonstrated the degree mographics, pricing informa- need at all times for factual and that equals more money of sophisticated manipula- tion, colours, specification information. Factual does not in your pocket. tion applied by Cambridge variations are just some of mean: “I think we handled Big data in reality pro- Analytica. the variables that contribute around 20 incoming tel- vides the means to improved The psychographic user to data complexity. Unfortu- ephone inquiries yesterday results. information it acquired was nately, a successful Cus- and sold a couple that came I recommend you subjected to tuned algo- tomer Relationship Manage- in on an appointment.” This visit www.autoplay.co.nz rithms to frame and pitch ment (CRM) system demands statement has no act or to learn more about how Facebook advertisements to 100% data accuracy and action process associated to maximize the big data influence the thought pro- detail; there are no short cuts with it. opportunities within your cess of voters. to success. What “factual” should dealership sales operation.

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

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

AUTOTALK APRIL 2018 | www.autotalk.co.nz | 23 ADVANTAGE APRIL 2018

Stink bugs: the downstream effects

he February advent of the stink Last, but certainly not least were the MPI. This technical group has been bug crisis caused major, well- car dealers, who are still in some cases tasked with researching the efficacy of Tpublicised disruptions to shipping. waiting with anxious customers for various treatments, and advising MPI on Vessels have had to be treated and then stock to arrive. which of these prove most practical. put through controlled discharge, while The Technical Research Group others have been diverted to overseas From famine to feast is industry-led and will be industry ports for treatment before returning to The changes to shipping schedules funded, with seed funding coming from New Zealand, all at a cost of millions of have now led to two vessels, which both VIA and the MIA. The industry was dollars to shipping companies. Further would normally discharge mixed able to initiate this group very quickly, downstream, there have been added new and used vehicles, discharging whereas for MPI to have carried out costs as a result of very large numbers of this research there would have been these redirections, used cars. These will be delays and possible further disruptions and other measures urgently needed by their to trade. to contain this threat importers, and the wharf There is no doubt that the costs of to our biosecurity space in April will be pres- biosecurity processes are going to have and primary indus- sured considerably. to increase, to cover the research, treat- tries. The concentrated ment and inspections, to ensure that Ports of Auckland movements mean that the no vehicle that is imported into New was the first hit, with monthly total of cars into Zealand poses a biosecurity risk. major disruptions Auckland for April will be caused by vessels oc- around 30,000, which will cupying berths while being fogged and be the largest ever. Vehicles will need inspected. This caused knock-on delays to be moved off the port seven days to other RORO vessels, and the port had a week, Monday through Sunday, if UPDATE to reorganise its berthage schedule to demurrage is to be avoided. Health and Safety accommodate affected vessels for much Demurrage is currently $60 per car longer than normal. Other ports (Wel- per day. For most importers that means lington and Lyttelton) were also affected simply that their compliance centres Are you prepared for the new as vessels did until much later than are going to have to work seven days a Health and Safety framework? expected, disrupting their work flow. week, or large costs will be incurred. By 2020, the Government aims Next were the car transport com- VIA is urging its members to assist to achieve a 25% reduction in panies, with no vehicles to transport by making sure that documents are in workplace injuries. Are you ready? from the wharves, and the real concern order, compliance centres are open, re- VIA is here to help, with that their drivers would seek employ- ceiving yards and transport companies industry-ready Procedures Kits ment in other parts of the booming are aware of shipments, and that they all for workshops, car yards and transport industry. Compliance shops have everything they need. compliance shops – developed have also suffered, with many report- in conjunction with experts ing major drops in volumes of 75% or The next step: a longer term solution HRtoolkit. more. Other businesses that rely on the From the onset of this crisis, VIA has For more information, contact: supply of used imports have also been coordinated a pan-industry working Malcolm Yorston, affected, including vehicle groomers, group and the formation of a techni- Technical Services Manager panel beaters and mechanical work- cal research group. This is made up of on 0800 046 842 shops, who have likewise reported representatives of Japan’s biosecurity or DDI 09 573 3243 major disruption to their businesses inspection organisations, POAL’s bios- Email: [email protected] and cash-flow. ecurity expert and representatives from

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

Vinsen’s View The monthly update from VIA chief executive, David Vinsen Total Recall

fter an eventful start to 2018, the distributors to deal with the challenge keeping. Japan has recently ruled that Government has now announced of replacing airbags in vehicles already no car in its own fleet can get a Shaken Aa mandatory recall for at-risk (al- in New Zealand’s fleet. Completion of (Japanese WoF equivalent) while it still pha type) Takata airbag inflators. Minister the recall will require the cooperation has this outstanding safety recall against of consumer affairs Kris Faafoi made the of government and industry to un- it, and many of their destination markets announcement on Wednesday 4 April, dertake over some months, and VIA are following suit. It doesn’t work for in line with the Government’s increasing will continue to collaborate with our anyone to have these vehicles piling focus on consumer safety. membership, the wider industry and the up at the border, so while the short- Worldwide, the Takata airbag recall is relevant Government agencies to effect term administration of the new criteria unprecedented in scale; it is a large and a resolution. may mean more work, it will mean that complex logistical issue affecting more standards overall will be improved for than 100 million vehicles with two dif- Fresh stock – the view going forward everyone. ferent types of Takata airbags. The alpha Key to the Government’s announce- Once again, VIA endorses this posi- type airbag inflator fitted to vehicles ment was also the point that, after a tion, and as always we will support between 2001 and 2006 is more at risk grace period of 40 business days (or our membership in adhering to their of failure if activated than later models eight weeks), no affected new or used compliance obligations. We all knew of Takata airbag inflator. vehicles will be able to enter into New that these inflators would have to be While the task is undoubtedly signif- Zealand if they have not been reworked. replaced eventually, but we had hoped icant, VIA supports decisive action be- In this instance too, we are already that this would be done progressively ing taken. There has been a voluntary working with the Government-accred- – on a voluntary basis – as supplies of recall in place since 2013, but the suc- ited inspection agencies on the export replacement inflators became avail- cess of this was patchy at best – mostly side to develop processes for achieving able. The Government’s decision has due to a mixture of public complacen- this. The inspection agencies are now placed considerable pressure on supply cy, and a lack of definitive information. working on organising the systems to and logistics to complete the recall in a Progress has also been hampered by a identify vehicles subject to recall, and considerably condensed timeframe. lack of replacement airbags. which of these have been reworked, We acknowledge the help of the MIA before they are approved for export. and New Zealand’s new vehicle distrib- On the road already This exercise is essential, as vehicles utors for their assistance in dealing with There were over 11,000 New Zea- with alpha-type airbags that have not the recall so far – in keeping with our land-new vehicles with the alpha type been reworked will be “prohibited recent MoU – and will continue work- inflator, of which 6,500 have had the imports” and subject to seizure by New ing with them to ensure all vehicles in inflator replaced, with approximately Zealand Customs. the New Zealand market meet the ap- 4,500 remaining to be completed. How- When it comes to purchasing these propriate safety criteria. ever, there are also still 45,000 imported vehicles, this new Government measure The goal here is not just to comply used vehicles with the alpha type infla- (while seemingly a short-term barrier) is with the letter of the law, but to give tor yet to be completed. likely to incentivise the Japanese sellers our consumers comfort, so that they For some months, VIA has been to ensure that they keep up with the are safe, and they know that they are working with the MIA and new vehicle necessary replacements and record- safe.

CORPORATE PARTNERS JAPANESE MARKETPLACE

Stink bugs and buying uncertainty

BY GRAEME MACDONALD

arch was yet again anything but a con- Mventional month for buyers in Japan of stock for export to New Zealand. Although the used import industry is by no means down and out, it would be fair to say the first quarter of 2018 has been unrivalled in the sheer level of disruption, uncertainty and a genuine really fell, even in the days affairs, and it sent ripples influence pricing in Japan lack of planning ability avail- leading up to April, leaving throughout the supply chain. is the 30kW Nissan Leaf, able to the trade, given the importers little choice but The first few days of April with the crisis developing a number and magnitude of to secure stock at market- have seen the rumblings couple of weeks ago over events that have beset buy- peaking levels. turn in to an all-out Takata accusations of rapid battery ers and importers. The alternative - as it alpha airbag mandatory degradation. Mid-month, with the always has been - was to recall campaign, coupled Normally priced between worst or at least the imme- source from the older and with enforced recall close- Y1.3 and Y1.5 million, last diacy of the brown mar- higher-mileage vehicles on out conditions to be met in week saw 30kW Leaf prices morated stink bug (BMSB) offer, little affected by the the country of export before plummet close to Y1.0 mil- crisis now seemingly past, market variables and in good acceptance into our fleet. lion levels as Kiwi buyers buyers turned their atten- enough supply that volumes Suffice to say, as this viewed them with extreme tion back to the effects of across the wharves in April article was being written, the caution. the Japanese financial year- and May are still likely to be recall has been announced And with ESC inclusion end sales to hopefully make substantial. with no agreement yet now firmly entrenched in the up for lost opportunities. The reality of the Japa- between the used imported over-2000cc brackets, we Prices for good–quality, nese domestic market as a industry and the new vehicle are watching to see if prices later–model and lower- supply source for the New distributors. of compliant stock such as mileage cars in Japan saw Zealand mid-level fleet is Given the sheer num- Odyssey Absolute, LY-series continued strong pricing that our ability to purchase is ber of models affected Turbo MPV, late-model demand all the way through usually a direct consequence in Japan, even only the Estimas and regular Serenas the winter. of the pricing and exchange “alpha” examples, dealers creep up to fill the demand There was hope the March rate on the day. we spoke to in the hours left wanting after the demise 31 asset taxes would force Although most importers post recall have retrenched of popular models such as enough additional dealer would be happy to cherry- significantly, awaiting the 30-series Estimas, MPV, El- inventory into the auctions pick nothing but late-model outcome of the following grand and Alphard from our to provide pricing relief. vehicles, reality dictates the meetings before com- shopping lists. There was certainly good market “sweet spot” here mitting to purchase more With stink bugs, Leaf signs in the weeks leading requires cars to a value that stock. batteries, ESC struggles up to the date, with auc- are currently older and with April 5 might have turned and now Takata airbags all tion exhibit numbers well higher mileage than opti- out to be an excellent day to simultaneously battering the up on previous months and mum to meet the financial be at a Japanese auction - if ability of the import trade to some peak days seeing up to circumstances of consumers. only you could guarantee an conduct “business as normal” 40,000 vehicles going under Looming up behind the easy solution to on-shore it is a testament to the resil- the electronic gavel. BMSB crisis, the Takata airbag recall close-out! ience of the trade that New However, despite encour- saga reared up once again, An interesting example of Zealand buyers managed to aging signs, prices for stock this time firmly on the radar how the demand and tastes secure stock at all during the sought-after by Kiwis never of the minister of consumer of New Zealand can strongly month.

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

Japan moves forward on self- Battery drive laws exchange for apan has unveiled the next stage the vehicle operates autonomously with of plans for regulating self-driving automakers only liable if there is a clear Leaf owners Jvehicles as it cautiously moves systems flaw with the vehicle. forward on the key technology. That confirmation will allow insurers issan Leaf owners in Japan Its draft policy has been released by to put optional plans in place for those can soon exchange old bat- the Council on Investments for the Fu- vehicles. Nteries for refabricated ones ture and will go before the Government Self-driving cars will be required to under a new, fee-based system. early next year. have devices that re- The 24kWh refabricated batteries “By taking con- cord information such for the oldest Leafs will be offered crete steps toward as location, steering for 300,000 yen (NZ$3893) apiece a legal framework, and the operational – less than half the cost of a new I would like Japan status of autonomous 24kWh pack. to take the lead in driving systems. The carmaker also plans to ex- creating international Hacking of vehicle pand the line-up. rules,” prime minister systems will be treated “Exchange costs for new Nissan Shinzo Abe told a the same as a vehicle Leaf batteries are 650,000 yen for council meeting. theft - provided the owner takes proper 24kWh, 800,000 yen for 30kWh and The regulations cover up to level security measures such as updating the 820,000 yen for 40kWh,” Nissan three automation, where a car can vehicle’s systems. says. drive itself under certain conditions The issue of criminal liability for ac- It is using the battery refabrica- with a driver present. More levels of cidents has not been settled. tion capabilities of 4R Energy Corp, a automation will be discussed in later The Government will also have to company established through a joint work. create standards for control systems venture with Sumitomo Corp, with a The Japanese Government’s posi- and resistance to cyber attacks. It plans new factory in Namie, eastern Japan, tion on liability for such vehicles is the to establish guidelines for the safety of serving as a global centre for 4R. owner will be liable for accidents while self-driving cars this summer. Old batteries are planned for energy storage systems and possibly for uses such as electric forklifts. It is Japan’s first factory to spe- Sales top five million cialise in the reuse and recycling of EV used lithium-ion batteries, espite emissions, steel and ve- duction delays caused by failures in Nissan says. hicle compliance issues delaying their pre-delivery inspection systems, “As demand for electric vehicles Dsales and production for some and Suzuki, Nissan and Mitsubishi had grows, the number of used batter- brands over the past year, Japan’s new concerns over their emissions testing ies will increase significantly,” the car sales ended the financial year up. processes. company says. The market broke the five-million That was countered by high sales of “Nissan hopes that by reclaiming barrier to sit at 5,197,107 sales - up 2.3% new models such as the Toyota CH-R these batteries, it can help lower bat- on the previous financial year, the Japan and Nissan’s eNote. tery replacement costs and heighten Automobile Dealers Association and the Nissan posted a 5% decline in new the used-car value of electric vehi- Japan Light Motor Vehicle and Motor- car sales to 396,727 after it was hit by cles. cycle Association say. the inspection scandal. “This will enhance the electric- Sales of non-Kei cars totalled Subaru’s domestic sales rose 5.7% to car ownership experience, which 3,338,234, down 0.6%, while Kei sales 136,630 vehicles on the popularity of its in turn will help promote their use, were up 8.1% to 1,858,873. It is the first new Impreza. ultimately contributing to lower CO2 time in four years the small car type has March saw new car sales down 3.5% emissions.” grown. to 667,275, with a rise in non-Kei vehicle More than 300,000 Leaf electric Both Nissan and Subaru saw pro- sales of 4.9% to 438,084. cars have been sold worldwide.

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

Autosure – we’re moving on up

utosure is very pleased to be James Searle is all moved into A general manager of our new office. You DPL Insurance Ltd can find us on the ground floor of the Canon Building, 28 The Warehouse Way, Northcote, Auckland.

What does it mean? You’ll continue to enjoy great service from our great team and will be able to contact us on the same phone numbers and email addresses. But the team will be able to welcome you to a great new office when you’re in the area. We have a great open-plan workspace for staff.

This is where consider not only the physical location but also how the new to come for workplace would support our business objectives and how Autosure finance and insurance we could create a great place to work for our people and for training. our clients. Our new offices are stylish, modern and attractive — and a vast improvement over our dumpy old space. But they are also highly functional and are designed to maximise efficiency, productivity, communication and in- novation. That means we now have a great space to house the big- gest and best claims team in New Zealand so they can do their best work for all our dealers, repairers and policyholders.

What’s the best thing about the move? Why did we move? We now have a purpose-built set-up so people attending The lease was expiring on our old place in the Vero build- our finance and insurance training courses get the best bang ing in Takapuna so we took the opportunity to move to a new for their buck in terms of a learning environment. place, where we stand alone as an insurance company with Feel free to drop by any time and join us for a coffee, our own identity. soak up the views and ask us to show you how our com- It’s a great new environment that supports our training mitment to innovation and training can help transform development work stream for dealers. your business. When we planned our move, we decided we had to

We’re so pleased to have a new home. We have a dedicated boardroom for training.

28 | AUTOTALK APRIL 2018 | www.autotalk.co.nz We have MOVED

Into our new office... Ground Floor, Cannon Building 28 The Warehouse Way, Northcote, Auckland

What does this mean? We’ll be offering the same great service you enjoy, just from a shiny new office. You can still contact us on all the same phone numbers and email addresses. We have a great new office to welcome you to when you’re in the area.

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

How can I help overcome a customer’s objection?

here are a few impor- tant processes we all what By Jacques Gray Tneed to remember to follow while on the road to of Provident Insurance any sale. drives • We all need to ask a few basic questions so that we can drill down and offer a product that will suit our Merv Whiston? customers’ requirements. • We should not pre-judge a customer’s circumstances Business Development Manager - Canterbury and we should listen to their responses and be prepared to overcome any objections they may raise. “Working with dealers, helping them to maximise F&I • If we don’t listen to what a customer is really saying, and opportunities has been a passion of mine since I first we brush over an objection, it’s a high probability we started to sell cars. I’ve been in the auto industry for won’t achieve the outcome we all desire. The outcome over 30 years, and known Steve Owens since 1989. which we all want to hear from our customer is “Yes, I I joined the company when Steve established agree with what you are proposing” or, alternatively, that Provident Insurance. My clients are a great and they are engaged enough to make a counter offer. diverse group of people, most of whom I have known So this brings us to how we look to overcome a custom- er’s objection or maybe just a little bit of indecision. One of for many years. They know that I’m highly motivated the best tools to help you engage and get buy-in from your and they know that we are committed to helping customer is a technique called “Feel, Felt, Found”. them succeed in their business.

Why so many new dealers are partnering with Provident. The technique First empathise with them, telling them you understand At Provident we have a strong partnership culture how they feel. with our dealer clients. We don’t see ourselves as Then tell them about somebody who felt the same way. an insurance company but more a part of the motor Then tell them how the other person found that when industry. they looked at the benefits of the product on offer, they de- We have a set of values that drive us and serve as cided to go on and complete the purchase. our guiding principles. You can’t just talk about your values, you have to deliver on them every hour of Some examples every day. That’s what we do, with product training, I understand how you feel about that. Many others have systems and support to help generate higher levels felt the same way. And what they have found is that.... of F&I profitability and customer service. We do what I know you might feel you are currently only looking at a we promise and that’s our difference.” five-seater motor vehicle to suit your family’s needs. I had a person in the dealership only yesterday for a service who felt the same way as you did initially when they bought their vehi- cle from me a year ago. They mentioned they had found their decision to change their mind and purchase a seven-seater vehicle had better suited their needs because their kids had grown so quickly. And the ability to transport extra friends and family around was invaluable. Continued on page 43

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

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Fast Loan Approvals Stink bugs hit import Flexible Repayments Personal Service registrations Get in contact today 0800 367 233 elays caused by the date to a total of 37,608. ond on 520, followed by the brown marmorated Commercials took a more Toyota Corolla 503, the Nis- Dstink bug issue have significant hit – down 21.9% san Tiida 473 and the Honda taken their toll on the used to 975 units from 1249 last Fit 446. import market – it’s down year. That segment is now The top large car was the nearly a fifth year-on-year in down 7% to 2947 for the Subaru Legacy on 565, the – 333 more than the previ- March. year. top MPV the Toyota Wish on ous month. At this rate EVs Passenger car registra- In passenger car registra- 284, top hybrid the Toyota should reach the 8000 end- tions tumbled 18.2% to 11,841 tions, the Mazda Axela was Prius on 270, the top Euro- of-year target in about May, units during the month, from the most popular with 575 pean, the Volkswagen Golf more than six months early. 14,474 a year ago. The mar- registrations. on 221 and the top SUV the That would double last ket is now down 5% year to The Suzuki Swift was sec- Mitsubishi Outlander on 181. year’s EV figures, with the The Toyota Hiace again goal for each year doubling topped commercials with the previous target (16,000 455 registrations, followed by next year) until the Govern- the Nissan Caravan on 106 ment’s aim of 64,000 EVs on and Mazda Bongo on 75. our roads by the end of 2021 is met. EV numbers still climbing Growth was across all EV Like yeast, electric vehicle sectors, the latest Ministry of numbers in New Zealand Transport figures show. continue to rise. New light pure electrics EVs sales hit 7233 in March Continued on page 35

TOP 10 USED IMPORT USED IMPORT COMMERCIAL MAKES COMMERCIAL MODELS % Market MAKE MAR'18 MAR'17 Movement MAR MAR Change Share MAKE MODEL MAKE MODEL '18 '17 TOYOTA 399 602 -33.7 40.9 TOYOTA HIACE 313 TOYOTA HIACE 455 NISSAN 229 263 -12.9 23.5 NISSAN CARAVAN 75 NISSAN CARAVAN 106 MAZDA 75 90 -16.7 7.7 ISUZU 48 64 -25.0 4.9 MAZDA BONGO 59 MAZDA BONGO 75 FORD 39 30 Up 2 30.0 4.0 NISSAN NV200 51 TOYOTA REGIUS 50 MITSUBISHI 39 45 Down 1 -13.3 4.0 ISUZU ELF 32 NISSAN VANETTE 45 HINO 30 41 Down 1 -26.8 3.1 NISSAN NV350 32 NISSAN NV200 42 CHEVROLET 21 19 Up 1 10.5 2.2 NISSAN VANETTE 30 ISUZU ELF 39 HOLDEN 20 23 Down 1 -13.0 2.1 TOYOTA REGIUS 28 TOYOTA DYNA 39 IVECO 8 3 Up 6 166.7 0.8 TOYOTA DYNA 24 NISSAN ATLAS 27 OTHER 67 69 -2.9 6.9 MITSUBISHI CANTER 18 TOYOTA TOYOACE 25 TOTAL 975 1249 -21.9 100.0 NISSAN ATLAS 17 MITSUBISHI CANTER 24

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Fast Loan Approvals Flexible Repayments Business confidence Personal Service Get in contact today ‘treading water’ 0800 367 233

ome more so-so economic news for • A net 12% of firms are Sharon Zollner the automotive and transport indus- expecting to lift investment, up 5 Stries has emerged as the ANZ Bank points. reports “business confidence is treading • • Employment intentions lifted from AROUND THE water”. +5% to +10%, making a comeback. A net 20% of businesses are pessimistic • Profit expectations increased from -1% COUNTRY about the year ahead, down 1% versus to +6%, back in the black. PASSENGER February. Firms’ views of their own activ- • Export intentions rose from +16% to REGISTRATIONS ity (which has a stronger correlation with +24%, back to pre-election levels. MAR MAR % GDP growth), lifted from +20 to +22. • Residential construction intentions held DIST '18 '17 CHANGE “The economy is certainly not crawl- steady at +33%. Commercial construc- WHA 270 295 -8.47 ing but it’s hardly gliding along either,” ANZ tion intentions rose from +6% to +10%. AUC 5775 7080 -18.43 chief economist Sharon Zollner says. • A net 28% of businesses expect it to be HAM 780 1000 -22.00 “This far into the race it is naturally hard tougher to get credit, deteriorating 4 THA 119 106 12.26 TAU 537 652 -17.64 to accelerate. But while sectors of the points. ROT 168 168 0.00 economy such as housing and construction • Firms’ pricing intentions lifted from GIS 49 64 -23.44 may be tiring, record-high terms of trade +25% to +29%. Inflation expectations NAP 262 293 -10.58 and a positive outlook for incomes are pro- were unchanged at 2.1%. NEW 167 232 -28.02 viding helpful buoyancy.” “Our composite growth indicator, which WAN 84 93 -9.68 Activity indicators increased pretty much combines business and consumer confi- PAL 295 415 -28.92 MAS 70 77 -9.09 across the board but remain below the dence, continues to suggest growth around WEL 834 1103 -24.39 levels of six months ago. 2-3%year on year,” Zollner says. NEL 198 266 -25.56 BLE 62 71 -12.68 GRE 29 42 -30.95 WES 2 11 -81.82 AMG Performance Centre a first CHR 1462 1746 -16.27 ercedes-Benz The new showroom mance brand. TIM 89 138 -35.51 OAM 16 27 -40.74 Auckland has located at the Mercedes “Mercedes-AMG under- DUN 398 430 -7.44 Mopened the coun- dealership in Newmarket stands the passion New INV 175 165 6.06 try’s first dedicated AMG exclusively represents the Zealand customers have for TOTAL 11841 14474 -18.19 Performance Centre. AMG sports car and perfor- the performance brand,” Mercedes-Benz Cars New USED IMPORT COMMERCIAL MAKES – YEAR-TO-DATE 2018 Zealand general manager Ben Giffin says.

- “We are very proud to be opening New Zealand’s first AMG Performance

CHEVROLET DODGE FIAT FORD HINO HOLDEN ISUZU MAZDA MITSUBISHI NISSAN TOYOTA VOLKSWA GEN OTHER TOTAL Centre here in Auckland. 18-Jan 13 8 35 45 26 22 57 78 36 210 441 3 50 1024 This showroom space will 17-Jan 19 4 23 30 19 13 41 83 33 197 404 10 52 928 offer a brilliant opportunity % diff -32 100 52 50 37 69 39 -6 9 7 9 -70 -4 10 18-Feb 19 3 15 48 49 16 47 41 41 203 407 8 51 948 to demonstrate the impor- 17-Feb 15 2 9 35 31 19 45 94 40 191 466 10 41 998 tance of the Mercedes-AMG % diff 27 50 67 37 58 -16 4 -56 3 6 -13 -20 24 -5 brand to our customers.” 18-Mar 21 6 7 39 30 20 48 75 39 229 399 3 59 975 A second AMG Perfor- 17-Mar 19 7 9 30 41 23 64 90 45 263 602 8 48 1249 % diff 11 -14 -22 30 -27 -13 -25 -17 -13 -13 -34 -63 23 -22 mance Centre in Christch- YTD 18 53 17 57 132 105 68 152 194 116 642 1247 14 160 2947 urch is also under construc- YTD 17 53 13 41 95 91 55 150 267 118 651 1472 28 141 3175 tion. %diff 0 31 39 39 15 24 1 -27 -2 -1 -15 -50 13 -7

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Stink bugs hit import registrations Fast Loan Approvals Flexible Repayments

Continued from page 33 first three months of this year last year. Personal Service reached 1423 (up 67 on stand at 1041 -not far off Get in contact today February), used pure light the 1516 for all of 2016 and Slight dip in dealer 0800 367 233 electrics rose 165 to 3829, double that of 2015 (505). registrations new light plug-in hybrids March’s light EV registra- The number of deal- recorded 1351 (up 57), used tions were 337, comprising ers registered on the Motor light plug-in hybrids went to 209 used EVS and 126 new. Vehicle Traders Register at 549 (up 42) and heavy EVs The March registration the end of March was 3503, increased by two to reach figure is above the previous down slightly on the 3517 celled. 81. month (February recorded active in February. The number of registered In March last year, EV 288) but below January’s There were 113 new ap- dealers has been hovering figures were just 3187. 416. It is the sixth highest plications and 131 expired, around 3500 since Septem- EV registrations for the monthly figure since August were surrendered or can- ber last year. 20 TOP USED IMPORT PASSENGER MAKES MAR MAR % Market MAKE Movement 20 TOP USED IMPORT PASSENGER MODELS '18 '17 Change Share MAR MAR MAKE MODEL MAKE MODEL TOYOTA 2878 3722 -22.7 24.3 '18 '17 NISSAN 2132 2543 -16.2 18.0 MAZDA AXELA 575 TOYOTA COROLLA 623 MAZDA 1978 2058 -3.9 16.7 SUZUKI SWIFT 520 SUZUKI SWIFT 616 HONDA 1188 1449 -18.0 10.0 TOYOTA COROLLA 503 MAZDA AXELA 593 SUBARU 704 605 Up 2 16.4 5.9 NISSAN TIIDA 473 NISSAN TIIDA 576 SUZUKI 606 711 -14.8 5.1 HONDA FIT 446 HONDA FIT 477 BMW 514 713 Down 2 -27.9 4.3 MAZDA DEMIO 441 MAZDA DEMIO 470 VOLKSWAGEN 357 548 Up 1 -34.9 3.0 SUBARU LEGACY 365 TOYOTA PRIUS 389 MITSUBISHI 307 548 Down 1 -44.0 2.6 TOYOTA WISH 284 TOYOTA WISH 379 AUDI 235 297 Up 1 -20.9 2.0 TOYOTA VITZ 271 VOLKSWAGEN GOLF 335 MERCEDES-BENZ 227 356 Down 1 -36.2 1.9 TOYOTA PRIUS 270 SUBARU LEGACY 307 FORD 104 130 -20.0 0.9 MAZDA ATENZA 261 MITSUBISHI OUTLANDER 304 LEXUS 80 93 Up 1 -14.0 0.7 TOYOTA MARKX 242 MAZDA ATENZA 298 VOLVO 58 94 Down 1 -38.3 0.5 MAZDA PREMACY 239 TOYOTA MARKX 288 CHEVROLET 48 80 -40.0 0.4 VOLKSWAGEN GOLF 221 TOYOTA VITZ 281 JAGUAR 45 51 Up 3 -11.8 0.4 BMW 3 Series 188 BMW 3 SERIES 254 HOLDEN 40 61 -34.4 0.3 MITSUBISHI OUTLANDER 181 TOYOTA ESTIMA 222 DODGE 35 24 Up 6 45.8 0.3 MAZDA MPV 180 NISSAN DUALIS 213 HYUNDAI 35 39 Up 1 -10.3 0.3 NISSAN SKYLINE 166 MAZDA PREMACY 212 LAND ROVER 34 64 Down 4 -46.9 0.3 NISSAN DUALIS 162 MAZDA MPV 211 OTHER 236 288 -18.1 2.0 SUBARU IMPREZA 158 NISSAN NOTE 199 TOTAL 11841 14474 -18.2 100.0 THE 17 LEADING USED IMPORT PASSENGER MAKES – YEAR-TO-DATE 2018 AUDI BMW CHEVROLET DAIHATSU FORD HOLDEN HONDA HYUNDAI MAZDA MERCEDES MITSUBISHI NISSAN PEUGEOT SUBARU SUZUKI TOYOTA VW OTHER TOTAL 18-Jan 250 523 65 8 115 46 1356 27 2310 210 440 2629 26 809 722 3232 445 506 13719 17-Jan 264 568 56 14 102 43 1308 25 1979 275 469 2268 12 543 622 3396 467 522 12933 % diff -5 -8 16 -43 13 7 4 8 17 -24 -6 16 117 49 16 -5 -5 -3 6 18-Feb 192 467 63 8 122 39 1232 2 1996 250 325 2220 16 696 682 2872 366 500 12048 17-Feb 227 528 53 19 109 61 1308 30 1871 267 413 2200 19 546 643 3038 439 489 12260 % diff -15 -12 19 -58 12 -36 -6 -93 7 -6 -21 1 -16 27 6 -5 -17 2 -2 18-Mar 235 514 48 8 104 40 1188 35 1978 227 307 2132 22 704 606 2878 357 458 11841 17-Mar 297 713 80 13 130 61 1449 39 2058 356 548 2543 17 605 711 3722 548 584 14474 % diff -21 -28 -40 -38 -20 -34 -18 -10 -4 -36 -44 -16 29 16 -15 -23 -35 -22 -18 YTD 18 677 1504 176 24 341 125 3776 64 6284 687 1072 6981 64 2209 2010 8982 1168 1464 37608 YTD 17 788 1809 189 46 341 165 4065 94 5908 898 1430 7011 48 1694 1976 10156 1454 1595 39667 %diff -14 -17 -7 -48 0 -24 -7 -32 6 -23 -25 0 33 30 2 -12 -20 -8 -5

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NEW VEHICLES COMPETITIVE FINANCE BROUGHT TO YOU BY:

Trouble no barrier to new vehicle sales

ome shipments of new Registration data released 14,028 vehicles was up 1% Registrations of 9050 pas- vehicles might have by the Motor Industry As- (159) on March 2017. Year senger and SUV vehicles in Sbeen caught up in the sociation shows March was to date, the market is up 2% March were down 2% (180) stink bug delays last month, another record month for (916) compared to the first on March 2017 but registra- but it appears to have had new vehicle sales. three months of 2017. Continued on page 37 little impact on overall sales. A combined market of NEW PASSENGER MAKES MAR MAR % Market NEW PASSENGER MODELS MAKE Movement '18 '17 Change Share MAR MAR MAKE MODEL MAKE MODEL '18 '17 TOYOTA 1196 1213 -1.4 13.2 MAZDA 858 905 -5.2 9.5 HOLDEN COMMODORE 310 TOYOTA COROLLA 396 MITSUBISHI 722 691 Up 2 4.5 8.0 MAZDA CX-5 303 KIA SPORTAGE 349 HOLDEN 673 711 -5.3 7.4 TOYOTA COROLLA 287 MITSUBISHI OUTLANDER 287 HONDA 636 519 Up 4 22.5 7.0 SUZUKI SWIFT 276 TOYOTA RAV4 261 KIA 617 626 Up 1 -1.4 6.8 TOYOTA RAV4 267 MAZDA CX-5 248 SUZUKI 605 734 Down 4 -17.6 6.7 MITSUBISHI OUTLANDER 264 HYUNDAI TUCSON 239 HYUNDAI 551 686 Down 2 -19.7 6.1 KIA SPORTAGE 258 MAZDA MAZDA3 223 FORD 504 625 Down 1 -19.4 5.6 HONDA CRV 214 HOLDEN CAPTIVA 217 NISSAN 371 341 Up 1 8.8 4.1 HONDA HR-V 183 SUZUKI SWIFT 201 VOLKSWAGEN 341 386 Down 1 -11.7 3.8 NISSAN QASHQAI 178 VOLKSWAGEN TIGUAN 199 SUBARU 291 242 Up 1 20.2 3.2 TOYOTA HIGHLANDER 177 HONDA HR-V 193 BMW 232 196 Up 2 18.4 2.6 MITSUBISHI ECLIPSE CROSS 161 MITSUBISHI ASX 185 MERCEDES-BENZ 200 253 Down 2 -20.9 2.2 SUBARU OUTBACK 153 TOYOTA YARIS 185 AUDI 193 203 Down 1 -4.9 2.1 MAZDA CX-3 151 MAZDA CX-3 172 SKODA 164 72 Up 3 127.8 1.8 MAZDA MAZDA3 150 SUZUKI VITARA 169 JEEP 143 94 52.1 1.6 MITSUBISHI ASX 139 HOLDEN COMMODORE 168 PEUGEOT 99 56 Up 5 76.8 1.1 NISSAN X-TRAIL 139 HONDA JAZZ 168 LAND ROVER 83 107 Down 3 -22.4 0.9 HYUNDAI KONA 138 HYUNDAI SANTA FE 165 LEXUS 71 66 7.6 0.8 HONDA JAZZ 130 NISSAN QASHQAI 161 Other 500 504 -0.8 5.5 TOYOTA YARIS 123 FORD FOCUS 150 TOTAL 9050 9230 -2.0 100.0

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Continued from page 36 “The market for new vehicles is mature NEW VEHICLES COMPETITIVE FINANCE tions of 4978 commercial and remains strong,” MIA chief executive vehicles was a 7% gain. BROUGHT TO YOU BY: Toyota remained the David Crawford says. overall market leader with a 17% market share (2421), up/chassis cab four-wheel for the Australian market followed by Ford with 11% drive segment, also with 16% was marred by the fall of (1551) and Mitsubishi with of the market, and the SUV Holden - it has dropped to 8% (1104). compact with 13%. tenth after the end of local Toyota also led the mar- “The market for new ve- production. ket for passenger and SUV hicles is mature and remains March’s 106,988 sales 11 months and brought registrations with a 13% mar- strong,” MIA chief executive delivered a strong 4.4% first the year-to-date total to ket share (1196), followed David Crawford says. quarter growth for the Aus- 291,538 sales. by Mazda with 9% (858) and “The economic factors of tralian new vehicle market, Five of the states and ter- Mitsubishi 8% (722). the past two years are still the motor industry’s official ritories recorded sales gains In the commercial sector, largely present with strong statistical service VFACTS during March compared with Toyota remained the market net immigration, afford- says. the same month last year. leader with a 25% market able prices and a strong Australia’s new vehicle The Northern Territory led share (1225), followed by economy.” market grew 1.5% in March, the way with 12.8% growth, Ford with 21% (1047) and compared with the same followed by the ACT with Holden with 9% (427). Record quarter for Aussie month last year. It marked 7.9%, then Victoria (6.3%), The three top-selling market the ninth month of record Queensland (1.8%), and models for the month were A record March result industry sales over the past Western Australia (1.3%). all light commercial vehicles. South Australia, Tasmania The Toyota Hilux was back at and NSW all recorded falls. the top of the table with 915, Federal Chamber of closely followed by the Ford Automotive Industries chief Ranger with 912 and the executive Tony Weber says Holden Colorado with 427. the healthy first quarter The SUV medium seg- growth demonstrated that ment regained the title of consumers were attracted by top segment for the month the diversity of product and with an 18% market share. It the value on offer. was followed by the pick- “To have the market at 4.4% ahead of last year’s NEW COMMERCIAL MAKES (UNDER 3500KG) Continued on page 38 MAR MAR % Market MAKE Movement '18 '17 Change Share NEW COMMERCIAL MODELS (UNDER 3500KG) MAR MAR TOYOTA 1225 1103 11.1 24.6 MAKE MODEL MAKE MODEL FORD 1047 897 16.7 21.0 '18 '17 HOLDEN 427 393 8.7 8.6 TOYOTA HILUX 915 FORD RANGER 810 MITSUBISHI 382 365 4.7 7.7 FORD RANGER 912 TOYOTA HILUX 740 ISUZU 322 350 -8.0 6.5 HOLDEN COLORADO 427 HOLDEN COLORADO 380 NISSAN 315 290 8.6 6.3 MITSUBISHI TRITON 382 MITSUBISHI TRITON 365 LDV 191 114 Up 3 67.5 3.8 NISSAN NAVARA 315 TOYOTA HIACE 336 VOLKSWAGEN 160 115 Up 1 39.1 3.2 TOYOTA HIACE 261 NISSAN NAVARA 290 MAZDA 159 190 Down 2 -16.3 3.2 ISUZU D-MAX 215 ISUZU D-MAX 222 FUSO 99 62 Up 5 59.7 2.0 MAZDA BT-50 159 MAZDA BT-50 190 Other 651 760 -14.3 13.1 FORD TRANSIT 135 HYUNDAI ILOAD 122 TOTAL 4978 4639 7.3 100.0 LDV T60 107 FIAT DUCATO 89

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AUTOTALK APRIL 2018 | www.autotalk.co.nz | 37 STATSTALK NEW VEHICLES NEW VEHICLES COMPETITIVE FINANCE BROUGHT TO YOU BY: Trouble no barrier to new vehicle sales

THE VEHICLE DEALER’S NEWS SOURCE Continued from page 37 Toyota was the market record total is a clear vote of leader for March with a 17.6% consumer confidence in the share, followed by Mazda Register for economy’s stability and low with 9.1%, Mitsubishi with interest rates, both key fac- 8.2%, Hyundai 7.9% and Ford NEW AROUND THE tors which encourage private 6.3%. FREE buyers and businesses into Holden, in tenth spot, was news updates COUNTRY PASSENGER new vehicles,” he says. down 29% year-on-year. REGISTRATIONS Receive MAR MAR % “The continued growth of The Toyota Hilux, which DIST SUVs in our market comes led the market last year, thrice-weekly '18 '17 CHANGE in the same week as the US maintained its top-seller posi- WHA 242 217 11.52 news alerts to AUC 3936 4045 -2.69 Environmental Protection tion in March with 4348 sales, HAM 637 668 -4.64 Agency indicated it would followed by the Ford Ranger your email THA 126 70 80.00 adopt less stringent and more with 4064, Toyota Corolla TAU 413 403 2.48 realistic emissions targets into 3218, Mitsubishi Triton 3109 ROT 164 125 31.20 the future.” and the Mazda 3 2780. autotalk.com.au GIS 37 56 -33.93 NAP 278 276 0.72 NEW 176 160 10.00 NEW COMMERCIAL MAKES (UNDER 3500KG) – YEAR-TO-DATE WAN 94 98 -4.08 PAL 283 329 -13.98 MAS 102 93 9.68 WEL 932 933 -0.11 NEL 156 144 8.33 FIAT FORD FOTON WALL GREAT HINO HOLDEN HYUNDAI ISUZU LDV MAZDA MERCEDES-BENZ MITSUBISHI MITSUBISHI FUSO NISSAN SSANGYONG TOYOTA VOLKSWAGEN OTHER TOTAL 18-Jan 101 808 66 66 16 46 385 64 258 153 172 57 318 284 94 780 165 204 4037 BLE 72 71 1.41 17-Jan 63 788 67 45 0 42 383 68 271 87 154 40 219 276 83 698 123 266 3673 GRE 19 21 -9.52 % diff 60 3 -1 47 10 1 -6 -5 76 12 43 45 3 13 12 34 -23 10 WES 0 6 -100.00 18-Feb 59 788 47 50 8 68 366 64 304 102 169 48 368 384 63 946 110 172 4116 CHR 833 926 -10.04 17-Feb 64 713 66 35 8 45 364 97 255 101 186 51 282 346 52 747 76 246 3734 TIM 65 92 -29.35 % diff -8 11 -29 43 0 51 1 -34 19 1 -9 -6 30 11 21 27 45 -30 10 OAM 9 24 -62.50 YTD 18 160 1596 113 116 24 114 751 128 562 255 341 105 686 668 157 1726 275 376 8153 DUN 286 327 -12.54 YTD 17 127 1501 133 80 8 87 747 165 526 188 340 91 501 622 135 1445 199 512 7407 INV 190 146 30.14 %diff 26 6 -15 45 200 31 1 -22 7 36 0 15 37 7 16 1938-2710 TOTAL 9050 9230 -1.95 NEW PASSENGER MAKES ALFA ROMEO ALFA AUDI BMW CHERY CHRYSLER DODGE FORD WALL GREAT HOLDEN HONDA HYUNDAI JEEP KIA LAND ROVER LEXUS MAZDA MERCEDES-BENZ MINI MITSUBISHI NISSAN PEUGEOT PORSCHE SKODA SSANGYONG SUBARU SUZUKI TOYOTA VOLKSWAGEN VOLVO OTHER TOTAL 18-Jan 12 178 187 0 1 7 846 0 777 524 553 82 762 73 62 1025 188 77 626 423 89 54 140 82 342 591 2490 300 57 250 10798 17-Jan 7 154 198 2 1 15 778 0 1381 405 540 71 603 111 55 779 222 73 647 478 73 58 106 60 236 728 1644 474 44 207 10150 % diff 71 16 -6 -100 0 -53 9 -44 29 2 15 26 -34 13 32 -15 5 -3 -12 22 -7 32 37 45 -1951-3730216 18-Feb 5 169 144 0 1 4 395 0 602 412 489 142 512 76 69 773 166 70 489 269 86 35 104 64 157 577 1013 342 47 203 7415 17-Feb 3 176 160 0 4 23 611 0 654 373 606 56 513 93 62 755 245 45 547 346 48 22 104 93 305 624 990 355 48 189 8050 % diff 67 -4 -10 -75 -83 -35 -8 10 -19 154 0 -18 11 2 -32 56 -11 -22 79 59 0 -31 -49-82-4-27 YTD 18 17 347 331 0 2 11 1241 0 1379 936 1042 224 1274 149 131 1798 354 147 1115 692 175 89 244 146 499 1168 3503 642 104 453 18213 YTD 17 10 330 358 2 5 38 1389 0 2035 778 1146 127 1116 204 117 1534 467 118 1194 824 121 80 210 153 541 1352 2634 829 92 396 18200 %diff 70 5 -8 -100 -60 -71 -11 0 -32 20-976 14 -27 12 17 -24 25 -7 -16 45 11 16 -5 -8 -14 33 -23 13 14 0

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

Market steady despite slow March

n 18% drop in used more sedate; 4% down, trations are down just 0.6% confidence.” imports didn’t dampen mainly caused by ex-over- - the same amount that Minor supply issues for Athe used car market seas registrations dipping by new passenger car sales are both new and used car too much, Turners says. a whopping 18%,” it says. down year-on-year. sellers continue because of “Compared to the Overall, year-to-date fig- “The market continues to the stink bug issue, but are ‘bumper’ March last year, ures show change of own- be in a healthy state, sup- beginning to resolve, Turn- 2018’s March was slightly ership and used car regis- ported by stable consumer ers says. SECONDHAND REGISTRATIONS − MARCH 2018 SALE TYPE WHA AUC HAM THA TAU ROT GIS NAP NEW WAN PAL MAS WEL NEL BLE GRE WES CHR TIM OAM DUN INV TOTAL Cars 2017 Public to Trader 237 5566 1163 176 576 134 91 410 223 165 1061 114 1200 229 96 24 1813 150 3 432 295 14158 Public to Public 2132 15401 3441 701 2118 1077 408 1614 981 650 1660 532 3311 1117 474 163 28 5614 595 128 2246 1154 45545 Trader to Public 554 6089 1464 266 849 395 174 647 392 269 720 222 1599 321 153 74 9 2157 232 45 712 436 17779 Cars 2016 Public to Trader 280 5335 1485 125 678 119 87 425 274 133 1218 104 1390 219 115 33 2157 152 31 515 277 15152 Public to Public 2105 15826 3715 585 2371 935 451 1732 1074 544 1772 427 3169 1073 478 219 96 5499 634 206 2127 1016 46054 Trader to Public 585 6281 1515 242 1001 318 145 617 394 188 850 153 1655 329 182 81 30 2185 226 68 716 370 18131 Cars % Change

Public to Trader -15.4 4.3 -21.7 40.8 -15.0 12.6 4.6 -3.5 -18.6 24.1 -12.9 9.6 -13.7 4.6 -16.5 -27.3 -15.9 -1.3 -90.3 -16.1 6.5 -6.6

Public to Public 1.3 -2.7 -7.4 19.8 -10.7 15.2 -9.5 -6.8 -8.7 19.5 -6.3 24.6 4.5 4.1 -0.8 -25.6 -70.8 2.1 -6.2 -37.9 5.6 13.6 -1.1 Trader to Public -5.3 -3.1 -3.4 9.9 -15.2 24.2 20.0 4.9 -0.5 43.1 -15.3 45.1 -3.4 -2.4 -15.9 -8.6 -70.0 -1.3 2.7 -33.8 -0.6 17.8 -1.9 Motorcycles 2017 Public to Trader 8 165 36 25 3 1 9 8 4 15 9 53 14 2 53 1 2 18 12 438 Public to Public 79 598 160 36 124 44 9 85 63 16 83 21 204 68 35 12 5 284 27 12 91 56 2112 Trader to Public 13 152 46 5 28 4 2 19 17 2 31 11 56 20 6 2 44 5 3 12 12 490 Motorcycles 2016 Public to Trader 7 172 37 29 1 9 12 3 32 9 52 13 1 29 18 5 429 Public to Public 74 577 156 27 111 38 10 71 57 39 85 14 187 88 26 11 279 28 10 92 51 2031 Trader to Public 14 142 43 4 42 9 2 16 11 4 24 9 46 14 2 41 4 1 21 10 459 Motorcycles % change Public to Trader 14.3 -4.1 -2.7 -13.8 200.0 0.0 -33.3 33.3 -53.1 0.0 1.9 7.7 100.0 82.8 0.0 140.0 2.1

Public to Public 6.8 3.6 2.6 33.3 11.7 15.8 -10.0 19.7 10.5 -59.0 -2.4 50.0 9.1 -22.7 34.6 9.1 1.8 -3.6 20.0 -1.1 9.8 4.0 Trader to Public -7.1 7.0 7.0 25.0 -33.3 -55.6 0.0 18.8 54.5 -50.0 29.2 22.2 21.7 42.9 200.0 7.3 25.0 200.0 -42.9 20.0 6.8 Trucks 2017 Public to Trader 98 718 263 18 105 29 41 85 52 28 161 35 136 79 53 5 294 52 7 85 86 2430 Public to Public 346 1856 581 109 432 128 109 268 202 88 279 92 360 190 96 49 19 805 91 29 315 205 6649 Trader to Public 189 728 269 61 178 79 50 132 86 27 171 40 201 81 54 14 4 362 52 10 156 86 3030 Trucks 2016 Public to Trader 62 590 251 16 92 22 26 77 35 20 118 20 106 73 31 7 224 38 4 71 81 1964 Public to Public 359 1731 498 107 384 120 75 245 157 76 268 78 359 190 80 45 10 925 81 34 368 201 6391 Trader to Public 112 717 266 43 157 54 57 96 70 27 143 36 146 52 49 25 7 315 53 10 125 77 2637 Trucks % change Public to Trader 58.1 21.7 4.8 12.5 14.1 31.8 57.7 10.4 48.6 40.0 36.4 75.0 28.3 8.2 71.0 -28.6 31.3 36.8 75.0 19.7 6.2 23.7 Public to Public -3.6 7.2 16.7 1.9 12.5 6.7 45.3 9.4 28.7 15.8 4.1 17.9 0.3 0.0 20.0 8.9 90.0 -13.0 12.3 -14.7 -14.4 2.0 4.0 Trader to Public 68.8 1.5 1.1 41.9 13.4 46.3 -12.3 37.5 22.9 0.0 19.6 11.1 37.7 55.8 10.2 -44.0 -42.9 14.9 -1.9 0.0 24.8 11.7 14.9

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

Solid jump for bikes

slow month for the and Triumph tied for fifth on 230 - 266 bikes were regis- Ducati took second with new bike industry in 61. tered this time a year ago. 24, up 26.3% for a 10.4% AFebruary was followed Scooters again reigned Harley Davidson topped share, and Triumph claimed by solid growth in March, supreme, with the TNT the market on 93, down 4.1% third, up 5% to 21 for 9.1% of registration statistics show. Roma 2T leading with 37 for a 40.4% market share. the market. The market was up 10.7% registrations. The Suzuki to 856 for the month, with UZ50 took second place the tally for the year hitting with 31. 2427 units. The biggest bike in the Suzuki topped the market top five was the Kawasaki with 146 registrations, up EX400G with 24 registered. 23.7% from 2017 for a 17.1% The Piaggio Zip 50 took market share. fourth place with 21 and Yamaha was second on the Suzuki GSX150 Gixer 97, up 9% for an 11.3% stake, closed the top five with 19. followed in third by Honda Used bike registrations on 70, up 11.1% for an 8.2% joined their car counterparts share. in a big fall as biosecurity Harley Davidson was issues slowed shipping. Reg- fourth on 68, and Kawasaki istrations dropped 13.5% to

NEW BIKE MODELS MAKE MODEL MAR'18 TNT MOTOR ROMA 2T 37 SUZUKI UZ50 31 KAWASAKI EX 400G L 24 NEW BIKE MAKES PIAGGIO ZIP 50 2T 21 MAR YTD' MAR % Market MAKE SUZUKI GSX150 FDZA GIXXER 19 '18 18 '17 Change Share % ROYAL ENFIELD CLASSIC 16 SUZUKI 146 409 118 23.7 17.1 FORZA CICLONE 15 YAMAHA 97 282 89 9.0 11.3 HONDA GLC 150SH 15 HONDA 70 192 63 11.1 8.2 FACTORY BUILT ARIIC 14 HARLEY DAVIDSON 68 218 72 -5.6 7.9 HONDA NCH 50L 12 KAWASAKI 61 159 58 5.2 7.1 TOTAL 764 TRIUMPH 61 138 57 7.0 7.1 TNT MOTOR 42 108 29 44.8 4.9 USED BIKE MAKES FACTORY BUILT 35 56 15 133.3 4.1 % of MAKE MAR'18 MAR'17 % Change BMW 31 84 24 29.2 3.6 Market KTM 27 101 29 -6.9 3.2 HARLEY DAVIDSON 93 97 -4.1 40.4 ROYAL ENFIELD 27 53 7 285.7 3.2 DUCATI 24 19 26.3 10.4 FORZA 26 86 12 116.7 3.0 TRIUMPH 21 20 5.0 9.1 PIAGGIO 24 56 17 41.2 2.8 BMW 16 25 -36.0 7.0 APRILIA 22 77 27 -18.5 2.6 YAMAHA 16 22 -27.3 7.0 MOPED 20 61 15 33.3 2.3 HONDA 15 27 -44.4 6.5 VESPA 17 73 26 -34.6 2.0 SUZUKI 12 12 0.0 5.2 ADLY 10 16 16 -37.5 1.2 BUELL 5 3 66.7 2.2 INDIAN 7 60 7 0.0 0.8 APRILIA 4 0 1.7 MOTO GUZZI 7 22 3 133.3 0.8 KTM 4 6 -33.3 1.7 ZNEN 7 23 10 -30.0 0.8 Other 20 35 -42.9 8.7 Other 51 153 79 -35.4 6.0 TOTAL 230 266 -13.5 100.0 Total 856 2427 773 10.7 100.0

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

40 | AUTOTALK APRIL 2018 | www.autotalk.co.nz STATSTALK TRUCKS

Isuzu leads as registrations dip

otal registrations of used trucks and buses Tdropped in March by 24.2% to 175 units, down from 231 in the same period last year. All the leading brands were down in the total used trucks and buses market. Isuzu was top of the table with 40 registrations, a 27.3% fall from 55 the previous year. That gave Isuzu a 23% market share in the segment for the month. The Fuso range. Hino was behind with 30 registrations and a 17% mar- down 9.8% to 536 from 594 the previous year. down 40.7% with 16, and UD ket share, down 26.8% from in the same period last year. Volvo registered 41, down Trucks down 11% with 16. 41 the previous March. Isuzu led the pack with 37% from 65 last year. Toyota took the biggest 107 for a 20% market share, DAF made major gains hit - in third place, it fell 48% down 16.4% from 128 the with 40 registrations, up with 26 registered for a 15% previous March. 135% from 17 at the same market share. Fuso was second with 101 time last year. Mitsubishi was next with registrations and an 18.8% Fiat was down 11.8% with 24, down 11% from 27, fol- market share, down by just 30, Mercedes-Benz was lowed by Nissan with 14, one unit from its year-on- down 51% with 22, Iveco down 22.2% from 18. year result. up 11% with 20, Kenworth Year-to-date, total reg- Hino registered 55 for a istrations of new trucks and 10% market share, up slightly buses ended the month by 3.8% after registering 53

NEW TRUCK MAKES (OVER 3500KG) MAR MAR % YTD YTD MAKE MARKET USED TRUCK MAKES '18 '17 CHANGE '18 '17 MAR MAR % YTD YTD MAKE MARKET ISUZU 107 128 -16.4 20.0 282 295 '18 '17 CHANGE '18 '17 FUSO 101 102 -1.0 18.8 217 234 ISUZU 40 55 -27.3 22.9 131 133 HINO 55 53 3.8 10.3 169 140 HINO 30 41 -26.8 17.1 105 91 VOLVO 41 65 -36.9 7.6 78 120 TOYOTA 26 50 -48.0 14.9 101 103 DAF 40 17 135.3 7.5 88 45 MITSUBISHI 24 27 -11.1 13.7 66 68 FIAT 30 34 -11.8 5.6 89 84 NISSAN 14 18 -22.2 8.0 43 39 MERCEDES-BENZ 22 45 -51.1 4.1 84 87 MAZDA 9 5 80.0 5.1 18 12 MERCEDES-BENZ 6 4 50.0 3.4 14 10 IVECO 20 18 11.1 3.7 58 45 IVECO 5 3 66.7 2.9 11 6 KENWORTH 16 27 -40.7 3.0 68 56 FUSO 4 2 100.0 2.3 6 4 UD TRUCKS 16 18 -11.1 3.0 55 55 VOLVO 3 3 0.0 1.7 8 5 Other 88 87 1.1 16.4 242 248 Other 14 23 -39.1 8.0 63 66 TOTAL 536 594 -9.8 100.0 1430 1409 TOTAL 175 231 -24.2 100.0 566 537

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

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

Truck dealership conduct ‘misleading’

ngine problems and an odom- eter reading dispute have seen a ENapier-based commercial vehicle dealership in trouble with the Motor Vehicle Disputes Tribunal for “mislead- ing conduct”. Truck dealership Kobe Export was ordered to pay just over $54,000 to complainant Evan Ball in a recent tribu- nal ruling. Ball bought a 2010 Toyota Dyna truck from the company with just 32,335 kilometres on its odometer for $49,900 in March last year. He intended to use the truck as his family vehicle and attached a slide-on Kobe Export had refused to fix the claims and ruled a “reasonable con- camper for family trips and camping. damage, alleging the engine damage sumer would not expect a vehicle of Ball noticed the vehicle was over- was caused by Ball’s use of the vehicle this price, age and mileage to have a heating in June that year and it was and that the slide-on camper was not significant pre-existing fault with its assessed by Energy & Marine Service properly attached, creating drag and engine that will require the engine to be Centre who found no fault with the causing the engine to overheat. replaced”. vehicle. It also suggested Ball is an inexperi- It ruled Ball “suffered significant loss About four days later, the vehicle enced truck driver and his driving might as a result of this misleading conduct” overheated again and it was then as- have contributed to the damage. and was entitled to a full refund. sessed by Truck Stops NZ which found It also claimed no obligation to repair “I am therefore satisfied that the it had combustion gases in the cooling the vehicle as Ball was not a consumer vehicle was not of acceptable qual- system, damage to three cylinders and for the purposes of the Consumer ity when it was sold to Mr Ball. It had a head gasket failure. Guarantees Act because the vehicle significant fault with its engine and Mr The tribunal’s assessor says the en- is not of a kind ordinarily acquired for Ball’s use of the vehicle did not cause gine’s condition suggests it has travelled personal, domestic or household use. or contribute to that fault,” adjudicator “at least 200,000km”. The tribunal rejected the dealer’s Brett Carter says. Are deposits non-refundable? Liang v Mr Motors North Shore t/a Mr Motors Group

he purchaser was interested in it was non-refundable. The purchaser price for the vehicle includes a non- buying a 2011 Mazda Axela from claims she was not told this. refundable deposit of $1,000. Tthe trader. She paid the dealer a The stock manager for the trader The purchaser claims that she did $1000 deposit but did not sign a vehicle says they did not tell the purchaser the not see the write up sheet before she offer and sale agreement. deposit was non-refundable. paid the deposit. The purchaser told the tribunal she However, he did have her sign a And she says the sheet was not ex- understood the deposit was payable so vehicle offer and sales write up sheet. plained to her and that she has difficulty the trader would not sell the vehicle to The sheet is a preliminary document understanding English so she did not another purchaser while minor repairs intended to capture the terms of the realise it contained a statement about a were performed. agreement between the parties, terms non-refundable deposit. The next day, she decided not to that are then finalised in the vehicle The adjudicator accepted the pur- purchase the vehicle. The trader de- offer and sale agreement. chaser’s evidence. clined to refund the deposit, claiming The write up sheet states the total Continued on page 43

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

Continued from page 42 have been disclosed. fundable nature of the deposit and had “I found her to be a reliable witness, “In this case, I am satisfied that a misled the purchaser by this omission. with a clear recollection of events. I consumer would have a reasonable The adjudicator ordered the trader to accept that she was not told that the expectation that (the trader) would repay the $1000. deposit was non-refundable and neither disclose that the deposit was non- was her attention drawn to the refer- refundable. ence in the write up sheet to the non- “(The purchaser) paid a deposit of refundable deposit.” $1000 – a significant sum for any He noted courts have a “reasonable potential purchaser of a $14,700 expectation of disclosure” test. Under vehicle. I consider that any that, silence or the failure to disclose a consumer would expect to material fact can be misleading where, be told that this amount was taking account of the circumstances of non-refundable.” the particular case, a reasonable con- It found the trader should sumer would expect the information to have disclosed the non-re- How can I help overcome a customer’s objection?

Continued from page 30 customer part of a group so being attached to a group they will have no regrets This is how it works they do not feel alone. and change their mind at the about it tomorrow. By empathising with how When they are attached same time. Try the “Feel, Felt, Found” your customer feels, you to that group and you tell I hope this technique technique and see how easy are building a rapport with them how the other per- helps to lead your customer it is to lead a customer into them. son in the group decide into making an informed making a decision when When you talk about how to change their mind and decision and that they pur- they might have an objec- somebody else felt, you purchase a product to gain chase not only what is right tion or maybe just can’t move the focus to another its benefits, the customer for them today but also that make up their mind. person, which makes the should follow the logic of Are your Trade Me listings working an independent choice as hard for your Quest Insurance offers: Mechanical Breakdown Insurance business as you are? – backed by AA Roadside Assist

Continued from page 21 Comprehensive Motor Vehicle Insurance buying from you is a safer option. – including learner and restricted license cover. Differentiate your offering and tell buyers about it. Weekly, fortnightly & monthly instalment options now available to match your customers pay cycle Online classified listings mean that your market has extended to buyers from all over the country. Do you offer Guaranteed Asset Protection airport pick-ups, what about out-of-town transportation options or a free tank of fuel? Lifestyle Protection Insurance Telling buyers about this in your description could encour- age out-of-town buyers to look at buying from you.

Keep the momentum going Once you have excellent listings generating leads for your business, keep the momentum up. If you are a forward thinking motor vehicle trader, or financier, Respond to enquiries quickly and always answer all ques- looking for a trusted vehicle insurance partner, call Quest. tions as clearly as possible, avoiding vague answers that could look as though you’re dodging questions. Contact: Simon Moore So extend your virtual sales team by moulding each list- ph. 021 149 2266 ing to showcase the vehicle and help potential buyers find e: [email protected] their dream car.

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

bid to buy the dealer manage- THE DIARY March 7 ment system provider. “Naturally this isn’t the AutoTalk’s group editor Trump tariffs could decision that we had been Scott Morgan looks at the month expecting,” Eskander told Au- gone by on AutoTalk.co.nz hurt US industry United States president Donald totalk. Trump’s proposed tariffs on The General gets heavy steel and aluminium imports General Motors has revealed a are likely to result in more new range of Class 4, 5 and 6 on 2017. expensive vehicles. cab trucks in the United States. March 1 However, year-to-date the That’s the view of the Fleet buyers will have more market is up 3% (751 units) American International Auto- options against the Ford F- Unloading could take compared to the first two mobile Dealers Association. Series and Dodge Ram range, months of 2017. Steel and aluminium tariffs weeks based on the 2019 Chevrolet could directly counteract any Vehicles have started to be Silverado in 4500HD, 5500HD benefits American manufac- unloaded from the stink bug- and 6500HD variants. March 5 turers have seen from tax and affected Tokyo Car berthed at The latter is the biggest regulatory reform, it says. the Ports of Auckland. Silverado the Detroit auto giant “We have commenced Treatment won’t Dealership up and has ever made. It was unveiled a deck-by-deck controlled damage EVs at the World Truck Show, with discharge of the Tokyo Car. Heat treatment and other running after fire production to start later in We have asked initially for 11 methods of killing pest stink DNA Motors in Auckland’s 2018 at Navistar’s factory in vehicles to be discharged for bugs hitch-hiking in vehicles Panmure is open for business Springfield, Ohio. heat treatment,” a Ministry from Japan are unlikely to after a fire temporarily closed for Primary Industries (MPI) damage EVs on affected ships, its yard. spokesperson told AutoTalk. experts say. Director Dmitry Mayorov March 12 The Ministry for Primary told AutoTalk an electrical Industries (MPI) says heat fault caused the fire, which Opposition transport March 2 treatment might cause dam- was noticed by a passing mo- age to EVs, those in the EV in- torist at 7am on March 6. spokesman Takata issue dustry say that’s very unlikely. Botany MP Jami-Lee Ross has EVs are designed to with- been promoted as senior whip resurfaces and new opposition spokes- There’s no easy fix to the Taka- stand temperature extremes in March 8 many countries, GVI general man for transport and infra- ta airbag issue, Motor Industry structure. Association chief executive manager Hayden Johnston Truckometer shows says. He replaces Papakura MP David Crawford says. heavy traffic dip Judith Collins who moves The issue came to light Heavy traffic fell 2.5% in Febru- up the National Party list to again after a compulsory March 6 ary after a strong start to the fourth place and will tackle recall was announced in year, according to the ANZ housing and urban develop- Australia. Truckometer Heavy Traffic ment. Crawford says of 320,000 Bullitt on its way Index. new and used vehicles in to NZ The light traffic index also New Zealand, two-thirds have The new special edition Ford eased a further 0.2% month- March 13 received recall notices and Mustang Bullitt – built to cel- on-month, its third consecu- around 134,000 owners have ebrate the 50th anniversary of tive fall. Stink bug source bought their vehicles in for the the legendary film – is coming recall to be completed. to New Zealand. unconfirmed The original car feature March 9 Exactly how stink bugs made Registrations dip in the Steve McQueen film their way on to vehicle carriers slightly Bullitt, which sees the actor at Decision surprises in Japan is still being inves- tigated by the Ministry for The latest Motor Industry As- the wheel of a 1968 Mustang Motorcentral GT fastback as he chases two Primary Industries. sociation figures show new car Motorcentral director Mena hitmen through the streets of A ministry spokesman registrations are down 2% for Eskander is surprised at the San Francisco. says at this point it can’t the month of February. Commerce Commission’s That’s a drop of 254 units definitively say whether the decision to decline Trade Me’s Continued on page 45

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

Continued from page 44 carrier the Sepang Express has bugs stowed away on used landed at the Ports of Auck- March 20 vehicles, new vehicles, heavy land. vehicles or the ships them- It will eventually undergo a Increased biosecurity selves. controlled, deck by deck dis- challenging charge of vehicles supervised Vehicle carriers that originated Yorston recognised by the Ministry for Primary in or visited Japan are spend- for fostering children Industries. ing up to three times as long Long-time industry figure The ship’s arrival follows the unloading, causing a juggling Malcolm Yorston and his wife departure of the Tokyo Car, act for Ports of Auckland. Brenda have been recognised which left Auckland last week. Ships such as the recently for more than 36 years foster- arrived Trans Future 7 and Nissan New Zealand manag- ing children. Triton Ace must be inspected ing director John Manley told Malcolm, who is Imported March 16 by the Ministry for Primary The Listener after it featured a Motor Vehicle Industry As- Industries, undergo barricade story on the issue. sociation technical manager, Greens consider EV fogging and then be re-in- An automotive industry travelled to Wellington with options spected to prevent stink bugs meeting on March 22 was to his wife to receive the Excel- The Australian Green Party has coming into New Zealand. discuss the battery matter and lence in Foster Care award outlined a raft of initiatives to Port spokesman Matt Ball whether it is a global issue, first from minister for children promote the uptake of electric says vessels are now in port for raised in a Flip the Fleet report. Tracey Martin. vehicles but its New Zealand up to 72 hours each visit, com- “You don’t foster children counterpart is still considering pared with 12 to 24 hours. to get awards,” Yorston says. what’s next. March 26 Across the ditch, the Aus- tralian Greens want all of the March 21 Nissan plans a million March 14 country’s new vehicle sales EVs a year to be electric by 2030, the Cockram moves Nissan plans to launch increas- First meeting for $3 removal of tariffs, stamp duty dealerships ing numbers of electrified billion fund and GST on new EVs, three Christchurch’s Cockram Motor vehicles, expand and evolve The first official discussions years’ free registration and Group is moving several of its autonomous driving systems, have been held for the newly the establishment of a fund to central city dealerships. and accelerate vehicle con- launched Provincial Growth expand the charging station The half a city block nectivity. Fund (PGF). network. bordered by Durham, Tuam One target is to sell a mil- The fund’s independent and St Asaph streets currently lion electrified vehicles a year advisory panel held its inau- houses dealerships selling by the 2022 financial year. gural meeting in Wellington. March 19 Hyundai, Isuzu, Maserati, Alfa They will be either pure The $3 billion scheme was Romeo and Fiat, plus sev- electric or models with e- announced by regional eco- Winning focus on eral motorcycle brands, Stuff Power powertrains as part nomic development minister young drivers reports. of its Nissan M.O.V.E to 2022 Shane Jones last month and Improving the driving skills midterm plan. will be rolled out over three of 15 to 19-year-olds is the IPO option for UDC years. theme that helped team Finance company UDC could Dealership footprint Licence Me claim first prize be listed on the NZX, its owner expands at NZ Transport Agency’s first ANZ has announced. There are plenty of changes March 15 ever hackathon. The bank says it will at Andrew Simms’ central and The team proposed creat- explore the possibility of an east Auckland dealerships. Bridgestone ing an app to incentivise safe initial public offering (IPO) as East Auckland is set to get driving behaviour in teenag- part of a range of strategic its own Mitsubishi dealership fundraising success options for UDC’s future. Bridgestone New Zealand has ers on restricted licences. as of April 1, replacing the ANZ tried to sell UDC to proven its commitment to Twelve groups competed current Haval and Great Wall Chinese company HNA earlier new charity partner Leukaemia at the event in Auckland to site, which is getting a major this year but the transaction & Blood Cancer (LBC) New develop and pitch their ideas overhaul. was turned down by the Over- Zealand. for making New Zealand roads As a result, Haval and Great seas Investment Office. Last year’s “Brighten Your safer. Wall will move to 253 Great Wheels” campaign raised South Rd in Greenlane, Andrew $50,049.33 by selling teal LBC Sepang Express Simms dealer principal Mat- New Zealand tyre valve caps. discharges vehicles March 22 thew Wales says. LBC New Zealand chief ex- Up to 30 vehicles a day are ecutive Pru Etcheverry says the being taken off the stink bug- Nissan probes charity is thrilled with how the affected Sepang Express. battery degradation March 27 partnership is developing. The Ministry for Primary Nissan says it’s investigating Industries told AutoTalk it is allegations of excessive deg- VW dealer of the year Sepang Express in checking cargo samples from radation in Nissan Leaf 30kWh Ebbett Volkswagen Hamilton Auckland two decks, with 24-30 units batteries. has been recognised as the Stink bug-affected vehicle being processed each day. A thorough internal brand’s best New Zealand investigation is being held, Continued on page 46

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

sales, service department in Auckland on March 28 just performance and customer March 29 how those changes are being satisfaction results. made. Mazda New Zealand man- Drive happy with AI applies to all, from indi- aging director David Hodge Toyota NZ viduals to businesses and pro- says the team at Fairview Toyota New Zealand has made jects like autonomous vehicles, Motors has built a formidable a massive change in how it they say. reputation for excellence does business with custom- Industry shift ‘radical’ right across the board. ers and dealers, switching to The motor industry and per- an agency model with fixed Not sold on regional sonal mobility are changing prices. radically and Toyota says it’s Continued from page 45 fuel tax Dubbed the “Drive Happy adapting its overall business to The Government may have Project”, the move comes dealership for the second year keep pace. introduced legislation that will with a raft of updates to the running. “Vehicles have until recent- allow for a regional fuel tax brand’s operations, includ- Seventeen dealerships were ly always been powered by an in Auckland but a new survey ing a revised website, test represented at the awards internal combustion engine, shows the city’s motorists drive systems and fixed-price event at Auckland Museum. either petrol or diesel,” Toyota aren’t convinced. service plans with offers of New Zealand chief executive The survey of 2300 AA warranty extensions. Alistair Davis says. members was designed to “Our way of business needs March 28 “Outside factors – climate shed light on public views to evolve to align with our change and regulations requir- on the regional fuel tax and customers’ expectations,” Fairview Motors top ing less or no emissions - are other areas of in the council’s Toyota New Zealand chief starting to have a big impact on Mazda dealer 2018 Long-Term Plan. executive Alistair Davis says. Waikato’s Fairview Motors has AA spokesman Barney the future of our industry.” won Mazda’s 2017 Dealer of Irvine says the survey results AI world changing the Year for the fifth time. show that, as the regional fuel Artificial intelligence (AI) is All the HOT NEWS every All areas of the dealer- tax becomes more real, many changing the world. day as it happens ship operation are evaluated, people are having doubts. Experts told more than 500 including vehicle and parts people at the AI-Day event autotalk.co.nz/subscribe

AussieTalk Diary AutoTalk Australia’s editor Scott Murray looks at the month the fuel cell ranks will have gone by on autotalk.com.au trickle-down effects Down March 22 Under. ‘Unfair’ car loans loitte supports the notion that under fire March 12 dealers make little profit on March 19 Westpac has been targeted new car sales. by the Royal Commission into Volkswagen Deloitte partner Karen Old cars in more Australian banking and lend- emissions ‘excessive’ Den-Toll says a considerable fatal crashes ing services. The Australian Automobile portion of dealership profits The Australasian New Car A review found Nalini Association has found Volk- are derived from insurance Assessment Program (ANCAP) Thiruvangadam, a casual swagen vehicles continue to and finance, not the cars warns the likelihood that older worker on Centrelink emit excessive emissions and themselves. vehicles will be involved in a benefits, was rejected eight consume greater amounts “They don’t make money crash has shot up. times for a car loan before of fuel than advertised, even from the metal anymore,” ANCAP is calling on receiving finance through a after being recalled. Den-Toll told an insurance the Government to be- dealership, Reuters reports. The AAA says its 2017 industry conference. gin a national dialogue Thiruvangadam told the real-world emissions report about replacing millions of commission she was ap- shows some vehicles burning 15-year-old vehicles – which proved by Westpac before up to 14% more diesel post- March 16 rarely feature airbags or basic immediately struggling to recall rectification and con- electronic stability control afford $259 fortnightly repay- tinuing to produce 400 times Haval ‘ready for fuel systems – in favour of newer, ments. more noxious emissions than cell’ safer ones. laboratory testing results. Haval has become the first Vehicles at the 15-year or Chinese automaker to join older threshold are four times All the HOT NEWS international group the Hy- more likely to be involved in March 15 drogen Council. a fatal crash than vehicles up every day as it Haval Australia told to five years old, according to happens No money in the AutoTalk the brand’s ambi- 2014-2016 crash data. metal tion is to sell in the European autotalk.com.au/subscibe Research organisation De- market by 2021 and joining

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

EVTalk Diary Battery degradation EV road trip while in Nelson EVtalk New Zealand editor Geoff they have shared New Zea- probe land’s EV story through their Dobson looks at the month gone Nissan says it’s investigating “News&Land” website and by on www.evtalk.co.nz allegations of excessive deg- social media. radation in Nissan Leaf 30kWh batteries. March 1 March 7 A thorough internal March 28 investigation is being held, Gas-guzzler changed All-electric bus a first Nissan New Zealand manag- Cheapest new plug-in to electric The first fully battery-powered ing director John Manley told Toyota New Zealand has Mercury has used Kiwi ingenu- electric bus took to Auckland The Listener after it featured launched the cheapest new ity to convert a gas-guzzling roads on March 7, servicing a story on the issue. plug-in vehicle available on 1957 Ford Fairlane to plug-in AUT’s Northcote and Manukau An automotive industry the market - its Prius Prime electric. campuses. meeting is planned to discuss model. the matter and whether it is A single version is available a global issue, first raised in a at $48,490 drive-away, $5500 March 6 March 14 Flip the Fleet report. less than the retail price of a Hyundai Ioniq plug-in hybrid. EVs close to 8000 Pilotless air taxi trial goal Hailed as the world’s first March 26 self-piloted electric air taxi, the March 29 New Zealand’s EV fleet size is “Cora” is undergoing tests in Tourists share EV story closing in quickly on this year’s Canterbury. The New Zealand EV com- Conversion 8000 target, reaching 6884 in Zephyr Airworks unveiled munity’s enthusiasm and de- February. the autonomous aircraft termination has inspired two workshop opens Waste Management NZ All light EV registrations which has vertical take-off French students during their has opened the country’s for the month were 281, com- and landing ability and can seven-month “ecolectric” EV first workshop dedicated to pared with 230 for February travel 100km. tour which started in January. converting diesel trucks into last year, latest Ministry of Heloise de Bokay and electric vehicles. Transport figures show. Solene Trinquet checked March 22 out the Leading the Charge

TransportTalk Diary Ranges north of the gorge, It includes a 48% stake in TransportTalk New Zealand editor before emerging at Wood- New Plymouth’s Pohokura ville. gas field, the largest of its Nigel Moffiet looks at the month gone It was one of four options kind in New Zealand, and an by on www.transporttalk.co.nz presented to connect the 84% stake in the Maui gas Manawatu, Tararua District, field. 40th anniversary. Hawke’s Bay and northern March 5 The business was founded Wairarapa regions after the by Bruce Plested in a 1969 gorge road was cut off by March 22 Shipping service Bedford truck. It went on large slips last year. Dealership’s moves kiwifruit to become a global supply One of the world’s largest chain operation with more March 19 conduct shipping lines is set to trans- than 240 branches around ‘misleading’ the world. port kiwifruit out of Northland. Engine problems and an It celebrated the special Shell to sell off NZ The Geneva-based Medi- odometer reading dispute milestone on March 6. terranean Shipping Company assets have seen a Napier-based will move kiwifruit to Singa- Shell has reached an agree- commercial vehicle dealer- pore through a new service ment to sell its New Zealand ship in trouble with the Motor starting at Marsden Point’s March 16 assets to Vienna-based oil Vehicle Disputes Tribunal for Northport, the NZ Herald and gas company OMV. “misleading conduct”. reports. New route to The US$578m deal in- Truck dealership Kobe replace gorge cludes eight Shell NZ entities Export was ordered to pay A new State Highway 3 route including Shell Explora- just over $54,000 to com- March 7 has been earmarked to re- tion NZ, Taranaki Offshore plainant Evan Ball in a recent place the closed Manawatu Petroleum Company of NZ, MVDT ruling. Mainfreight Gorge. Energy Petroleum Taranaki, Ball bought a 2010 Toyota The NZ Transport Agency Energy Petroleum Holdings, Dyna truck with just 32,335 celebrates 40 years Shell Taranaki, Energy In- New Zealand logistics and has selected a preferred op- kilometres on its odometer tion which runs near the Te frastructure, SNZ (2011) and from the company in March transport company Main- Energy Petroleum Invest- freight is gearing up for its Apiti carpark western entry 2017 for $49,900. thats across the Ruahine ments Ltd.

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