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Am-January-2021-New.Pdf Thank you for all your business in 2020 We wish you a wonderful Christmas and a prosperous New Year From everyone at EMaC Email: [email protected] | Web: www.emac.co.uk | Tel: 0330 099 6826 Merry Christmas and a prosperous 2021 to all our customers Reap the rewards of personal service and flexibility www.astonbarclay.net Merry Christmas and a Happy New Year we make it possible www.santanderconsumer.co.uk/dealers adRocket Are you losing one in four customers? |"|-u|Ѵbm;Τâ;∴u;-0Ѵ;|oo@;ulo|ouCm-m1;|o-uoÜm7om;bm=oÜu ro|;m-Ѵ1-u0Üã;uvâ_o_-à;0;;m|Üum;77oâm0ãrubl;Ѵ;m7;uvΞ "ol;-rrѴb1-m|v-u;;ä1;ѴѴ;m|1u;7b|ubvhv0Ü|7om∴|tÜb|;C|moul-Ѵ Ѵ;m7bm]1omà;momvΞ$_;=-v|κloàbm]r-1;o=u;1;m|;à;m|vl;-m|_-| |_;u;-u;lou;o=|_;v;bm7bàb7Ü-Ѵv|_-m;à;u0;=ou;κ-m7oÜu0;Ѵb;= bv|_-||_;ã7;v;uà;ruo7Ü1|vΤv;uàb1;v|-m7-u7v-m7|;ulv1olr-u-0Ѵ; |o-mãѴ;-7bm]lo|ouCm-m1;ruoàb7;uΞ );_-à;-Y;äb0Ѵ;-rruo-1_|oѴ;m7bm]|_-|Üv;v-1ol0bm-omo=|_; 0;v||;1_moѴo]ã-m7_Ül-mvhbѴѴv|ol;;||_;bum;;7vΞ|l;vâ_;m ãoÜurubl;Ѵ;m7;uv|;rv0-1hΤâ;v|;rbmΞ "_oÜѴ7m∴|ãoÜ1omvb7;ul-hbm]"|-u|Ѵbm;r-u|o=ãoÜuѴ;m7bm]r-m;ѴΡ ;mtÜbub;v←v|-u|Ѵbm;lo|ouCm-m1;Ξ1ol âââΞv|-u|Ѵbm;lo|ouCm-m1;Ξ1ol FP_AM_40159Startid4441573.pdf 12.01.2020 14:34 EDITOR’S LETTER suspect many of us will be glad to see the back of 2020. Who could’ve imagined this time last year that we would be starting a new decade with such disruption to our home and working lives? We’re all painfully aware of the negatives of this year. So I want to pick a few positives out of the experience: ■ Dealerships quickly prepared for the ‘new normal’ of socially distanced work- places, on-site PPE and appointment-only sales, helped by the rapid creation of a COVID-19 car sales best practice guide by the NFDA and SMMT. ■ OEMs came to the table quickly to support their networks, and once out of Ilockdown many dealerships experienced a strong ‘bounce-back’ of trade. ■ Used car margins strengthened for many as a sustained slowdown in the remarketing sector left demand exceeding supply and kept vehicle values strong. ■ The Financial Conduct Authority delayed implementation of its new motor finance and SM&CR rules in recognition of the pressure dealers were already under due to the pandemic. ■ Some analysts suggest motor retail has evolved seven years in seven months, gaining more experience of digital or omnichannel trading than ever. On a personal note, I’m thankful to the AM team for adapting rapidly. We all left the office in March and haven’t been back since. Thanks to technology we’ve seamlessly brought AM readers more breaking news, magazine interviews, live webinars and presentations than ever before. I wish everyone a Merry Christmas and a Happy New Year. May all the best bits of our pre-pandemic lifestyles return in 2021. MEET THE TEAM Tim Rose Tom Sharpe Stephen Briers Jeremy Bennett Editor News and Editor-in-chief Head of digital/ features editor associate editor am-online.com JANUARY 2021 3 adRocket FP_AM_439944id4368695.pdf 10.09.2020 09:13 24 CONTENTS What’s in store at the first Virtual AM Live UP FRONT INSIGHT 06 News insight 18 Brand values: 10 News digest Citroën UK 12 It’s all for one and one for all as Citroën UK Market intelligence asks its best performing dealerships to offer 17 Viewpoint aid to those who are not doing so well 24 AM Live Virtual 21 10 minutes with...Lee Manning The co-founder of Armchair Marketing explains how ‘a bit of fun’ producing a news TALENT show turned into a huge success 31 AM Dealer 50 Online onboarding Recommended 51 People on the move SHOWROOM You have had your say about the companies you believe 54 Eight questions to... offer the best service – and 46 Lucy Ford, product Mercedes-Benz EQC here are the results Need to carry more than five people on a genius at Bolton Kia regular basis? EQC may be the electric answer am-online.com JANUARY 2021 5 NEWS INSIGHT CHALLENGES OF COMPLYING WITH THE 2030 DEADLINE Government decision to bring forward ban on sale of new ICE vehicles not without complications ar dealers have “That’s a significant investment at To ensure the private sector can before seen) and also asks some been urged to “lobby a time when new car sales volumes continue to expand the charging huge questions of the Government’s hard” to ensure that are faltering and, while EV demand network, Government has also own commitment to deploying a C Government gives is growing, it’s yet to form a large confirmed it will invest £950 million viable charging infrastructure. motorists and the part of our sales. in future-proofing grid capacity “There also remains a huge hole in motor retail sector the tools required “There’s a sense now that retailers along motorways and key A roads. fuel duty that must be recaptured to truly ‘go electric’ by 2030. have made huge investments in It also plans to extend support for somehow from EV drivers. While Cambria Automobiles chief facilities, tooling and training, but we charge point installation at homes, “One thing’s for sure, the vehicle executive, Mark Lavery, is keen to need to see much more of a focus workplaces and on-street locations, retail marketplace will become highlight the folly of Government on affordability, infrastructure and while committing £90m to fund local increasingly volatile, as the value and plans to ban the sale of non-electri- customer education from Govern- EV charging infrastructure to support long-term attractiveness of EVs fied new petrol and diesel cars by ment to meet the 2030 and 2035 the roll-out of larger, on-street- plays out.” 2030, others have said “careful plan- targets. There needs to be long- charging schemes and rapid hubs in In a blog published by Endava, ning” and long-term commitments term planning on tax benefits and England. former Hyundai Motor UK president are what’s needed to smooth the incentives that will allow us all to plot and chief executive Tony Whitehorn road to widespread electric vehicle the way forward.” FUNDAMENTAL CHANGE said EVs remain 30% more expensive (EV) adoption. Prime Minister Boris Johnson Action needs to be decisive and swift, to produce than internal combustion Either way, former Hyundai Motor announced the plan to end the sale of even with the near-decade-long engine (ICE) cars and would not reach UK president and chief executive, new petrol and diesel cars by 2030, timeframe now in place, however. price parity until 2050. Tony Whitehorn, predicts the fast- and hybrids by 2035, in November, in A report by Cazana valuations He warned the resulting balance forwarding of the shift to EVs will line with Committee on Climate director Rupert Pontin and its global between profit margins and fines bring about “fundamental change” Change (CCC) recommendations. automotive lead Tom Lawrie-Fussey resulting from stringent EU emis- for franchised car retailing. Among plans outlined in the said: “Reaching pure EV production sion regulations, which demand an Perrys Motor Sales managing Government’s National Infrastruc- in UK by 2035 means roughly average 95g/km of CO2 for 90% of director, Darren Ardron, said he felt ture Strategy (NIS) to help deliver the 10 million EVs on the road, assuming the vehicles in 2020, increasing to carmakers and retailers were ahead shift was £1.3 billion of public a conservative growth in EVs over 100% in 2021, will fundamentally of the curve and issued a rallying cry spending on charging infrastructure, the next 15 years. change franchised car retail. to MPs to back their efforts. which would include a high-powered “The Government commitment “To make these cars more acces- “We have spent around £500,000 charging hub at every motorway places huge pressure not only on sible to the public, manufacturers making our network EV-ready over service area, installed by the private OEM new-technology production have had to reduce their margins the past 12 months,” said Ardron. sector, by 2023. ramp-up rates (to a level never substantially,” said Whitehorn. “Some manufacturers are even REQUIRED GROWTH OF BEV SALES TO 2035 taking a net loss on such cars in an effort to increase demand for battery electric vehicles (BEVs).” 2,500,000 He added: “Margins made in 2020 will be further threatened in 2021. As a result, cost-cutting will escalate 2,000,000 even further, factories will have to review their future, manufacturers will look to increase their joint 1,500,000 venture developments in electrical technologies and further manufac- turer amalgamation will occur. 1,000,000 “Certain manufacturers will look at specific markets that have penal BEV targets in 2021 and will opt to vacate 500,000 their presence, realising there is no long-term business proposition (e.g. Mitsubishi in Europe). Also, OEMs will 0 aim to reduce dealer margins, 2019 2020 2021 2022 2023 2024 2025 2026 2027 2028 2029 2030 2031 2032 2033 2034 2035 resulting in price maintenance for ■ BEV sales ■ Rest of market Source: Cazana the customer but in significant margin reduction for the dealer. 6 JANUARY 2021 am-online.com SEND US YOUR NEWS If you have any news stories you’d like to let us know about email us at [email protected] WE NEED THIS WILL TO SEE MUCH MEAN A MORE OF A FOCUS MOVE AWAY FROM ON AFFORDABILITY, THE FRANCHISE INFRASTRUCTURE BUSINESS MODEL AND CUSTOMER AND TOWARDS AN EDUCATION AGENCY STRUCTURE DARREN ARDRON, PERRYS TONY WHITEHORN, EX-HYUNDAI WITH EV THIS IS A WE GET TO GOVERNMENT START OVER AGAIN THAT TALKS ABOUT AND CREATE THE LISTENING TO THE RIGHT SOLUTION SCIENCE.
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