September 2013 new car registrations show pre-recession levels for the UK automotive Industry
By Ross Lebeter, Associate Consultant, John Gibson Associates – Automotive Industry Recruitment Specialists
The automotive industry society, SMMT, published the new cars sales figures for this September, illustrating the highest sales in 5 years. The UK automotive industry totalled 403,136 units indicating a pre-recession performance, bettered only by March 2008 results.
Compared to September 2012 these figures represent a 12.1% increase in sales as the UK automotive industry continue to stand alone in Europe as a shining light for car sales. Automotive industry experts have reported that a brighter domestic economy, attractive finance packages and an increased demand for fuel efficient models have driven the 2013 buying frenzy.
September is seen as a key month for the UK automotive industry representing one of the bi-annual licence plate changes. Whilst this drives consumer interest, the high sales figures are expected to be maintained into 2014.
Mike Hawes, chief executive of the SMMT, said: “This is the 19th consecutive month of steady growth and with fleet and business demand still to reach pre-recession levels, we believe the performance to be sustainable.”
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JCT600 confirms new car sales in September are at a record new high – having shown an increase of 66% on 2012.
September is traditionally one of the busiest months for new car sales registrations with the introduction of the new registration plate, with Yorkshire based car retailer managed to sell 2,500 cars.
The well established and respected family-run business operates 47 dealerships throughout Yorkshire, Derbyshire, Lincolnshire and the North East.
JCT600 says this boost in car sales is also down to a steady increase in demand and sales throughout recent months and the recent expansion of the group.
Chief executive of JCT600, John Tordoff, said: ‘After a tough few years in the car industry, it’s great to see the market improving in the UK although it remains weak across most of Europe.
‘While our record month is partly due to the recent expansion of the group with the acquisition of some Gilder Group dealerships earlier in the year, it also results from a 24 per cent rise in new car sales across our existing dealerships.’
He added: ‘According to recent figures from the Society of Motor Manufacturers and Traders, new car sales across the UK rose in August for the eighteenth month in a row, up 10.9 per cent on the same month last year. We have seen this upturn in consumer confidence reflected in our dealerships over the last three months with increased footfall and a marked rise in new car sales.’
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I recently came across an interesting article, questioning the various methods about motivating Automotive Sales Staff and it got me thinking. So I asked some of my Clients what they believed helped to motivate their Sales Staff to their full potential.
1. Believe in the product. They must believe that selling their product to a prospective customer will be of benefit to them. After all, is the it something they would buy themselves?
2. Customer Base – is the product right for your customers. They may like your products but are they in a position to purchase them? Realistic sales leads are a must if you’re going to keep your sales team happy, motivated and efficient.
3. Financial Incentives – Are you paying the correct commission amount? This ties in a little with being able to attract the correct customer base. Are you rewarding your automotive sales team with a financial benefits that are realistic for them to hit?
4. Selling Tools and the Working Environment – Customer Relationship Management Tool, Do you have the tools in place so that your automotive sales people can succeed? If they cannot effectively access their own little slice of your customer base, then they definitely won’t be motivated! This can be anything from an up to date Referral Programme, Props, a Clean Showroom, State of the art service department… a good working environment aides confidence, not only in staff moral but for the products and company in general.
5. Adequate Training – Do you have a training programs in place. If your automotive sales staff are knowledgeable and confident about the products they’re selling and representing, they’ll more often than not be making that all important close on a sale on a regular basis.(remove). If your staff aren’t confident about what they’re selling, those insecurities are usually picked up by the customer.
6. Finally, do you have the right salespeople? Trying to fit square pegs into round holes is impossible Are you attracting the best in the business? If not do something about it! Working with a trusted resourcing partner within Automotive Recruitment can
help pay dividends for you and your business. At JGA we take the time and effort to get to know your business and how you operate.
Contact JGA today and speak to one of our Automotive Recruitment professionals and see how working together will drive your business forward. To see how working with JGA to recruit the Automotive Sales staff needed to drive your business forward; click here