There is no doubt that successful used car stock acquisition is the most vital factor in determining who wins and who loses in the ever changing UK automotive sector. With this fact in mind welcome to our used car stock acquisition training and development module, including our mentoring programme.
We don’t care who you are or who you represent, from all manufacturers including volume manufacturers to bespoke supercar manufacturers, (and everyone in-between), you are all under threat because without access to used car stock and the practices associated with successful used car stock acquisition, you do not control your used car market or your customers. More importantly you will not be able to build the used car businesses required to ensure that your new car business model can survive and support your ever growing overhead!
We think that we can all agree that the used car business is a completely different business, in terms of its operational procedures, when compared to the new car business; and at the heart of these differences is the ability to acquire used car stock in the correct volumes and profile, in order to feed the growth aspirations of your business. Unlike your new car business, there will be no pre-agreed yearly stock allocation with the manufacturer and no transporter arriving on a weekly basis to deliver the used car stock you require!
It is also important to remember that, not only is the used car stock you require available to everyone, but that the supply of used car stock is not limitless, so by default you can’t all be winners, because you are all chasing a limited number of used cars that will have been determined by the new car registrations from 2 – 4 years ago. And before you say well we are already successful in this regard, let me shine some light on your potentially misplaced sense of security, because the cruellest irony of all is that you are the most at risk. Why I hear you ask; well because your sources of supply will be vulnerable, because they have never been challenged by disruptors targeting the business you have taken for granted; not that is, until now!
The business that is new to the dark arts of used car stock acquisition, the one that decides to target the used car market and acquire large volumes of stock, will inevitably have to raise the bar to do so; it will think differently from you and suddenly you will begin to lose stock from sources you have taken for granted; then your retail sales volumes will drop and the figures under-pinning your business may not stack up. So our advice; look around at your fellow franchise partners and make sure that you are the hardest working person in your network, because it is important to remember that the person who controls access to the opportunities to acquire used car stock, also controls access to the used car market!
With this evolving and challenging used car stock acquisition landscape in mind, we have decided to roll out our programme of training, business and personnel development, from our complete used car business development and consultancy programme; our Used Car Stock Acquisition Master Class And Mentoring Programme.
This is the first time that this programme has been made available on an individual basis and outside of our total used car business development programme. On this programme you will have direct access to the professionals within our organisation who have launched, owned and run some of the largest independent specialist used car stock acquisition companies in the UK. We will build an individual programme of used car stock acquisition for your business that will position your business as the number one market influencer for used car stock, which will involve all of the subjects listed below and all the secrets the competition does not want you to know;
- Targeting and how to ensure that opening monthly used car stock levels are in line with used car market cyclical demand.
- How to evolve both your strategic thinking and your used car business from a used car business that looks for used car stock, to one that ensures that everyone knows that you purchase used car stock.
- Strategies to ensure you never lose used car stock to the likes of “We Buy Any Car.”
- Marketing and building your used car stock acquisition credibility, as well as your opportunities funnel; “Visibility Is Credibility!”
- Understanding why purchasing used car stock at auctions is an admission of failure!
- Profiling and the role it plays in successful used car stock acquisition.
- Purchasing mind-sets; controlling quantity and retailing quality.
- How to control access to used car customers and the market.
- Problem solving, solution provision and the concept of using other peoples’ money.
- Building your physical and virtual used car stock holdings.
- Personal mentoring and the psychology of the purchase; understanding that you can, and MUST, buy every car that you are offered.
- Overcoming objections and building rapport during the purchasing process.
- Understanding the psychology of, and the delivery of, the “My Price Your Terms Or Your Price My Terms” purchasing ethos.
- Building relationships of supply with the trade and finance houses.
- Working with manufacturers to ensure “Win – Win” supply relationships.
- How to drive used market trends, not be battered by them.
- “Locking In” future used car stock during the new car delivery process.
- The mind-set and disciplines to ensure that you are always the hardest working person in your franchise dealer network.
Unfortunately, we more than anyone, understand that not every business within a franchise dealer network can win, when it comes to acquiring used car stock; the strategies we will teach those coming on board will ensure that this cannot be the case. On this basis, we cannot work with everyone so we are having to limit the number of dealers for each franchise we are working with, as well as their geographical locations. In reality this will mean that we are working with just 2 – 3 dealers at inception, from each franchise dealer network operating in the UK.
New car volumes and the size of corporate allocations are no barometer to the success of your business in the used car market, so please do not think your new car volume is inextricably linked to how successful your used car business can be, because it is not. Remember, some of the most successful used car retailers in the UK don’t even have a new car franchise, so do not think your business is excluded from our programme; your ambition will be the driving factor behind your future success. In fact we are that confident that we can drive your used car stock acquisition levels to those required on your behalf that should you prefer, we will even set the business up ourselves and under a joint venture arrangement, in order to supply you the used car stock you require.
Those wanting to discuss this or any other aspect of our Used Car Stock Acquisition Master Class And Mentoring Programme, and how we can build the used car stock acquisition programmes required, to ensure that you survive whilst others don’t, please feel free to contact me directly for an informal exploratory conversation regarding our services; Andrew Banning at ajb@autoformance.com
Alternatively please feel free to call me on 07796 260261.
For more information about our services please visit our website at www.autoformance.com
Andrew Banning.
Used Car Business Development Director.
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