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JULY 2020 .COM.AU COVER: TEAMWORK DRIVES MASERATI AFTERSALES MANAGER ADRIANO GIORGI P. 6 HOW PEOPLE WANT TO BUY POST COVID-19 P. 7

DEALER SOLUTIONS LAUNCH AUTORADAR PLATFORM P.14 HELLO THERE, ROBERT BARRY: EDITOR AUTOTALK

Alliances will protect mass-market manufacturing

ore than ever in the new normal In May, Mercedes-Benz called time on That Navara badged Triton is looking post COVID-19, alliances between the X-Class which was built alongside pretty likely I reckon. Mcar manufacturers will be critical the Navara and the Meanwhile, a light commercial and EV to ensure that mass-market production Alaskan at Nissan manufacturing plants in alliance between Ford and Volkswagen, can continue. Barcelona, Spain and Cordoba, Argentina. means the next Amarok will be Alliances do have their ups and downs Despite huge marketing efforts the Benz developed and built entirely by the Blue as we’ve recently seen with Renault- 1-tonner never took off. Oval on a new Ranger platform. Ford will Nissan-Mitsubishi in what is now a new Following the introduction of the also develop for the two brands. post- era. Renault-supplied Mitsubishi Express Volkswagen will supply the EV chassis Before Ghosn became the chief executive to the Australian market, it is not unlikely from its 100% electric I.D family to Ford officer of both Renault and Nissan in May that a future Navara, Triton and Alaskan so it can develop and market vehicles 2005, the first person to lead two Fortune might sit on the same platform much like for Europe which will sit underneath its 500 Global companies simultaneously, he the new BT-50 and D-Max. flagship EV, the Mustang Mach-E. was known as “Le Cost Cutter” at Renault Mitsubishi has previous form in “badge But the big daddy alliance of them all and the Keiretsu Killer at Nissan. engineered” cars and utes. The Fiat will be the forthcoming 50/50 merger There is no doubt Ghosn had an ego Fullback pick-up marketed in the UK and between Fiat Automobiles (FCA) which may have led to his downfall. Europe is essentially a rebranded Triton. and Groupe PSA (, Citroen, DS, History tells us he was offered the top job Let’s also not forget the past Vauxhall, Opel). at the ailing Ford Motor Company in 2006 collaborations between Mitsubishi The potential savings the merged but turned it down because he wanted and Peugeot/Citroen which saw the entities are going to be able to make to be both CEO and chairperson. Bill Ford , ASX and i-Miev through the rationalisation of platforms, Jr was not about to relinquish the chair, morph into the , Citroen engines, transmissions, electric and and still hasn’t. C-Crosser, , Citroen C4 electronic architecture as well as staff and Anyway, digression aside, the Alliance Aircross, Peugeot Ion and Citroen C-Zero. manufacturing plants will be enormous. recently announced a leader-follower The Alliance says the new leader-follower There will be pain for many as the strategy which will be applied to 50% scheme is expected to deliver model company’s transition post-merger but for of its new models in development by investment reductions of up to 40% for the consumer there will be added value 2025. Standardisation will be pushed vehicles fully under the scheme. and greater efficiency. further from platforms to upper bodies, Each company will focus on its core and in each product segment the leader Enjoy your reading this month. regions with the aim to be among the company will develop and engineer a most competitive and to serve as a vehicle for all three brands with support reference point for the others. from the follower companies. Nissan will be the reference point for The Alliance says it will continue to build China, North America and Japan; Renault on product sharing in light commercial in Europe, Russia, South America and vehicles but its commercial partnership North Africa; and in with Daimler AG has come to an end. ASEAN and Oceania.

2 Australia JULY 2020 THE KEY TO QUALITY LIES IN CONSISTENT EXECUTION

McGrath Subaru Liverpool dealer principal Greg Hook says that staff retention and a relentless focus on customer service and satisfaction are keys to running a multi award-winning dealership.

arlier this year the McGrath Subaru “Subaru is a unique marque where most Dealership in Liverpool NSW enjoyed of our models are all-wheel-drive, that Eanother successful evening at the sets us aside from most other marques in 2019 Subaru Retailer of the year Awards. the market today,” Hook says Dealer principal Greg Hook again took “It gives us the opportunity to create a home for the team, the Sydney Retailer uniquely positive experience from our of the Year award for the fourth time in first contact point all the way through five years. their ownership cycle which results in a lot of our sales coming from our repeat Hook was also awarded the National customer base and referral business.” GREG HOOK Quality Retailer of the year award as well MCGRATH SUBARU DEALER “We commissioned our Liverpool PRINCIPAL as re-stamping his membership into the showroom specifically for the Subaru 1000 Club for the sixth year running. brand, our staff and customers love the He joined only five other dealerships In 2019 McGrath Subaru Liverpool was also atmosphere which it creates and we have bestowed the surprise honour of selling throughout Australia who sold more been very honoured to have so many of the one millionth Subaru sold in Australia. than 1000 new Subarus in 2019. Subaru Australia and Subaru Japan senior He attributes the dealership’s ongoing management visit us,” he says. “From a simple handover, it became success to the retention of its 40-strong Subaru began operations in Australia in something that the [one millionth] long-serving staff that make up the 1973, the brand reached 100,000 sales in customer says she will remember for life. whole dealership and their dedication 1987 and became exclusively all-wheel- Attention to the smallest details in making and focus on customer experience and drive in 1998 until they introduced the BRZ the day a success was a hallmark of every satisfaction. into the model line-up. team member involved and showed a

JULY 2020 Australia 3 commitment to quality that shines through At the time both the customer and In recognition of the importance of the in every customer interaction.” Subaru dealership staff were unaware of the millionth sold in Australia all were Australia says. significance of the transaction, salesperson honoured that Subaru Corporation Pola Abdula delivered the Forester to Jennie chairman Yasuyuki Yoshinaga Hook says being the dealership to deliver in the normal manner, going through the presented the keys of the Forester to the one millionth Subaru vehicle in dealership’s usual process of explaining all Jennie and her family. They were also Australia was a very happy and unexpected the cars features and benefits. gifted a 10-day trip to Japan, including event because it could have happened Tokyo and Kyoto for all the family. to any of the more than 120 dealers To mark the occasion after the car was Colin Christie says the Australian throughout Australia. delivered, McGrath Subaru invited Jennie, husband Phillip, daughter Jessica and distributor was honoured that chairman “We were having a very good month son Thomas back to the dealership for an Yoshinaga made time in his schedule and when Subaru Australia notified us official handover ceremony. to come to the special dealership we were the selling dealer of the one ceremony. Subaru Australia managing director Colin millionth Subaru in Australia we were all Christie, new vehicle manager Bill Psomos “It went over incredibly well, Jennie and over the moon,” he says. and salesperson Pola Abdula welcomed the her family were all quite overwhelmed The car in question was a Subaru Forester Truong family back to the dealership for the by all of the special attention and the 2.5i-S purchased by Jennie Truong of ceremony along with dealership staff and amazing gift of a trip to Japan for the Fairfield East, NSW. Subaru Australia Sydney team members. whole family,” “For me seeing Jennie and her family so happy and hosting the Subaru chairman was a huge honour. “I had previously met Mr Yoshinaga in his role as Subaru Corporation’s managing director when he presented me with both the National Retailer of the Year as well as the Sydney Retailer of the Year awards in 2016. “It’s not often if ever that you have Subaru royalty visiting your dealership.” Hook says that he and the whole McGrath Subaru team are looking forward to achieving even greater results for them and their customers in the coming years. “Safety and achievement are in our DNA,” he says.

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JULY 2020 Australia 5 DEALERTALK

PERSEVERANCE AND SELF-BELIEF PAYS OFF

Maserati Artamon employee Adriano Giorgi has won the Maserati Australia after sales manager of the year award in the two years since it was established. His automotive career began at age 13 and wasn’t always smooth sailing.

or money earned there,” he says. “I am Giorgi says it is teamwork that is the actually grateful as it taught me discipline key factor to running a successful and and skills that I use to this day. award-winning after sales operation. Giorgi started his apprenticeship “We run an small team that have a at the Ampol garage but left in his constant desire to be better. How you second year as his employer was climb a mountain is more important than paying him under the award wage reaching the top, and will ultimately and refused to rectify this. determine if indeed, you make it to the He says this was a crucial lesson in top,” he says. ADRIANO GIORGI career progression, “because there Giorgi says there are two main key comes a point when you need to know performance indicators (KPI) set by the your worth, your rights and whether manufacturer that determine the award driano Giorgi started his somewhere else will pay off in the long the aftersales teams compete for. automotive career by working term.” One is based off workshop performance Afor an Ampol Garage in Concord “It also made me highly aware of how and the other is a composite of certain West during his school holidays from to be a mindful manager, rewarding and metrics and customer satisfaction. the age of 13. acknowledging my team, being aware “The second set is usually more difficult, During his first year the mechanic of where they’re up to on their own as they are based on emotion and misunderstood his name and called journey and what I should challenge perception. Most of us have a technical him Andrew because Giorgi says he was them with next, and paying respects background, and sometimes these are too scared to correct him. His duties where they are due, he says. the most difficult to implement strategies were cleaning the workshop and the Giorgi says that he has embraced for,” he says. resident dog, as well as carrying out light the twists and turns of his dynamic “However, the clients are reassured in mechanical work when an extra (and automotive career, from servicing smaller) pair of hands were needed. knowing that their vehicle is being looked everyday cars to restoring and after by the best there is. “It was a tough career introduction, maintaining classics and supercars. but it laid the foundations of my strong “The KPIs are achieved not through “It’s a real treat to be able to work on rushing at the end of the month to meet a work ethic, which has undoubtedly led and drive so many cars that I grew up me to success,” he says. target, but taking the necessary individual idolising - cars that I genuinely never steps every single day to ensure we are Giorgi’s first mechanical job was even thought I would see,” he says. consistent, with no surprises when that removing the cylinder head from the He says he is extremely grateful to have monthly report comes through,” he says. engine of a KB Ford Laser with zero the position of aftersales manager. direction. It took a lot of trial and error Outside of working hours Giorgi produces and about 60 hours of labour for which “By nature, I like to do things a little a podcast called Lifestyle Pirates, and is a he was paid $1 per hour. Unlike today differently, and encourage my team to signed artist and music producer with an he says, back then the variables didn’t speak up with new ideas. If things can EDM group called Elucidus. matter. be done better, we will implement it – “The music and production industry is we won’t just talk about it, he says. Cleaning the workshop floor with caustic something completely different to the soda was not only unpleasant it wrecked “I have an internal drive to be the best, automotive game, and somewhere I can his safety boots and Giorgi bought a new and working for some of the world’s have a different creative outlet,” he says. pair every six months, saving several most powerful brands, with my team weeks wages to do so. being some of the most driven and resourceful people, I always push myself “Despite the seemingly harsh and further. We have a mentality of success exploitive conditions, I valued what I being the only outcome. was learning more than the time spent

6 Australia JULY 2020 DEALERTALK

HOW PEOPLE WANT TO BUY CARS POST-COVID-19

Head of Gumtree Cars (a divison of Gumtree Australia) Richard Dicello says consumer sentiment towards buying cars has changed drastically and quickly in a post COVID-19 world. RICHARD DICELLO

rior to COVID-19, consumer attitudes how Australians think about—and shop for safe trade measures, dealerships have and behaviours toward buying cars - the cars in our lives. However, the survey the opportunity to eliminate customers’ Pand vehicle maintenance were fairly also revealed that certain aspects of the concerns that would otherwise lead them consistent. car-buying journey remain unchanged by to further delay their car purchase. Consumers purchased their vehicles the pandemic. Other markets are reporting similar without having concerns about the Amongst the vast majority of Gumtree’s trends: A global survey conducted by buying process, the cleanliness of the car intenders, their reasons for buying consulting business Capgemini with dealership or their vehicles and the a car have not shifted as 76% of buyers more than 11,000 consumers from 11 impact of a global pandemic on their say there is no change in their reason for countries found that health and safety finances. buying a car; with replacing or upgrading concerns will continue to shape consumer Cleanliness was reserved primarily for the their current vehicle remaining top of the behaviour even after this crisis subsides. list for vehicle purchases. household, and consumers only thought A NEW VERSION OF THE DEALERSHIP about physical safety in the context of HEALTH AND SAFETY ARE THE NEW safety ratings and car crash safety features. The “new normal” will certainly continue NUMBER ONE to see the adoption of digital technology, As a result of COVID-19, consumer attitudes However, other aspects of the car buying given numerous trends showing an and behaviours toward the automotive journey are quite different now compared increase in online shopping. That said, industry, and car-buying in particular, to a few months ago. Gumtree’s survey consumer sentiment indicates that have changed drastically within a very highlights a host of new issues and dealerships are here to stay with a slight short amount of time. priorities that car dealers must factor positive shift in buyer preference for the Gumtree Cars conducted a COVID-19 in and adapt to in order to meet new dealer showroom. customer demands. Consumer Sentiment Survey to shed light However, it is also becoming clear that on new consumer demand and to help car The most impactful change COVID-19 has car buying is not returning to business as dealers adapt as they get back into gear. brought on is a new customer-demand usual. Only dealerships who understand CAR INTENDERS ARE STILL KEEN TO BUY for safe trading, with potential car buyers what customers want and adapt to a clean asking dealerships to take social distancing and safe way of selling cars will be able to As part of the research, Gumtree has been very seriously. bounce back. tracking the anticipated delay in vehicle According to the Gumtree survey, today’s purchases as a result of COVID-19. For those who do this well, they will buyers expect COVID-19 safe protocols as likely experience a boost in sales in the In positive news for dealers, the survey the new way to trade and they believe they upcoming months. revealed that 95% of Gumtree car buyers are here to stay for the foreseeable future. are still actively looking to purchase Find out more about Gumtree’s COVID-19 In order to drive car buyers into their their next vehicle, despite the COVID-19 Consumer Sentiment Survey: https:// dealerships, dealers are well-advised disruption. www.gumtreeforbusiness.com.au/ to expand their offerings to include dealer-tool-kit/ The survey, which was conducted from 1:1 appointments and virtual video April 30 until May 18 with 2758 Australian inspections, safe test drive options and respondents, reports that only a small remote 3rd party inspection and additional minority of car intenders are postponing finance options as well as free return their purchase. 87% of car buyers stated periods. that they still intend to purchase a car Additional asks include comprehensive within the next three months. car cleaning and disinfectant solutions, Key reasons to delay a car purchase that clear dealership opening and service were listed are concerns around test- times and overall dedication towards drives, concerns around non-essential following the Government’s social travel and wanting to ask specific distancing rules. questions about the car in person. By prioritising the implementation of The outbreak has significantly changed

JULY 2020 Australia 7 DEALERSOLUTIONS

THE AUSTRALIAN USED VEHICLE MARKET MARCH TO MAY 2020

Cox Automotive Australia Retail Solutions through its brands, Digipurple, Dealer Solutions and Kelley Blue Book has compiled a market insights report of the effects of COVID-19 on the Australian used vehicle market from March to May 2020.

ox Automotive Australia Retail Solutions with solid increases in engagement, leads, chief executive officer Michael and conversions,” Sommerton says. Sommerton says the insights report on C “There is no doubt, the market has market trends are thankfully showing signs dramatically shifted and the way in which of recovery. we buy and sell cars will be far more digital “In the case of the used car market, and contactless than ever before,” he says. the trend activity on delisted vehicles is the best it has been in 12 months,” Sommerton says that now more than ever Sommerton says. Cox Automotive is focussed on partnering with OEMs and dealers to help make Delisted vehicles are an indicator on the intelligent decisions and informed choices volume of vehicles being sold in a given through digital channels. month. MICHAEL SOMMERTON “The market never really went away. It did COX AUTOMOTIVE AUSTRALIA RETAIL SOLUTIONS “Buyers have returned to dealership CHIEF EXECUTIVE OFFICER get smaller, but in-market buyers were websites to research, browse, and buy cars ready to pull the trigger. We actually had ALICE ALICE ALICE ALICE MAKE BETTER ADVERTISING DECISIONS. SELL MORE CARS. GENERATE MORE PROFIT.

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8 Australia JULY 2020 DEALERSOLUTIONS

to act quickly otherwise we would lose Cox Automotive sees a continued demand May compared to April, and customer the sale to another dealership,” a South for vehicles pushing the 7, 14, and 30 engagement strengthened during the peak Australia dealer says. rolling averages beyond the usual rebound. of the COVID-19 period with customers Some of the reasons for this trend could viewing more pages and spending more MARKET TRENDS SUMMARY be due to the discounted prices dealers time of dealer websites in April and May In the used car market rolling averages have offered to reduce growing stock levels, compared to March 2020. buyers holding back sales since February, staged a positive turnaround from the start Tracking closely with unique visitors to or the availability of cash from early of May and continue strong upwards trends websites, total leads also dipped 14.29% in superannuation access under COVID-19 exceeding previous highs for many of the April compared to March before recovering legislation. rolling average indicators. strongly, up 35.7% in May 2020. May 2020 reported an 88.4% increase in On average it took 26 days for dealers to The fall in leads was not as large as the delisted vehicles compared to April 2020. sell vehicles in May 2020 compared to 18 drop in total visitors. This, combined with days during the same period in 2019. Compared to the same period last year, the the page view and time on site numbers, number of delisted used vehicles increased indicates that customers who remain in Digital advertising is costing less and 33% from May 2019 to May 2020. delivering more. Due to a decrease in market are of a high quality. digital buying across Google and Facebook, There was a 13.2% decline in active Leads from vehicle detail pages increased dealers who continued to advertise used vehicle listings in May compared to by 51.5% from March to May 2020. saw lower marketing spend and better April 2020 but a 7% increase in active performance. used vehicles listings in comparison to The Utes and 4WD categories made up May 2019. 47% all of vehicle searches on the dealer Dealer website customers shifted to more website platform directly correlating to the serious buyers across the Cox Automotive On average, active used vehicles were listed introduction of the government’s instant network which led to a jump in lead to in the market for 26 days in May compared asset write off scheme. sales conversions from chat and form to April 2020 which reported an average of submissions. 24 days. In May 2019, active used vehicles THE POWER OF DIGITAL ADVERTISING were listed for 18 days. Due to lower costs in digital advertising and USED VEHICLE MARKET PERFORMANCE SNAPSHOT Cox Automotive says by reviewing the last a decrease in purchasing competition in six months of price points at which vehicles May, dealers who continued to advertise on Following the decline in delisted vehicles were delisted and applying a 14- and 30- Google and Facebook saw up to twice the with the effects of COVID-19 lockdown and day rolling average (to allow for the effects return on website traffic, page views, total expected negative buyer sentiment in late of COVID-19), it sees a buyer preference/ sessions, calls and engagement compared March, rolling averages staged a positive stock availability for cars in the $23,500 to to dealers who paused all digital marketing turnaround from the start of May and $24,000 range. during COVID-19. continue strong upwards trends exceeding previous highs for many of the rolling CONSUMER ACTIVITY AND BEHAVIOUR Analysing website chat and form leads average indicators. INSIGHTS from a group of new car franchise websites, it was found that these leads Cox Automotive has more than 700 Although mid-April is known for a short converted to sales on average at 34%. downturn with the Easter period, delisted websites across its dealer platform and says vehicles slowed well ahead of Easter. despite the sharp drop in April compared Despite long-term uncertainty over to March, the recovery in May has been COVID-19 the market recovered by week impressive. one of May to normal levels as it did in There was a 59.9% increase in unique 2019 post-Easter. visitors across the website platform in

JULY 2020 Australia 9 RECORD MAY AUDIENCE ACHIEVED BY CARSALES.COM.AU

arsales.com.au says it has set a new The carsales editorial audience also grew record in May 2020, achieving a in May. A new record unique audience of Cunique audience (UA) of 4.8 milion 1.4m engaged with editorial content across people, according to Nielsen’s digital carsales auto sites (carsales.com.au and ratings monthly report. motoring.com.au). The UA was 35% higher than May 2019 Carsales reports it is the preferred new and the Ford Ranger was the top new car destination and interest in soon- vehicle searched online. to-be released cars is soaring with 61% The website says it served 33.3m sessions of intenders shopping at carsales when in the month – also up 35% on the same looking to buy a new car. KELLY CORDNER month last year. It says its new car content has also come Visitors to carsales.com.au spent an average out on top against key competitors as of more than 37 minutes onsite over the the most enjoyable (75% surveyed), the “90.1% of searches on carsales listings course of the month, the company says. best quality reviews (60%) and the most don’t specify new or used vehicles, or they interesting (79%). select both new and used,” Cordner says. “There’s a genuine intent to buy that’s underpinning the unprecedented period “The unique connection of carsales editorial The sizeable increase in new car research of car-shopping activity,” carsales chief content to dealer and automaker inventory and shopping activity comes at a time marketing officer Kellie Cordner says. cements its increasing importance and when social distancing measures have been influence in the car-buying journey,” eased and many buyers have re-evaluated “It’s providing dealers and brands with Cordner says. their transport preferences, carsales says. both immediate sales opportunities and prospects to keep warm over the coming “With just one click on carsales, buyers It also says the extended Instant Asset Write months,” Cordner says can transition from researching a car via Off allowance and the usual strong run editorial content, to browsing a dealer or into the end of financial year are also likely an automotive brand’s virtual showroom to have contributed to the record level of and making an informed purchase decision audience and engagement. – all from the comfort of home. The Ford Ranger, Mitsubishi Triton “Our written and video reviews and and were the three most comparison tests continue to inspire and popular new cars searched on carsales educate a broad range of Australian car in May 2020. shoppers about the merits of different Key models in the medium SUV segment models, makes and segments – whether were also well represented in the carsales they be consumers with limited top 20, with the Toyota RAV4, Volkswagen auto understanding or those more Tiguan, Mazda CX-5, Mercedes-Benz GLC- knowledgeable. Class and Hyundai Tucson all featuring. “The record engagement with carsales editorial content highlights how important it is to have new cars available on site for consumers to research and purchase.

10 Australia JULY 2020 DEALERTALK

MG APPOINT FIVE NEW DEALERS

G Motor Australia has appointed dealerships positioned at key locations MG Motor offers a seven-year unlimited five new dealer partners to its across Victoria for our growing customer kilometre warranty and a seven-year Mgrowing sales network. base to access,” Ciao says. roadside assistance package. The new dealerships, all in Victoria, include “We look with optimism to the future Ciao says the COVID-19 pandemic has the now open Brighton, Mornington and ahead which includes the range topping tested the Australian automotive industry Shepparton locations, with Bendigo and MG HS, as well as our all-electric ZS EV for many months at a business and Mildura to open later in June. arriving in Q4 2020. We’re bringing our personal level, and he says never before This expansion brings MG Motor’s new and trusted dealer partners on the has community, compassion, support and national dealer network to 57 sites. MG journey as we continue to grow in this pulling together been so important. market.” MG Motor Australia and New Zealand chief “MG stands united with its dealerships executive officer Peter Ciao says the brand There are now 14 MG Motor dealerships in its optimism, and hopes for a brighter has been working hard to best support its across Victoria, providing full sales, service second half of 2020 for our customers and dealer partners. and aftersales care. Each new dealership community,” Ciao says. will offer MG’s full range of vehicles, “We’re making further investment in including the MG3 Auto, the MG ZS SUV, Australia through this expansion, with our and its new offering, the MG HS SUV.

AADA 2020 CONVENTION RESCHEDULED TO 2021

Due to the uncertainty of achieving Further communication will follow “The rescheduled convention a September date for the Australian regarding this. will herald a time when we can Automotive Dealer Association (AADA) Convention director Patrick Tessier come together to celebrate a new Convention due to COVID-19 risks, the OAM says the Australian automotive beginning and share the unique event has been moved to March 15- industry is a resilient and robust and innovative ideas that will be 17, 2021. business. needed to secure a new and changed landscape. The rescheduled AADA convention be “Our nation’s franchised new car held at the ICC Sydney. dealers are essential to the fabric “The AADA convention office will be The theme for the convention of every community, providing open on Tuesday’s and Thursday’s for is “Essential Reinvention – The employment, apprenticeships and an extended period, subject to further Dealership of Tomorrow.” continued prosperity,” Tessier says in a announcements, as we follow the necessary protocols to protect our staff The AADA convention office will provide statement. and our families,” he says. all speakers, presenters and interested “Clearly these are challenging times that parties an opportunity to review and or will test our collective metal. I am sure resubmit their content in light of the that as an industry we will continue COVID-19 challenges that the industry to work together and forge ahead to a will face in the coming months. brighter and prosperous future.

JULY 2020 Australia 11 DEALERTALK

NEW GUMTREE MD SEES BRIGHT ONLINE FUTURE

umtree Australia’s newly appointed “We are seeing a significant shift in managing director Mark Kehoe consumer behaviour as a result of Gsays he sees a bright future for the COVID-19 as more Australians look to NEW GUMTREE MD online business. shop locally and online. It is a pivotal MARK KEHOE Kehoe says he joined the business at a moment for the business, where there critical moment for Gumtree as social is an opportunity to leverage our distancing drives a step-change in leadership in this space for buyers and to solidify Gumtree’s position as the consumer behaviour that could see more sellers alike,” Kehoe says. go-to online trading destination for all Australians demanding the convenience “I’ve worked in digital and ecommerce of life’s needs. of online buying and selling. businesses for more than 20 years, and “This role is more important than ever He was one of the founding members at Gumtree I’m excited to be leading an as online consumer behaviour goes of online retailer and auction house, iconic brand benefiting local Australian through a step-change as Australians GraysOnline, and a former head of digital communities. emerge from COVID-19 restrictions and at Virgin Australia and, most recently, “Gumtree plays an important role continue to look for ways to connect executive director at Flamingo AI. facilitating safe trading in vibrant, in their community, support local Kehoe says he will be focused on driving local communities, providing economic economies and make some extra cash,” prioritisation for motors, delivering opportunity for Australians and delivering he says. growth on the platform and cementing scale and insights for partners. Gumtree’s position as a trusted, local “I’m eager to contribute to the community marketplace. development and growth of the brand

BLINKER SEES 52% INCREASE IN DEALERSHIP ENQUIRY ustralian car subscription Dealerships can now check credit and technology to transform organisations, software provider Blinker.com.au fraud risk indicators in real-time with the with a focus on enhancing customer Asays it has seen a 52% increase advanced proprietary credit assessment experience. algorithm. in enquiries from car dealerships since Blinker managing director Michael Higgins the lockdowns came into effect. Blinker chief technology officer Jeremy says the new platform will also see benefits Blinker says the pandemic has led to Gupta says the new platform has been for consumers with car subscription now consumers being more wary of taking on honed through working with dealership available at more local dealerships around car loans, and changes in work habits has groups around Australia to develop a Australia. product that suits their specific needs. contributed to the decrease in new car “By far the highest demand we’ve seen is sales around the country. “We have redesigned the platform in for customers looking to subscribe to hybrid Hence, Blinker has announced its biggest response to feedback and insights directly and electric vehicles. With subscription, this platform update yet for dealership from dealer customers, providing them means people can stay up to date with the customers. with the tools to completely own the latest in-car technology which we know is relationship with consumers,” Gupta says. the most important thing new car buyers The release includes a major design refresh look for,” Higgins says. and enhancements to allow car dealerships “The updates include the ability to have and OEMs even more control over individual custom branding on communications and subscriptions. tailored subscription plans, whilst we have also introduced a raft of algorithm Blinker says the platform can now upgrades to equip businesses with be integrated with other third party accurate, real-time data to make informed automotive, CRM and notification software, decisions about potential subscribers. ensuring the solution fits seamlessly with existing software used by car dealerships. Gupta joined Blinker.com.au in late 2019 and has been involved in the development A new dashboard feature gives each client of this updated cloud-based platform. a detailed overview of their organisation’s He was previously CTO at Cox Automotive JEREMY GUPTA MICHAEL HIGGINS subscription programme at a glance. Australia and specialises in leveraging

12 Australia JULY 2020 DEALERTALK

CHRISTIE APPOINTED INCHCAPE AUSTRALASIA MD IN EXECUTIVE RESHUFFLE

KATE GILLIS COLIN CHRISTIE CHRISTIAN DINSDALE AMANDA LEANEY

ubaru and Peugeot-Citroen distributor, consumer brands, including 17 years with The latest Inchcape changes follow the Inchcape Australasia Limited (IAL), has Waterford Wedgwood, and three years announcement in February of George Sappointed Colin Christie as its new as marketing director of Europe, Middle Ashford’s promotion to the role of APAC managing director. East and Africa for the Wedgwood, Royal chief executive officer which includes Christie was the former MD at Subaru Doulton and Waterford crystal brands. reporting lines from Australia and New Australia. He will now oversee all of IAL Subaru Australia marketing general Zealand. operations including Subaru Australia, manager Amanda Leaney receives the “These latest changes enable us to Subaru New Zealand, and Peugeot- added responsibility for centralised reshape and redesign our broader Citroen Australia (PCA), along with the marketing to her portfolio, including business as we move into a new era,” group’s retail operations and AutoNexus customer journey, consumer planning Christie says. the logistics provider. and insights. “We will be able to leverage our Christie also assumes the role of Subaru Leaney joined Subaru in 2005 as national scale, capability and alignment across Australia chairman. The IAL executive team retail advertising manager. Since then distribution, logistics and retail to achieve will report directly to Christie. she has covered multiple roles, including fantastic outcomes for our people and Christie has worked with Inchcape for 24 national marketing manager, national customers alike.” years, the past three as Subaru MD. Before The Australasia marketing director and that he was Subaru’s sales and marketing PCA acting managing director Ben Farlow director, and previously held senior roles “We will be able to leverage is departing the business, following the in finance, aftersales and other roles across structural changes outlined above. our scale, capability and the Inchcape group. IAL APAC CEO Ashford praised Farlow Inchcape Australasia’s current finance alignment across distribution, for having made “a very significant director Christian Dinsdale is promoted to logistics and retail to achieve contribution to the development of our the role of Subaru Australia MD. Dinsdale fantastic outcomes for our marketing and digital capabilities during has worked across various operational and his tenure”’ people and customers alike.” finance roles at Inchcape for the past 10 “I would like to take the opportunity years, including the role of Subaru general to thank Ben for his achievements. manager finance and operations. He leaves a very positive legacy at PCA marketing general manger Kate Gillis digital and network marketing manager, Inchcape having developed people, becomes a member of the IAL executive national advertising manager and national capability and delivered great team in a newly created role of PCA product training manager. outcomes. We wish him every success general manager. in the future,” Ashford says. Before joining Subaru, Leaney worked in Gillis started with Inchcape in November London as a communications coordinator 2017 as marketing GM for the Trivett retail for the Department of Health, following business, moving to PCA as marketing GM marketing and communications roles in July 2019. across various automotive retail companies, She has a background with global including Inchcape Automotive Retail.

JULY 2020 Australia 13 DEALERTALK

DEALER SOLUTIONS LAUNCHES AUTORADAR USED-CAR DATA PLATFORM

ox Automotive company Dealer AutoRadar leverages dealer used cars dealers in Australia are used to with similar Solutions is launching new market that are aggregated through the Dealer products. Cinsights platform for used-car data Solutions’ inventory distribution platform “At the same time, we offer unique called AutoRadar. and can provide insights on dealer’s features that set our product apart such Gillian Allen, product manager for inventory regardless of which advertising as a valuation module powered by Kelley AutoRadar, has been working with her destination vehicles are listed on. Blue Book, the ability for dealers to access team of data engineers to develop a “We have been engaging key customers via insights on inventory regardless of which product that delivers intelligent insights a pilot programme for many months. The export destination it is listed on and, access with a live market view and inventory programme has allowed us to capture and to an inventory analysis tool that provides a analysis tool to allow dealers to optimise implement feedback to ensure we launch market comparison across the dealer group their pricing strategy. a product that provides all the features as well as per individual rooftop locations. “We have paid extra attention to the way we display the information relying on images and graphs in multiple colours to allow users to navigate easily through the platform, which is accessed via our existing dashboard,” Allen says. Michael Sommerton, Cox Automotive From Roadside Assistance Supplier Australia Retail Solutions CEO, highlighted the importance of AutoRadar and what to Solutions Partner it means for the Australian automotive 365RoadsideAssistance.com.au industry. “Finally, there is a new player in town. Your business can now connect with a leading national Partner of With our new market insights product, choice delivering nextgen roadside technology and service dealers can access used-car data pulled from multiple sources allowing dealer principals to have access to solid market intelligence to optimise their pricing strategy,” Sommerton says. “We are leveraging years of experience in automotive data management and distribution, and now that Kelley Blue Book is part of our suite of products, we are also able to integrate vehicle valuations seamlessly with AutoRadar. “This, and our unbiased approach to the GROW TODAY market, means that we are in a unique CLICK HERE TO LEARN MORE position to offer a competitive product in terms of features and price that will entice dealers to use AutoRadar to back up their pricing decisions with intelligent data,” Sommerton says. AutoRadar is available now and is offering a free 30-day trial to all users. Dealer Solutions customers can be set up in minutes, and those dealers that do not use Dealer Solutions for their data distribution services may also take part of the 30-day trial and access We’re supporting Manufacturers, Dealerships, Finance and Insurance groups in AutoRadar’s full set of features. launching white-labelled APP’s and custom portals that drive innovation through seamless Customer experiences and a dynamic Provider network.

Partner. Connect. Grow. [email protected] 02 8705 5497

14 Australia JULY 2020 DEALERTALK

AUSSIE MUSCLE CAR FETCHES $99K ONLINE

refurbished Hemi Orange 1971 four- number plates on offer, the top seller was that could be further improved brought speed manual Chrysler VH Charger the New South Wales triple digit plate $25,000 and a 1950 Jaguar MKV ‘Modified’ AR/T coupe sold for $99,000 in “280”, which attracted the auction’s top Saloon professionally re-powered with a Shannon’s timed online auction that closed 80 bids before selling for $220,000. The rebuilt Holden 3.3 litre in-line six-cylinder on June 3. Victorian triple-digit plate “474” received engine and matching four-speed manual The Charger is believed to have been the 58 bids before selling for $145,500. , sold for $20,500. third R/T coupe built and possibly the The top-selling four-digit Heritage plate At the other end of the Jaguar price scale, earliest surviving example in Australia, was NSW ‘2.360’ at $92,000, while the top a Special Equipment XK120 Roadster according to the auction house. Victorian four-digit plate was ‘1.717’ for sold above its pre-auction estimate for Shannon says 98 of the 101 lots were sold $83,000 and the best five-digit result was $151,000, while an Australian-delivered and buyers paid good prices for classic the VIC plate ‘77.888’ at $71,500. 1956 XK140 Fixed Head Coupe went for vehicles and heritage numerical number Restored former working vehicles $125,000. plates from NSW and Victoria. produced some of the outstanding results Other classics included a left-hand drive It says a last-minute duel between two of the online auction, with a 1949 Ford 1972 Barracuda Coupe that sold enthusiasts for a 1977 Porsche 911 Turbo V8 ‘Single Spinner’ Ute attracting 38 bids for $53,351 after a bidding duel, while a 3.0 coupe saw $164,500 paid for the before bringing $45,000; a restored 1960 restored 1970 Mini K1100 sold for $29,000 vehicle. Holden FB Ute sold for $43,000 after after a flurry of late bidding. 20 bids and a 1970 Holden HG Belmont A factory right-hand drive 1960 The six classic motorcycles in the auction Panel Van offered with no reserve sold for Mercedes-Benz 190SL Roadster that had were in high demand, with a 1969 $23,000 after 39 bids. been restored some years ago garnered Velocette 500cc Sportsman selling for $161,500. “Project” vehicles were also very popular an outstanding $39,500, while a 1960 with online bidders, with a 1955 MG TF Harley-Davidson FL Duo Glide attracted 50 Shannon says there were 32 bids for a 1500 selling for $40,500 after 42 bids, bids before selling for $38,500. left-hand-drive 1965 Chevrolet Corvette while a rare 1958 MGA 1500 Fixed Head 327/350HP which sold for The auction team is now preparing and Coupe similarly offered with no reserve $92,000. sourcing entries for another Shannon brought $27,500. Timed Online Auction, which will be Following the official completion of the Meanwhile, a very attractive 1936 SS 1½ running for a week this time from auction, the 1957 Porsche 356 A “improved Litre Saloon that came to auction requiring Wednesday, August 19-26. coupe” sold in its $170,000-$190,000 interior completion, sold with no reserve guiding range. for $18,500; a 1948 Jaguar MKIV 1½ Litre Amongst the 21 black and white heritage Saloon with a Jaguar Heritage Certificate

JULY 2020 Australia 15 DEALERTALK

BMW EXPANDS ACCREDITED REPAIRER PROGRAMME

FORD OFFERS SELF-DRIVING DATASET TO SPARK R&D

MW Australia is rapidly expanding accident or repair work. to OEM standards, but actually repair to its accredited national vehicle repair BMW body shops have model-specific a much higher level so they can capably Bprogramme. computerised body alignment benches to withstand another impact, ensuring It will enable the repair of BMWs to a check alignment of vehicle body points, superior cabin integrity for all occupants.” structural integrity and quality that the Kinematic Diagnostic System (KDS) The training programme is also matches or exceeds the levels of the to return suspension geometry to OEM designed to future proof the work factories where the vehicles were tolerances and the Diagnostic Information of local professionals in providing manufactured. System (DIS), which can determine the them knowledge and education of A new globally-certified training extent of vehicle damage before work new generation , programme provides accredited body shops commences. engineering and construction techniques the ability to repair carbon-fibre and the The company provides a training career and how to deal with the intricacies of structural elements involved in electric repairing highly complex vehicles. vehicles. “As we transition into more mainstream adoption of electric vehicles and THE NEW MULTI-STEP TRAINING “Our aim is not to repair autonomous technologies, we are seeing PROGRAMME COVERS THE FOLLOWING ASPECTS: BMW vehicles to OEM an increased requirement for chassis and bodies to balance strength, weight, flex • Carbon-fibre repair standards, but actually and rigidity,” Meierbeck says. • Insurance assessor training repair to a much higher “BMW vehicles now include increased • Structural repair level so they can capably levels of high strength steel, aluminium, • Panel replacement withstand another impact, aluminium steel composites, carbon, plastics and thermal plastics, and we Electric vehicle overview • ensuring superior cabin therefore need to ensure our people are • Model technology updates integrity for all occupants.” educated and fully informed of every • Painter training detail. • Glass replacement “This is where such a high quality training programme plays such an important role The training programme allies with a and, when combined with our technical pathway for specialists to ensure they bolstered technical infrastructure for capability, further differentiates a BMW receive updated modules and training national BMW body shops that provide Bodyshop from a conventional body shop,” information in light of BMW’s new and greater coverage for BMW customers. he says. refreshed product portfolio. BMW paint and panel repair BMW Australia has 45 Accredited BMW “BMW Australia and its partnered professionals are trained in the global body shops across Australia. body shop network employs the most programme work with cutting-edge progressive techniques for vehicle repair, techniques. including for the very latest BMW models,” These include aviation-standard BMW Australia Aftersales head Reiner methodologies to ensure the vehicle Meierbeck says. performs to its highest standard and “Our aim is not to repair BMW vehicles also carries a superior finish following an

16 Australia JULY 2020 Aftermarket | Parts and Accessories

ONLINE SEMINARS TO RE-BOOT AUTOMOTIVE BUSINESSES

by people who know and understand the online seminar brings the experience of Capricorn Group CEO David Fraser intricacies of the automotive aftermarket international customer service guru Shep industry. Hyken directly to your desktop. utomotive co-operative Capricorn is The first online seminar that is freely Hyken details how life-long customers committed to providing COVID-19 available is titled “Your Business can be created during times of crisis. support services to its members and A Reboot Kit.” “We encourage our members and preferred preferred suppliers across Australia and It is presented by Capricorn Group CEO David suppliers to ensure that they make the New Zealand. Fraser, business coach Rachael Sheldrick most from these two online seminars along It says this coincides with both countries (The Workshop Whisperer) and Capricorn with the COVID-19 support that is available working towards a return to normal Automotive CEO Bradley Gannon. via our online information portal, The automotive repair, sales and servicing This online seminar addresses the three key Workshop,” Group CEO David Fraser says. business operations. objectives that all automotive workshops To view these online seminars Capricorn Capricorn is providing a range of COVID-19 should be actioning to adapt and grow. members should visit The Workshop, business support services through its user- These include the establishment of (www.theworkshop.capricorn.coop). friendly online information portal known as a business game plan - a strategy to To learn more about Capricorn or to The Workshop. preserve finances and accelerate business become a part of the cooperative structured It has added two new online seminars to growth, details of key government automotive aftermarket buying group, visit The Workshop that have been produced assistance packages, along with details of www.capricorn.coop. specifically for its members across Australia additional resources that are available to and New Zealand. the industry. The online seminars provide specialised Another online seminar is titled “Delivering business support information presented Amazing Customer Experience”. This

NARVA LIGHTS WORLDPOLY’S BUTT WELDING MACHINES

Butt welding equipment manufacturer early morning to late at night, which Worldpoly has selected Narva to supply is why Worldpoly specified the Narva all lighting in its new Australian-made equipment on its latest models. PolyForce500 models. Two Narva Explora 14-inch single row LED Butt welding machines are used in light bars, four Model 8 LED white marker Australia and globally to join lengths of lamps, a Hi Optics LED rotating beacon and HDPE (high-density polyethylene) pipe, a HDRV Surface mount dual USB socket are for a variety of construction, gas, mining, part of the machine’s standard equipment. water, agricultural and other applications. Worldpoly managing director Rob Hall The PolyForce500 range is capable of says the company used Narva products The IP66 and IP68-rated Model 8 LED joining pipes of up to 500mm diameter on several other models and that the marker lamps deliver more subtle lighting and Worldpoly has machines catering for equipment had stood up well to the tough within the immediate work area. The SAE pipe diameters ranging from 40mm to life in the field. Class 1 LED rotating beacon provides plenty 3600mm. The process involves using the of warning that the PolyForce500 is in use. “Our customers are making a large machine’s hydraulic clamps to secure the investment when purchasing a ends of each pipe while a heating plate is These machines also feature a Narva PolyForce500 unit and we can’t afford applied to the ends. HDRV Dual USB socket, allowing mobile to be let down by any component of the phones and other devices to be charged When the correct temperature is reached machine, including lighting,” Hall says. in the field. the hydraulic clamps butt both ends The Explora light bars, which feature 12 x together under force, holding them in The first PolyForce500 machines are 5W high power LEDs (5700°K) producing position while the bonding process takes already working with customers in 1 LUX at 275m, are installed at each end place to ensure a high-quality seal. Northern Queensland with several others of the machine. The bars are rated to IP68 now in the manufacturing cycle. Most butt-welding machines operate in and IP69K for dust and water ingress. remote and demanding locations from

JULY 2020 Australia 17 Aftermarket | Parts and Accessories

INITIATIVE MELBOURNE TAKES OVER GPC MEDIA PLANNING seeking a new media agency was part of “The pitch process was intense. It showed us AND BUYING those plans. who Initiative really are and provided a lens “Finding the right media partner for our into their approach to media and business. business is key to our continued success,” They showcased high levels of professionalism and superior strategic thinking, balanced with Genuine Parts Company (GPC) ANZ, has GPC general manager marketing ANZ Diana Di tactical and integrated communications. appointed Initiative Melbourne to manage its Cecco says. media planning and buying portfolio. “It is quite a cluttered media market out there “It was easy to see they were passionate and performed well under pressure. Most The handover became effective in June so it’s important that our future agency met importantly, there was genuine chemistry covering both the Australian and New our business needs and were a perfect fit between our teams from the very first Zealand markets. from a values perspective. We’re delighted meeting. The sum of this made the decision GPC ANZ manages a portfolio of automotive to appoint Initiative Melbourne as our media obvious,” Di Cecco says. aftermarket retail and trade brands, partner and excited about how they will “Generations of Australian motor enthusiasts including but not limited to, Repco, NAPA and deliver in the key areas.” have grown up on GPC’s brands, like Repco, Sparesbox. GPC ANZ has been evaluating each of its as the go-to source for automotive supplies. Its pursuit to find a new media agency agencies and found media services were We are thrilled to be selected to help them comes soon after launching revised brand being significantly underserviced. accelerate their customer connectivity. propositions and an internal business “Agencies should be an extension of the “Like most organisations, GPC is transformation. The appointment will assist marketing team and not simply book ad adjusting to new parameters of customer GPC enhance its future marketing campaigns spots. There’s more to it than that. We want relationships across their brand portfolio and activations. to more effectively communicate with existing and we are focused on helping lead the GPC ANZ says it has undergone significant customers, engage prospective customers and way,” Initiative Melbourne managing transformation which has seen it drive build customer-based brand equity. That’s director Sarah James says. business efficiency, productivity and true what marketers do. We can’t do it alone. We agency partnering. So, it seemed timely that need exceptional partners,” Di Cecco says.

OPTIBELT BELT TENSION TESTER REDUCES DOWN TIME

ptibelt says its TT line frequency belt. Tension recommendations can be tension tester provides an accurate taken from Optibelt specifications CAP drive Oand fast test of drive belt tension design calculations or the Optibelt App. by measuring the frequency of vibration, It is interference free with measuring resulting in extended belt and pulley life methods EM: electromagnetic waves and and a reduction in down time. AC: acceleration integrated. If there is too The compact design of the TT line tester much movement when testing the red offers universal application possibilities. It lights will turn off and the display will is designed for even the most difficult to show “Rapid Move” until the tester is reach places making it ideal for checking steady at which point the display will show the tensions of V-belts, ribbed belts, ‘Ready’. kraftbands and timing belts. The TT tension tester can also be used on After switching it on, the appliance is ready long centre distances due to a wide high to transfer data immediately with the frequency range of AC: 1-16Hz and EM: measuring head held over the belt. Two red 6-600Hz. The tester can be used on 300 LED lights in the measuring head combine belt measurements before the battery into one at a distance of 40-65mm to requires recharging and is not affected by UV light. position it accurately over the belt. The The Optibelt TT comes in a kit containing tensioned belt is then made to vibrate by For those hard to reach belt spans, the the tension tester, measuring head, plucking it by fingers or striking it with an measuring head has a flexible goose neck charger, USB cable and a clipper for holding object. and a 250mm cable AC. The unit has a the measuring head and is available from The tension tester immediately starts taking large easy to read back lit display screen of automotive, transport and industrial readings showing the results in hertz (Hz) 43mm wide and 53mm high, a USB port for wholesalers. regardless of the condition or colour of the recharging and an automatic switch-off.

18 Australia JULY 2020 PEOPLETALK

CO-ENTREPRENEURS NOT CO-WORKERS: A DIFFERENT COMPANY PHILOSOPHY

German-based oil and additive specialist Liqui Moly managing director Ernst Prost explains the company philosophy which has a lot to do with the personal responsibility of each individual.

“ ammer 10 nails into this board and, when you are outstanding economic successes year after year. finished, I’ll give you another task.” A fine example Neither selfishness, nor egoism, nor rivalry determine our Hfor the classic employer and employee roles. This is actions, but co-operation, friendship and service to the not meant quite seriously, but in essence hits the nail on the common good. head. To borrow from Robert Bosch, who said: “I don’t pay good Personally, I prefer the co-entrepreneur. We have almost wages because I have a lot of money; I have a lot of money 1000 of this type of employee here at Liqui Moly. because I pay good wages.” For more than a quarter of a century, I have been cultivating The monetary aspect still counts as much as the appreciation, our co-operation within the company on the basis of this respect, cultivated cooperation and goal-oriented work of all corporate philosophy. Still, not everyone understands that those who all have a common goal, namely that the company working as co-entrepreneurs yields a thousand times more is doing well, so that jobs are secure and work is fun. benefit than just being a co-worker or employee. The word co-entrepreneur is put in quotation marks by some people, and I often have to explain that this is not a case of false advertising, but a true description of our way of working as a team for the benefit of the company – and thus for the benefit of everyone. Being co- entrepreneurs means we undertake things together. Now that’s really cool. Because it is not necessary to tell entrepreneurs which hammer to use to knock which nail into which board. They already know that themselves. Saving costs, increasing • NZ’s number one automotive workship turnover, generating profits – the supreme disciplines of management software for over 25 years. entrepreneurship are performed by co- entrepreneurs a • The ultimate specialist workshop software thousand times more independently, reliably and with greater package commitment than by mere recipients of orders. We are good to the company and the company is good to us. • Cloud-based and hosted options available A simple description of mutual care to the advantage of all in • Installation, Configuration, Support and this community. Trainer from the industry best My Liqui Moly/Meguin family worldwide is also often set in quotation marks. But please tell me: What form of living • Range of options from the entry level lite to together brings more stability, care and helpfulness for the the all-inclusive Elite individual members than the family? Of course, there is sometimes also discord in a family, but family members stick together and help and support each other. This part of our corporate architecture is also based on our company philosophy of humanity. No one is forced to believe anything and no one is left in the lurch.

No one is just a number and there are no sacrificial victims Contact Details: of rationalisation with the aim of increasing profits. And it is precisely because we are 1000 co-entrepreneurs and have P: SAM Admin +64 9 583 2451 united all our customers, business associates and partners in SAM Support +64 9 583 2455 the large worldwide Liqui Moly/Meguin family that we achieve E: [email protected]

JULY 2020 Australia 19 CLOSING THE ADVERTISING LOOP WITH TV AND RADIO

rom our regular discussions with radio advertisement, however, is rarely dealers, it has become clear reliable. They may hear the features and Fthat today’s push toward digital benefits messaging and call to action in GAVIN COX MANAGING DIRECTOR, marketing has led many to mistakenly an ad but forget or mishear the name of ADTORQUE EDGE believe that advertising on traditional your dealership. mediums such as radio and television, is a It is at this point that the majority thing of the past. of customers will engage Google, so The other important aspect of an It is true that online advertising is superior having your digital advertising in effective, multi-channel campaign is in the way it enables a more refined form place – namely your search engine the implementation of retargeting. of customer targeting that can pinpoint optimisation (SEO) and search engine the right message to the right customer at marketing (SEM) – is vital. Without Awareness advertising through the the right time. it, you may find that your radio ad combination of radio, tv and digital will drive traffic to your website, so However, the old faithfuls of TV and has driven your customer to your it is important to also have a follow- radio still have their place in the competitor’s website. up campaign that targets these new marketing mix, as they play an integral Similar to radio advertising, television visitors on social and digital platforms, part in developing awareness of a brand is a medium that reaches the masses reiterating your earlier messaging while in a broad audience. to build awareness. The key difference, introducing some form of retail offer. The key to remember with these forms of however, is that we now live in a time The aim of an effective advertising more traditional ad-types in the modern of double-screening, where many campaign is to close the loop, ensuring era is that they deliver a far higher return people are simultaneously on their you are capturing the customer at on investment if your digital campaigns phone while watching TV. every possible stage of their purchasing are in place to support them, and there is What this enables is for people to journey – never missing an opportunity consistency in your messaging across all take immediate action upon seeing to engage them. This can be done using mediums. an advertisement that sparks their multi-faceted campaigns combining interest. Despite music streaming services and both traditional and digital advertising the increasing popularity of podcasts, Again, emphasis needs to be placed mediums that drive customers to your 89 per cent of people still listen to the on ensuring that SEO and SEM are website. radio in their car according to a survey by established to ensure that anyone who Such campaigns build awareness of Backstage. It is an engaging and well- runs a search during or following a your dealership or offer and push loved medium for consumers, with many television advertisement is captured a prospective customer down the holding loyalties to certain stations and and directed to your website. Without purchasing funnel to a point where they shows. these mechanisms in place, you may are considering engaging with you – lose the customer’s interest or worse, A Colmar Brunton study found that one step closer to that all-important they may land on the website of people are six times more likely to visit a vehicle purchase. business website if they have heard them another dealership. advertise on the radio. They also found With both television and radio that a combination of radio and online advertising, consistent and clear advertising delivers an average return messaging and creative are key, and on investment three times greater than these must flow through to your combining TV and digital. website. If someone sees or hears your This tells us that establishing a multi- promotion, it is important that they faceted media plan that includes both receive the same messages when they radio and digital is key to successful and run a search. cost-effective advertising. Then, when they reach your website, Radio advertising can be targeted at a they must also be presented with basic level, in that media agencies will related creative that delivers the same choose stations, shows and timeslots messages as your television or radio based on the known demographics of advert to prevent them becoming listeners, when selecting where to place lost or confused and falling away. your ad. Such artwork can be in the form of a homepage banner or a landing page Complete listener recall following a dedicated to your offer.

20 Australia JULY 2020 SHOWROOM

New Vehicle Industry and Product News

AMAROK STRETCHES TO MEET NICHE MARKETS

olkswagen Group Australia’s VGA national conversion manager (VGA) body builder programme, Andrew Hester says the body builder AMAROK XL AND XXL KEY FEATURES: Vis now offering extended programme, is available to customers Amarok XL and XXL models with across Volkswagen’s national dealer more tray capacity. network. • BUILT ON AMAROK (GP) FOUR-CYLINDER OR V6, DUAL CAB 4MOTION MT & AT The new factory-endorsed range is on “The Amarok XL and XXL top-to-tail MODELS. sale now, offering customers a purpose- solutions are very much the tip of the built turn-key solution to order. iceberg. Volkswagen and its partners • XL WITH +310MM LONGER OR XXL WITH +650MM LONGER Adelaide-based Adaptive can engineer literally dozens of WHEELBASE. bespoke variants,” Hester says. Manufacturing are building the XL • VOLKSWAGEN ADAPTED ESC PROGRAMME. and XXL Amaroks under licence from All Amarok XL/XXL variants come • CHASSIS OR UTILITY MODELS. Veth Automotive in the Netherlands with electronic stability control who created the original factory- reprogramming designed to • ESC REPROGRAMMING TO COMPENSATE FOR THE LONGER WHEELBASE(S). approved conversions. compensate for the longer wheelbase. • 4MOTION PERMANENT 4X4. Volkswagen recognised that while the In addition are three, centre of gravity Amarok tray can accommodate a Euro height programmes to compensate for • REAR DIFF LOCK AS STANDARD. pallet between the wheel arches, some additional conversions. • CONVERTER’S OWN RANGE OF OPTIONS & Australian customers need even more ACCESSORIES AVAILABLE. tray capacity to get the job done.

CONVERSION PRICING (ABOVE COST OF BASE AMAROK VEHICLE):

CONVERSION TYPE RRP INC GST

Amarok XL Dual Cab Chassis $10,595 VGA SAYS THE AMAROK XL AND XXL CONVERSIONS RETAIN Amarok XL Dual Cab Utility $18,995 THE FULL FIVE-YEAR UNLIMITED KM MANUFACTURER’S WARRANTY. Amarok XXL Dual Cab Chassis $13,595 Amarok XXL Dual Cab Utility $21,995

JULY 2020 Australia 21 SHOWROOM

New Vehicle Industry and Product News

NEW LOOK AND FEEL FOR LEXUS AUSTRALIA’S TOP-SELLING MODEL

exus recently held the global technical centre in unveiling of the all-new IS sports Shimoyama, Japan. Lsedan which is the top-selling It will debut new model in the Australian market. technology including Lane In 2019 the IS model accounted for 818 Tracing Assist1, and new Australian sales complemented by a Driver Emergency Stop 183% year-on-year increase in ES sales Assist1 and Emergency to 561 units. Steering Assist1. The IS remains the brand’s highest- Lexus says a focus on selling nameplate in Australia, with a technology continues cumulative 46,187 sales (to May 2020) in the hybrid IS 300h since the cars launch in 1999. with improved throttle in Ash - open-pore black, Black Geometric Film, or F Sport-exclusive Satin Chrome. Globally, the IS sales tally stands at response delivering more immediate 1.09 million. The new IS will arrive in acceleration from the 2.5-litre normally Available chromatic colours are used on the Australian dealerships in late 2020. aspirated four-cylinder engine and electric upper instrument panel and new two-tone motor pairing. colour schemes - Ochre and F Sport- Lexus Australia chief executive Scott exclusive Flare Red - are available. Thompson says the new IS represents It says for customers seeking a balance of a key opportunity in the Australian performance and efficiency, the 2-litre Lexus chief designer Kenichi Hirai say market. turbocharged four-cylinder engine in the the aim for the new IS was to achieve an IS 300 now features enhanced adaptive aggressive design that evokes a sense of “Australian customer preferences align control for the eight-speed automatic driving. perfectly with the focus on design, transmission. performance and technology with the “To achieve a high degree of design, Lexus new IS, making it an important addition An eight-speed also members in product planning, production to Lexus dealerships later this year,” continues to be available in the 3.5-litre technology, engineering, and styling Thompson says. normally aspirated V6-powered IS 350. combined their various insights and united Inside the new IS a 10.3-inch display behind development from an early stage,” “Combined with Lexus values of Hirai says. customer care and the experiences screen features newly forward-mounted delivered by the renowned Encore positioning, touch-display functionality “This enabled us to achieve the program, loyal and new customers will and Apple CarPlay and Android Auto proportions of a four-door coupe that has be delighted by both the new IS and the compatibility. a low centre of gravity, an explicit form, Lexus luxury lifestyle. The high-resolution display complements and other elements that express the worldview of the new IS,” he said. “The IS also joins the ES to reinforce the the renewed ambience of the IS cabin, Lexus commitment to the passenger which features key firsts. “We also pursued a deep and rich interior vehicle segment, providing customers This includes a new form of Lexus by paying close attention to detail, such the luxury of choice with sedans that decorative expression for part of the door as in the use of colour in design and as in deliver diverse appeal,” he says. trim, which features a graphic pattern of ornamentation. I think the styling makes it embossed intersecting lines, new accents possible to feel the maturation of the fun of Lexus says the handling of the new driving,” Hirai says. IS was honed at the company’s new in surface treatments and decorative ornamentation finished for the first time

22 Australia JULY 2020 TOP 10 JULY

BUSINESS VEHICLE PURCHASES INCREASE TOP 10 6% IN JUNE BRANDS

ore than 110,234 new vehicles there has never been a better time were sold in June 2020, to negotiate the purchase of a new Maccording to the Federal vehicle,” Weber says. Chamber of Automotive Industries Toyota was the best-selling brand in (FCAI), a 6.4% decrease on previous June, with 22,867 sales recorded. In corresponding period. second place was Mazda with 9420 1. TOYOTA 97,729 However, FCAI says it is the strongest sales, followed by Hyundai with 7737, result since the beginning of the Ford with 7624 sales and Mitsubishi COVID-19 crisis which saw March sales with 7419. down 17.9%, April sales down 48.5% Four of the five top selling vehicles and May sales down 35.3%. in June were 4x4 vehicles, reflecting FCAI chief executive Tony Weber says the unique nature of the Australian the easing of COVID-19 restrictions, market. The top-selling vehicle was seasonality, the extension of the the Toyota Hi-Lux with 6537 sales (up Federal Government’s instant asset 21.1 per cent on June 2019), followed write-off scheme, and brand and dealer by the Ford Ranger with 5329 (up 2. MAZDA 38,847 pro-activity contributed to the markets 9.9 per cent), the Toyota Corolla with recovery. 3008 (down 4.1 per cent), the Toyota “Some states have seen the easing Landcruiser with 2909 (up 23.3 per of COVID-19 restrictions, and this cent) and the Mitsubishi Triton with has increased floor traffic through 2721 (up 1.0 per cent). dealerships,” Weber says. Despite these “green shoots,” June “June is traditionally a very strong represents the 27th consecutive month month for new vehicle sales. The End of decreasing sales for the automotive of Financial Year campaigns are well industry, a fact which, over time, 3. HYUNDAI 30,787 known, so it’s an excellent time for has been attributed to a number of businesses and consumers to replace environmental, political, financial and their vehicles. health issues within the Australian market. “In June 2020, this has been reflected in strong results for business purchases, eber adds that associated Government which have increased by 6.3 per cent initiatives had likely supported the on June 2019. slight recovery. “The extension of the Government’s “Stimulus packages from the Federal instant asset write-off scheme has Government, such as Job Keeper and 4. MITSUBISHI 28,786 also been a positive influence. This Job Seeker, have helped to restore some program allows businesses to bring consumer confidence and supported forward tax deductions for eligible the small bounce back during June. expenditure. “However, there’s no doubt that the “Finally, we have seen a strong surge new vehicle industry in Australia is still in marketing activity from both brands under high pressure. We’re not out of and dealerships, which are offering an the woods yet,” Weber says. array of attractive retail packages in a bid to recover from the impacts of the 5. FORD 27,651 COVID-19 pandemic. “With all of this activity favouring CONTINUED ON FOLLOWING PAGE... consumers, there’s no doubt that

JULY 2020 Australia 23 TOP 10 JULY

TOP 10 BRANDS SUV MEDIUM UNDER 60k PU/CC 4X4 ...CONTINUED FROM PREVIOUS PAGE

1. Toyota RAV4 1. Ford Ranger 4X4 2632 5092

2. Mazda CX-5 2. Toyota Hilux 4X4 2530 4811 6. KIA 26,458

3. Mitsubishi Triton 3. Hyundai Tucson 4X4 2206 2292

4. Toyota 4. Subaru Forester Landcruiser PU/CC 1464 1388 7. VOLKSWAGEN 19,595

5. Mazda BT-50 5. Nissan X-Trail 4X4 1387 1315

6. 8. NISSAN 18,693 6. Honda CR-V 4X4 1381 1234

7. Mitsubishi Outlander 7. Volkswagen 1306 Amarok 4X4 1229 9. HONDA 16,529

8. Kia Sportage 8. Isuzu Ute D-Max 1213 4X4 1137

9. Holden Colorado 9. Volkswagen Tiguan 4X4 883 759 10. SUBARU 14,957

10. MG HS 10. LDV T60 4X4 323 618

24 Australia JULY 2020 EVS STILL OUTGUNNING ICE

EV and hybrid vehicle sales remain strong in Australia.

Vs and hybrids continued Year-to-date sales are 270 compared in June 2019 to 133 (up 44.6%) for the strong growth in June, while with 165 for the same period last month past and from 352 this time last year Einternal combustion engine (ICE) year, up 63.6%. up to 514 YTD – a 46% rise. vehicle sales were down in nearly all Hybrids in the same sector see 1007 sales in Hybrids did even better in the private SUV categories. June 2020 as opposed to 538 in June 2019, category, climbing from 626 in June 2019 June is the 27th consecutive month of an 87.2% increase. to 1021 for the same month this year – up decreasing sales for the automotive The 4906 hybrid sales YTD are up 40.3% on 63.1%. And for YTD sales they jumped a industry, attributed to a number of the 3497 sold during the same period last massive 286.5% from 1736 to 6710. environmental, political, financial and year. The rises are just as marked in the non- health issues within the Australian The non-private passenger sector shows a private SUV sector. market, the Federal Chamber of similar result. Here, electrics/PHEVs went up 134.7% in Automotive Industries (FCAI) says. Electric/PHEVs had 78 sales in June 2020 monthly comparisons (from 49 in June 2019 While 110,234 vehicles sold during in the category, up 90.2% on the previous to 115 in June 2020) but dropped 32.4% in the month, FCAI chief executive Tony June’s 41 sales. YTD comparisons from 602 to 407. Weber says although this represents Hybrids, on the other hand, went from 325 a decrease of 6.4% over June 2019, YTD sales went from 154 last year to 322 this in June 2019 to 885 in June 2020 – up it is the strongest result since the year – a 109.1% rise. 172.3% in the same category. beginning of the COVID-19 crisis. Hybrids fared well too in the non-private And the YTD rise in this sector was even He still doesn’t mention the upswing in passenger market, going from 891 in June better, up 277.8% from 1241 to 4689. electrics, plug-in hybrids (PHEVs) and 2019 to 1330 in June just gone – a 49.3% other hybrids, however. increase. All-in-all the latest figures show the growing popularity of low to zero emission But the figures speak for themselves. YTD figures are 6930, a 17% rise on the 5922 sales recorded last year for the same vehicles among Australian vehicle buyers. Electrics and PHEVs in the private sector. And that’s without much support for EVs passenger sector, for instance, recorded and hybrids from the federal government. 58 sales in June compared with 19 for SUVs are a popular market, electrics/PHEVs the same month in 2019 – a 205.3% and hybrids continuing the trend. rise. Private SUVs saw electric/PHEVs rise from 92

NEW VEHICLE SALES BY BUYER TYPE AND FUEL TYPE JUNE 2020 Month YTD Variance +/- Vol. & % Total Market MTH 2019 2020 2019 MTH YTD MTH YTD Electric Passenger Private 58 19 270 165 39 105 205.3% 63.6% Passenger Non-Private 78 41 322 154 37 168 90.2% 109.1% SUV Private 133 92 514 352 41 162 44.6% 46.0% SUV Non-Private 115 49 407 602 66 -195 134.7% -32.4% Light Commercial Non-Private 0 2 13 7 -2 6 -100.0% 85.7% Sub Total 384 203 1,526 1,280 181 246 89.2% 19.2% Hybrid Passenger Private 1,007 538 4,906 3,497 469 1,409 87.2% 40.3% Passenger Non-Private 1,330 891 6,930 5,922 439 1,008 49.3% 17.0% SUV Private 1,021 626 6,710 1,736 395 4,974 63.1% 286.5% SUV Non-Private 885 325 4,689 1,241 560 3,448 172.3% 277.8% Sub Total 4,243 2,380 23,235 12,396 1,863 10,839 78.3% 87.4% Total 4,627 2,583 24,761 13,676 2,044 11,085 79.1% 81.1%

JULY 2020 Australia 25 DEALERTALK

HIGHLIGHTS OF THE MONTH

AUGUST LAUNCH FOR REVAMPED LIMITED EDITION SKODA SCOUT TOYOTA HILUX ARRIVES AS AN INTERIM OFFER

Toyota Motor Corporation has unveiled a revamped HiLux ute Skoda Australia is launching a limited production run of the to global markets, which the manufacturer says is significantly Superb Scout on to the market for sale. improved and updated. The brand has obtained several hundred Scouts for sale in the It will launch in Australian dealerships from late August, the interim as the revised Superb and wagon ranges are not due to land until later this year. local distributor says. The Superb Scout comes as a single specification model priced Toyota says the tougher looking HiLux has improved performance, at $59,490; comparable in value to the Superb Sportline that fuel economy, ride comfort, towing and equipment levels. has comprised almost half of current generation Superb sales.

FORD WILL BUILD NEW 2022 MOTORCLASSICA EVENT POSTPONED UNTIL OCTOBER 2021

The next-generation Volkswagen Amarok due in 2022 will be engineered The organiser behind Motorclassica says it has made the difficult and built by the Ford Motor Company. decision not to hold the event this year, but postpone until October The new Ranger platform-derived Amarok is one of three new commercial 22-24, 2021. vehicles to be developed under the global alliance formed by the Ford Motor In an email statement, Motorclassica organiser Exhibitions and Trade Company and Volkswagen AG in July 2019. Fairs Pty Ltd says its priority is to create a world-class experience in a safe As well as Ford developing the 2022 Amarok, Volkswagen will develop a environment. city delivery van based on the latest Caddy model as early as 2021. Ford “There are many uncertainties still in place that impact our ability to will later develop a one-tonne cargo van. deliver the experience that you have come to expect and deserve from Motorclassica,” the organiser says

26 Australia JULY 2020 DEALERTALK

HIGHLIGHTS OF THE MONTH

GM HOLDEN PUTS LANG LANG RANGE ROVER FIFTY RESTRICTED PROVING GROUND UP FOR SALE TO 37 AUSSIE BUYERS

A leaked online real estate sales brochure says the GM-Holden proving To celebrate its 50th year in production, only 1970 units of the limited ground at Lang Lang will be vacant for possession from the third edition Range Rover Fifty will be produced for global consumption. quarter of 2020. The allocation for Australian customers has been restricted to 37 units The Herald Sun has reported that commercial real estate company CBRE and just four colours are available to choose from. has listed the Lang Lang facility, which is found off the Bass Highway Australian-bound Range Rover Fifty models will offer the standard between Melbourne and Phillip Island. wheelbase and will have the 386kW 5-litre supercharged V8 engine. It says listing agents CBRE executive managing director Dean Hunt and colleague Stephen Agdemis refused to comment on the matter.

NEW GENERATION KODO DESIGN ANCAP LAUNCHES RESCUE APP MAZDA BT-50 REVEALED Deputy Prime Minister Michael McCormack joined ANCAP at the app’s national launch in Canberra. Mazda Australia has revealed the new Kodo-design Mazda BT-50, announcing it will go on sale in Australia towards the end of 2020. “All Australian road users will benefit from this app, which is the first to bring together important vehicle safety information for emergency service The Australian distributor says the Mazda BT-50 offers a comprehensive personnel,” McCormack says. list of advanced features, bold styling and rugged capability, all designed to the highest safety standards. “If you’re involved in a crash, the information contained within the ANCAP Rescue app will allow emergency service officers to safely and more Mazda Australia managing director says the brand-new Vinesh Bhindi efficiently get to you and provide the help that is needed,” he says. BT-50 will set a new benchmark in the segment. The ANCAP Rescue app is compiled of ‘rescue sheets’ for more than 500 “The new Mazda BT-50 will raise the bar for what customers can expect new and used vehicle models available across Australia and New Zealand. from their ute,” Bhindi says.

JULY 2020 Australia 27