p7 challenges tackled
TRANSCRIPT
Quarter century of challenges tackledMany changes can take
place in an industry during two-and-a-half
decades, but two of the biggest challenges Perry Kerr has faced in the automotive sector came to pass within two years of each other.
Kerr is retiring next month after 26 years in the sector. Sixteen of those were as chief executive officer of the Motor Industry Association (MIA), which he helped to establish, and before that he worked for the Motor Vehicle Manufacturers’ Association (MVMA).
He has relinquished his role as CEO of the MIA but is staying on until the end of June in an advisory capacity as part of a structured handover to David Crawford, his successor.
Kerr believes one of the major changes going forward for the industry will be embracing and rolling out new technology that will take vehicle safety to unprecedented heights.
It’s the late 1990s, however, he regards as the most challenging
time – getting the MIA up and running and then overseeing the closure of the assembly industry.
The MIA, which was established in October 1996, brought together the Association of Motor Importers and Distributors NZ and the MVMA.
The former represented new vehicle importers, the latter comprised of assemblers of completely knocked down (CKD) vehicles. It was much later – in 2007 – that the Motorcycle Distributors’ Association joined the MIA.
“The first and biggest challenge in 1996 was getting the assemblers and completely built-up [CBU] importers into one room at CEO
level and to agree to establish one trade association,” recalls Kerr.
“At that time, there were still significant tariffs on CBU vehicles, and a fair degree of animosity between the importers and local assemblers.
“Having said that, there was a high degree of co-operation at the technical level where I had co-ordinated numerous meetings between the importers and assemblers.
“For the importers, BMW’s John Leggett was one of the primary movers in this co-operation.”
As for the biggest challenge since then, one that stands out is the end of the assembly industry in 1998.
“This involved negotiations with the government around the exiting of this industry, but also involved the component suppliers still supporting the CKD industry,” explains Kerr.
“Any removal of tariffs also had an impact on the CBU importers in terms of their existing stock.
The trusted voice of the auto industry for more than 25 yearsIssue 09-201321 May 2013
In this issuep7 Fiat Chrysler new venture
p10 Ad complaint thrown out
p11 Delivering dealer savings
p15 Marque under one roof
p16 Examining ESC in depth
p17 Selling systems essential
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Perry Kerr
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Snarl-ups in the city of snails
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editor’s note
Governments always seem to eventually disappoint, irrespective of where
they sit on the political fence.And MPs normally fit into one
of two boxes – those who aspire to serve the masses and those who appear to serve themselves.
Few people would disagree with Aaron Gilmore calling himself a dickhead and arrogant.
But some would contest “MP gets drunk, behaves like a plonker and uses the PM’s name in vain” is hardly firing-squad stuff.
Gilmore’s behaviour could be compared to John Key being quoted as saying “I don’t think New Zealanders give a toss about it” in relation to the Christchurch MP’s fall from grace. Hardly prime ministerial language, some might say.
As for Key wanting to get back to “running the country” instead of answering questions about Gilmore, that could be construed as arrogant in the absence of superhero powers.
Then “Wellington is dying” was revised to the city facing “sustained pressure” and “we don’t know how to turn it around”.
Perhaps Steven Joyce should be cloned because Mr Fix It’s one cabinet member who seems to get stuff done without too much argy-bargy.
One huge political football is the conflict between the
government and Auckland Council to solve transport congestion.
The Beehive seems to kick most council ideas into touch. The inner-city rail link is doomed without government support, not that many Aucklanders are fussed about it.
At least the council has ideas – the government should get on with completing the city’s motorway network by linking it up.
In the 1950s, Aucklanders could catch the ferry, train, bus or tram or use their cars.
And there were plans to electrify trains, build an underground CBD rail loop, and integrate bus and rail – the massive irony being these matters are on the agenda now.
The politicians and civil servants back then opted for a car-is-king approach along the line of American models, so the harbour bridge and motorway network were built.
The last tram journey was in 1956, followed by the last trolley bus in the late 1970s.
By the 1990s, Auckland’s public transport patronage per capita was lower than Los Angeles and today only seven per cent of Jafas ever use it.
The problems are immense. Buses are expensive and unreliable. The train network has two tunnels in and out of
Britomart, which is a dead end. Trains are cheaper than buses
and both belch out clouds of diesel fumes, while integrated ticketing costs have ballooned.
The upshot is an economic and environmental mess with price-tag of $1.5 billion in crashes, delays, vehicle costs and pollution.
Now the Consensus Building Group says ratepayers and motorists should contribute most of the extra $400 million needed for projects and the government needs to come to the party.
Road pricing has been on the radar, which could reduce congestion but is unlikely to fix the problems. This was first suggested by the NZTA about six years ago before vanishing without a trace.
Cheap, reliable and efficient public transport is needed because motorists need viable alternatives to coax them out of their cars.
The motor vehicle industry is unlikely to suffer from better public transport. It’s hard to envisage car ownership rates falling, journeys will be safer with better-flowing traffic and the economy will boom.
It’s not just an Auckland problem, it’s everyone’s problem – like Wellington’s “dying” or Christchurch’s rebuild are.
This country deserves more politicians who stay out of bun fights and want to make a long-term difference.
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while competitiveness within the vehicle industry shouldn’t be underestimated.
Another strand to this issue is how the government responds. The industry hopes no impediments will be put in its way, so it can bring
new technology to the market.“The approval of radio
frequencies in the past resulted in some distributors removing adaptive cruise control functions from vehicles,” recalls Kerr.
“This all stemmed from
the Ministry for Economic Development failing to act to get an approved frequency.”
He believes future technology will “quite dramatically” reduce the road toll, but questions why the government appears to be skirting around the issue of having electronic stability control (ESC) on all vehicles crossing the border.
And what about alternative fuel sources? Kerr feels this market is in its infancy and will take time to develop because of pricing issues.
“Japan is focused on hybrids and Europe on overall fuel consumption, but I feel the market here for hybrids may not develop for another four to five years.”
As for electric vehicles (EVs), they may take longer because they are heavily subsidised by some overseas governments by up $10,000, and Kiwi fuel is much
[continued from page 1]
news
“Once all tariffs had been phased out, it was a relatively quick process with the last five remaining assemblers closing within a six-month period. Plant and equipment was shipped to Thailand and other destinations.
“All the while, although we knew this had to happen for the industry, we were being bagged by the ‘media’, nothing new there.
“This bagging concentrated on the loss of local employment and played up the emotional side of everyday people losing their jobs.”
Another big challenge involves fast-forwarding to an issue that’s relevant now and will be well into the future – and that’s new technology on vehicles being offered to the public.
“There have been significant advances in technology over
the past five years, or two model cycles,” says Kerr.
“Over the next four to five years, we will probably not recognise the vehicles with the rate of change that’s going on and so-called intelligent transport systems.
“The technology – with the likes of collision avoidance, self-drive and automatic parking – will be part and parcel of the industry and will filter down to lower-priced vehicles.”
Many of the advances are being driven out of Europe and Japan,
Technology key to future
“There have been significant advances in technology over the past five years.” – Perry Kerr
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cheaper than in other countries, such as the UK.
With regard to the overall market, Kerr notes that in 2012 New Zealand new vehicles – passenger cars and commercials – outsold used imports.
Looking forward, he sees the new industry getting stronger because its vehicles are “superior to used imports because of their technology and pricing is competitive”, and he expects last year’s trend to continue.
Vehicle safety has always been a key driver for the MIA. It’s in this area Kerr says one of his biggest successes as CEO has come.
“It’s definitely the introduction of the frontal-impact rule as a safety standard, which started with a meeting with Mark Gosche, the incoming Minister of Transport.
“I provided him with information on the benefits of frontal impact when New Zealand vehicles, in the main, were lagging behind overseas markets and the last major safety initiative was compulsory seat belts.
“The minister had personal experience. His son was involved in a frontal-impact crash and he took this issue forward. The introduction of this rule has become the blueprint for introducing other safety standards.”
Kerr says his biggest disappointment over the years was the government’s lack of action on the “widespread” importation of clocked Japanese cars.
“Honda NZ identified, by comparing odometer readings for used vehicles in New Zealand against warranty records in Japan, that significant numbers of its vehicles had been wound – some by up to 200,000km.
“My view is the government dropped the ball. Rather than requiring importers to prove odometer readings were accurate, it placed the onus on Customs to prove they weren’t.
“It’s not so much of a problem with vehicles from Japan now. It was rife with used imports from Singapore and I think there’s an issue in the UK.”
It must be hard to work in the
industry for so long and not have some regrets, some unfinished business. For Kerr, one is the absence of a seven-year age limit on used imports.
“I cannot understand the reluctance of the Imported Motor Vehicle Industry Association to genuinely engage in this discussion,” he says.
“The other is not having ESC on all imports, but I’m confident David Crawford will be pushing hard for this to happen.”
On some core subjects, the MIA’s results have been higher than pass rates.
With the controversial emissions rule, it supplied politicians with DVDs explaining the issues as the MIA saw them.
Kerr praises Judith Tizard, gives credit to John Leighton, the president of the MIA at the time, and recognises the Labour government for “taking some hard decisions for the good of the country”.
Fuel economy may come back onto the government’s agenda – it’s just a matter of what form this takes.
“It’s currently not a pressing issue but a Labour-Green government is likely to have a different view, although much progress has been made.
“As for consumer legislation, vehicle companies are so responsive to demand and complaints now that this isn’t really an issue and they respond well to safety recalls.”
Overall, Kerr is proud of the MIA’s achievements on his watch.
He’s confident the association is in good shape for the future and that the role of CEO has been passed into safe hands.
“David Crawford has so far picked up about 90 per cent plus of the monthly processes, which is going great guns,” enthuses Kerr.
“In terms of government contacts and his lobbying ability, I [continued on page 6]
news
know he will do an excellent job.”Looking back on his time
in the industry, what Kerr will remember most during his retirement on the Gold Coast are the people he has met.
“The most rewarding part of the job has probably been meeting the many and varied personalities of people in this industry and,” says Kerr, and adds with a mischievous grin, “not forgetting the little victories over the used importers.
“Anyone who spends enough time working with the industry can’t help but realise no two personalities are the same and some drive you crazy.
“They’re all so passionate with their views, the competition is fierce and each one’s brand is always the best.
“But they’re all helpful – at times, above and beyond – and this makes dealing with them a pleasure, while others are such good fun.”
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Meeting people most rewardingnews
When asked whether it has been hard to let go, Clare interjects and instructs her husband to front up.
“It has been very hard,” says Kerr. “Clare says it’s not because I’m leaving my job, but because I’m leaving behind what has been my life and passion for the past 25-plus years.”
Clare says the job has been all encompassing, even on holidays and at family weddings. She recalls sitting in hotels around Asia at 3am sending out those “dreaded NZTA tables”.
There’s a saying that a man’s only as good as his wife and Kerr’s reply is “that speaks for itself”.
“We always went with the philosophy that Clare and I never worked together – she is way too bossy – but for the past five years in Auckland, we’ve done just that.
“It has been a steep learning
curve for her, starting from the point when she said, ‘I will just type what you tell me, but don’t expect me to be interested’.
“It’s very funny the industry has sucked her in as well. Often it’s now Clare who reminds me of a question that needs to be followed up, or makes me defend my position on an issue.”
The MIA’s office has been relocated to Wellington, their home in Auckland is being packed up and the Kerrs will soon be cashing in their one-way ticket to Australia.
So what has the lucky country got that the land of the long, white cloud doesn’t?
“That one’s very simple. Two daughters who mean the world to Clare and I, including a son-in-law and long-term partner, two sisters-in-law plus families and, of course, sun, sun, sun”.
Trip back in timeSometimes you have got to give a man enough rope, so here’s an insight in Perry Kerr’s early years.
What was your first car? It was a Vauxhall Victor, which cost about $1,300 second-hand. The motor blew up within six months.
What did you do before joining the auto industry?Of course, there was the Customs Department. I joined as a cadet and gained my qualification to act as a licensed Customs agent.
Did you look dapper in the uniform? I wore the uniform for about 12-18 months when I was working as a Customs officer at Wellington International Airport. Those were the days when the airport was a tin can with one or two flights a day.
So what comes next on your CV? I went onto the NZ Manufacturers’ Federation as its tariff officer, where I also began my career with trade groups. Next was Price Waterhouse, where I set up a tariff consultancy division.
From there it was Lawrence Anderson Buddle (LAB), which was NZ representative for international firm Arthur Andersen. Again, I set up a tariff consultancy division.
This firm was acting as secretary for the Motor Vehicle Manufacturers’ Association (MVMA) and one of my tasks was working with the assemblers as the industry plan kicked in. This takes us up to 1987.
How did you get into the auto industry?LAB went belly up. Price Waterhouse came in and bought its client book. I was offered a position with Price Waterhouse, but there was animosity due to me earlier leaving the company for LAB.
After considering my position, I set up my own tariff consultancy
business. When LAB found out, I was shown the door.
However, the relationships I had built with the MVMA’s members came to my rescue. It was – along with the tobacco industry – my first major client. The relationship continued 27 more years.
What are your endearing memories from those days?The main one was the MVMA deciding to come with me. I was young with a new house, a new baby, the share market had just crashed and I was sweating bricks.
My first IBM computer, including software, cost $18,000. It was an expensive purchase and included a dot-matrix printer. Each month when that pay check came in, Clare and I breathed sighs of relief.
I also had smaller clients, which followed me from Price Waterhouse and LAB – for instance an aluminium fabricator, two marine wholesalers, some china importers, a tile importer, a light fittings importer, and nail and steel wire manufacturers.
These guys were the entrepreneurs of their day and some paid in kind. We had the most amazing tiled bathroom worth more than the rest of the house.
One year we were given the biggest-ever fake Christmas tree from the States before they were available here. Life was certainly interesting then.
[continued from page 5]
A young Perry Kerr in his Customs uniform
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news
Partners unveil future vision A new vehicle distribution
network will spend about $8 million in advertising
to promote its brands, embark on a fresh approach to selling cars and revamp its dealerships.
Fiat Chrysler New Zealand’s vision was unveiled last week at its new multi-million-dollar headquarters in Mt Wellington, Auckland, which it’s sharing with Ateco Automotive NZ.
Neville Crichton, executive chairman of Ateco Automotive, and Clyde Campbell, president and chief executive officer of the Fiat Chrysler Group Australia, both have a 50 per cent stake in the new company.
The venture brings together Fiat and Alfa Romeo with Chrysler, Jeep and Dodge into one network for this country. It also includes the Mopar, Abarth, SRT and Fiat Professional brands.
“It’s only by having one distributor for the major Fiat Chrysler Group brands that New Zealand may fully benefit from the group’s strengths,” says Campbell.
“We see our approach as doing the best by our brands and I like good, honest relationships.
“The numbers stuff is all about mine is bigger than yours and the dealerships have got to be looked after.
“When they become less value propositions, you can get into cost-cutting, less customer service and price wars.”
Campbell says the $8m earmarked for spending on television campaigns is comparable to Australia.
“By getting onto people’s screens, you influence their purchasing decisions. TV is a great medium for us to drive emotion, and the core of what we’ll do is TV and radio.
“It’s the most effective tool to alert customers to new products and prices, and can guide them to our enhanced internet presence.
“We will be one of the top 10 advertisers in this country and you
will see us more than McDonald’s.”Much emphasis will go into
that online presence, which is “as important as bricks and mortar and needs to be fun, engaging, helpful and easy to use”.
He says: “The majority of
customers have made decisions before they reach a dealership.
“Selling the company, brands and products – what the sales person used to do in the showroom – now largely takes place on the internet, so we’ll be lifting our internet presence to new levels.”
But Campbell stresses dealers are important. Without a big network, higher volumes will not be sold and it’s being reorganised to reflect the distributor with franchises representing all group brands.
“If you don’t leave enough money in it for dealers, they will not look after you,” he adds. “We will take back customers, and we’ll have great facilities and well-trained staff.
“We’ll get dealers to talk to us about how we spend our money. We want them to be on the same page and it’s not just about pushing metal.”
As for the new headquarters, this brings the business under one roof where more products can be kept in stock. It will also help to speed up response rates and raise service levels.
Campbell outlines Fiat Chrysler NZ’s approach as being based on ‘how would you feel if you were the customer’.
“The more our customers are pleased with their experiences, the more likely our business is to succeed,” he explains.
“Regularity of supply will enable us to go forward and we’re looking to improve this business one day at a time.
“We will also be working with Ateco Automotive NZ in key areas such as purchasing. This
means we can punch above our separate weights.”
Crichton adds: “We’ve got to have a good relationship with our suppliers. This is a big part of what we do and it’s very important. We also have the ability
to expand our pre-delivery work.“The timing and combinations
we have brought together couldn’t be better for the launch of our company.
“Whether it’s Clyde’s expertise in working with Chrysler and my
experience with the New Zealand market and European brands, or the brilliant products, we’ve put together the ideal solution to meet the needs of buyers.
“That means solid, long-term
news
[continued on page 8]
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Venture’s ‘greater buying power’news
growth for Fiat Chrysler NZ and its dealers.”
The company will now reposition its existing products to boost sales with new models being imported.
“The repositioning of models will not just be about price,” explains Campbell. “It will include changes in specification, variants and price as we tailor every model and variant to meet the needs of the market.
“We’re able to do this through our greater buying power and lower operating costs as single distributor for Fiat Chrysler Group brands and products.”
Price is seen as the “value proposition” on all products. This covers specifications so vehicles have what Kiwis want, the position of entry-level variants and price ranges.
Structural changes in the market, which has seen growth in
small cars and SUVs, should also benefit the company with Fiat Chrysler seeing itself as strong in these sectors.
BEHIND THE HEADLINESGlobally, the Fiat Chrysler Group was formed in 2009 when Fiat
joined forces with America’s Chrysler Group.
Since then, Fiat Chrysler has been working to ensure all benefits of the company are applied around the world. In many cases, this has meant bringing together separate importers for the Italian and US brands.
This process has now reached these shores, with the launch of the new distributor.
Neither Ateco nor Fiat Chrysler Group has any equity in Fiat Chrysler NZ, which assumes Kiwi market responsibility for Fiat and Alfa Romeo rights from Ateco Automotive NZ and Chrysler Group rights from independent importer Sime Darby.
In return, Sime Darby has taken Citroen distribution rights for New Zealand from Ateco NZ, adding the French brand to its existing Peugeot franchise on both sides of the Tasman.
These brands have been in limbo since last year when factory-owned Chrysler Group Australia took over distribution of Fiat and Alfa Romeo across the ditch from Ateco Australia, and Sime Darby took on Citroen in Australia from Ateco in a swap for SsangYong.
FOCUS ON CHINESE CARSAteco Automotive NZ will now dedicate itself to Chery and Great Wall, with Foton’s 4,000kg-plus truck line coming later in the year.
The country’s largest independent car importer is predicting 2,000 sales during 2013 of the two marques already established here, more than double last year’s tally.
Ateco Automotive NZ was set up a decade ago to distribute European brands, but the past four years have seen its emphasis move to the Chinese side.
“Ateco has never been wedded to one particular business type or plan,” says Crichton.
“A decade ago, when we started our Chinese programme, it would have seemed almost laughable to some people that it would become the core of our business.
“But our foresight means Ateco isn’t only the first company to bring Chinese brands to New Zealand, we’re still the only company to have successfully marketed them across New Zealand and Australia.
“There’s no doubt that the Chinese market is the way of the future.”
The new Mt Wellington HQ marks a considerable gain in size over its previous facility, which means Ateco is ready to take Chery and Great Wall to the next stage of their growth and accommodate Foton’s launch.
Ateco, under the direction of general manager Lawrie Malatios, will share media buying power with Fiat Chrysler NZ for it to have more advertising and marketing without major cost increases.
[continued from page 7]
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Neville Crichton at the Mt Wellington base last week
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newsnews
Sale advert complaint dismissed
“When the advert was placed, all vehicles were available. The vehicle Pryor inquired on was the 2012 Citroen DS3.
“Before he inquired, this vehicle had been sold as a motor vehicle registration check will confirm.
“Other vehicles in the advert were still available for sale when the complainant inquired,” stated the franchise.
“We are confident this advert was prepared with a due sense of social responsibility.
“This was a genuine clearance of vehicles owned by Andrew Simms European. No representation was made that more than one of each vehicle was available for sale.
“This advert shows pre-registered, demonstrator and used vehicles with registration numbers, colours and kilometres travelled.”
The dealership believed even reasonable consumers without knowledge of cars would be unlikely to be deceived into believing there were multiple vehicles with the same registration number, colour and odometer readings.
“This advert clearly states it’s
only valid while stocks last in the terms and conditions,” it said.
“If Pryor had inquired before this vehicle was sold, we would have sold it to him. The complainant missed out by a few days.”
The complaints board considered the advert with reference to basic principle four and rule two of the code of ethics.
This required it to consider if the advert contained anything likely to deceive or mislead the consumer, and if it had been prepared with social responsibility.
The board acknowledged Pryor’s frustration at the car being unavailable.
But taking into account the advert featured specific makes and models, along with registration numbers and qualifying statements regarding availability, the board stated it didn’t reach the threshold effect of breaching rule two of the code.
It also decided the advert had been prepared with the requisite standard of social responsibility required under basic principle four, so it ruled to not uphold the complaint.
A complaint lodged by a would-be buyer, who travelled to Auckland to
buy a car only to find it had been sold, has been thrown out.
The matter concerned an online advert for Andrews Simms European, which featured a clearance sale of pre-registered Citroens and “until current stocks last”.
M Pryor, the complainant, travelled from Hamilton to the dealership in Newmarket to buy one of the vehicles, but when he arrived was told it had been sold.
The website advert featured demonstrator and used Citroen cars, and included “clearance sale, hurry – final days”.
“I travelled to view them and was told by the sales manager they had all been sold,” Pryor told the complaints board of the Advertising Standards Authority (ASA).
“When I returned to Hamilton, I checked the website again and found the advert was still there.”
About two weeks later, he was contacted by a sales person and asked if he was interested in buying a standard model.
“I told him I was disappointed that last time I looked the advert for the demonstrator was still there and he undertook to have it removed,” said Pryor.
“I checked the website again and downloaded the advert, which appeared to be the same as the original. I believe this was misleading.”
Andrew Simms Newmarket responded by stating the advert was run in the NZ Herald and placed on its website.
“It had one-off pre-registered, demonstrators and used vehicles for sale,” it said.
Reliable fortnightly vehicle logistics
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Code of ethicsRule two in the code of ethics relating to advertisements covers truthful presentation.
Adverts shouldn’t contain a statement or visual presentation – or create an impression that directly or by implication, omission, ambiguity or
exaggeration – that is misleading or likely to deceive consumers, make false and misleading representations, abuse the buyer’s trust, or exploit a lack of experience or knowledge.
Basic principle four states all adverts should be prepared with a due sense of social responsibility to consumers and society.
Delivering savings to importers and dealers About 800 deAlers hAve signed up to a trading platform that saves them money and hassles by cutting out the middle man.
Autoport is an online offer and counter-offer system for buyers and sellers to decide on prices as if they’re in the same room.
The service, launched by Hamish Lusk and David Paviour earlier this year, also offers a buy-now option, while New Zealand dealers can list their vehicles for free.
Autoport is proving so popular the company has taken on extra staff in Auckland, and has opened offices in Japan and the UK.
“What we’re offering is an international trading platform with great processes in place,” Paviour explains.
“Our service allows dealers to avoid agent, auction success fees and other costs. We put traders in touch with each other.
“Our processes are robust and buyers know what they’re getting. When something’s bought, we get it checked. What you see is what you get.
“We are making it easier for importers and those who haven’t imported before by covering some pitfalls.
“We’re starting to take the wholesale market by storm, making big steps quickly, getting infrastructure in place and already have 10 people in our organisation.”
Part of that infrastructure is opening offices in Southampton and Osaka, with one in Tokyo to follow.
In the UK, Autoport helps dealers by finding VAT-qualifying cars, having them go through Autoport’s independent yard check, getting vehicles NZTA and MPI checked at the port and onto the boat. It’s a full door-to-door service.
“Every vehicle has a 140-point yard check,” says Lusk. “If anything – including rust – comes up it will not leave the UK and the dealer has his payment returned, which is held by Autoport until it’s passed the check and is booked on-board.
“One of our traders has bought 12 cars from the UK and they flew through checks and compliance.”
Japan is a more mature market when it comes to exporting, but cars are still properly checked at yards and go through MPI and odometer processes.
They are verified by Autoport’s third-party inspection service provider at sellers’ yards before deals are finalised. If they pass, it’s all systems go.
The process then continues as outlined in the diagram below:
Kiwi dealers can also list on Autoport for free to sell in-trade and stock is easy to load onto the website.
“There are probably no dealers who wouldn’t mind wholesaling vehicles,” enthuses Lusk. “We want to show dealers how robust the system is and how it safeguards their interests against the pitfalls of buying from overseas.
“If there’s something unclear about a car or they want more information, they can ask questions anonymously in English, which will be translated into Japanese, and
car dealers can also request appraisals.“The response has been great after everything is
explained and dealers realise we’re not an agent but provide a great buying process. That’s our point of difference. It saves dealers time and money.”
WELCOME ON-BOARDAmong the new faces at Autoport’s HQ in Auckland are Lachlan Wilkinson, NZ sales and account manager, and Tara Cudby, administration manager.
“My role is looking after dealers and establishing relationships with those yet to come on-board,” says Wilkinson.
“Autoport is an easy way to get hold of cars from Japan and the UK, and it’s great for dealers who haven’t imported before.
“We don’t sell cars. We’re selling a service to provide buyers with secure processes to purchase cars directly.
“Our processes can help them find what they’re looking for. For instance, searches can be set up by clients for specific vehicle types.”
Tara Cudby is liaising with dealers here as soon as vehicles are in transit.
“After the deal has been struck, I handle everything from there,” she says. “That includes getting stock to port, onto anywhere in this country, and NZTA and MPI clearance.”
From left, John Lennon, technology generalist, Tara Cudby, administration manager, co-founder David Paviour, Lachlan Wilkinson, NZ sales and account manager, Tatsuichiro Komiya, NZ-based Japanese account manager, and co-founder Hamish Lusk
Lachlan Wilkinson: (09) 903-0717 [email protected] Paviour: (09) 903-0711 [email protected]
Hamish Lusk: (09) 903-0712 [email protected] Cudby: (09) 903-0715 [email protected]
www.autoport.net
autoport.net
Seller loads vehicle with FOB price
Seller and buyer agree conditional price
Buyer pays Autoport, which holds payment in trust account
Vehicle sent to port and seller paid
VEHICLE PASSES
Car is MPI checked etc and loaded to ship
VEHICLE FAILS
Deal off or renegotiated
Cash returned to buyer,
seller pays fee
Autoport’s third-party checker inspects vehicle on yard
12 | www.autofile.co.nz
Zealand drivers a range of hybrids,” says Neeraj Lala, general manager of product planning.
Incorporating a 2.5-litre four-cylinder Atkinson-cycle petrol engine with D-4S direct injection technology and electric motor, the rear-wheel-drive has a CO2 emissions target of below 110g/km.
ALTERNATIVE FUEL SOURCESThe future of hybrids and electric vehicles (EVs) came under the spotlight in Shanghai.
The government is focusing on low-emission technology after having severe air pollution in the city and Beijing. It has set sales targets of 500,000 hybrids or EVs by 2015 and five million by 2020.
Geely, which owns Volvo, aims to sell 3,000 EVs next year and 10 times that by 2016. The company has spent NZ$188 million developing them, but an insufficient number of charging stations is a roadblock.
Although EV sales are disappointing, global
manufacturers are launching China-only EV brands with local partners.
Daimler and BYD Auto, which is 10 per cent owned by Warren Buffett’s Berkshire Hathaway, displayed their first Denza electric SUV.
Toyota and the FAW Group showed an EV with the Ranz badge, and Detroit Electric launched the world’s fastest EV, which it plans to market in China with Geely – the SP.01 makes 0-100kph in 3.7 seconds.
SKIN GETS COVERED UPPromotional girls in Shanghai returned to modest outfits after a crackdown on skimpy clothes.
The organisers of last year’s Chengdu Motor Show were reprimanded by the government after near-nude models created mayhem in the crowds.
But the Shanghai event was more sedate. While models favoured plunging necklines and short skirts, there were no see-through blouses or exposed skin.
Lexus’ GS 300h hybrid
Marque unwraps luxury sedanThe first mid-size four-door
sports sedan in a brand’s 100-year history has been
unveiled at the Shanghai Motor Show.The Ghibli is being released as
part of Maserati’s drive towards 50,000 sales a year.
New Zealand’s campaign role will start in the third quarter of this year when the new Quattroporte debuts, followed by the Ghibli in early 2014.
Maserati hopes to match its global target with 1,500 Australasian sales in 2016, of which 10 per cent will be allocated to this country.
The two models will boast two different power outputs from turbo-charged V6 petrol engines with rear-wheel-drive (RWD).
The Ghibli’s eight-speed automatic transmission will also be offered in the marque’s first diesel engine.
The turbo-diesel three-litre V6 will deliver high performance but use less than six litres per 100km on the NEDC fuel-economy cycle.
The most powerful V6 will be the Ghibli S’ twin-turbo, with 301kW of power at 5,500rpm and 550Nm of torque from 1,750rpm.
The all-wheel-drive S Q4 will reach 100kph in 4.8 seconds, with the RWD version taking 0.2 seconds longer. The S has a top speed of 285kph, 1kph faster than the Q4.
The second turbo-charged three-litre V6 petrol engine available has power of 243kW and 500Nm of torque. It delivers economy of 9.6l/100km and accelerates to 100kph in 5.6 seconds.
Pricing and specifications will be released closer to launch.
SUV FOR ‘BRITISH’ MARQUEMG’s first SUV will be in the shape of the CS concept, which previews the model due to go on sale next year.
It’s expected the CS will be based on the MG3 small car’s underpinnings and powered by a 1.5l, 1.8l or 2l turbo petrol.
A 1.9l diesel engine may be an option, while the production version is likely to be similar in size to Kia’s Sportage.
The car was designed by MG’s design director, Anthony Williams-Kenny, and the marque believes it “oozes British design flair while embracing the sport DNA of MG”.
The concept’s features include headlights with a multi-faceted “shard” structure. These refract light in different colours and shapes from the side, but form MG’s trademark octagon from the front.
More details will be available later this year, but it’s likely to cost about $30,000 based on the MG6’s pricing.
HYBRID IN LUXURY RANGELexus unveiled its all-new GS 300h in Shanghai, expanding its sedan line-up with another fuel-efficient hybrid set to arrive on these shores towards the end of 2013.
The range addition is aimed at customers wanting a spacious mid-size sedan that “combines quality with fantastic fuel efficiency”.
“The GS 300h will strengthen Lexus’ market share and underline the brand’s ability to offer New
new cars
Maserati’s all-new Ghibli
MG’s SUV concept
Shipping vehicles withno hidden surprisesif something cAn be done,
logistics company CFR Line (NZ) Ltd will get it done and has the experience do so efficiently.
The Auckland-based operation has been a well-respected provider of shipping solutions – especially for importing motor vehicles from the UK and US – for more than four years.
Now it has branched out to cover a wider range of stock from those two markets, with importers and car dealers here in New Zealand enjoying a fixed pricing structure.
“Our door-to-door service covers the entire process from picking up vehicles to delivery and compliance at this end,” explains Paul Stichbury, CFR Line’s trade lane manager.
“We do all of the unpacking and full MPI and Customs clearance at our Penrose site, which gets vehicles off the wharf quicker.
“This has advantages in that fewer hands handle them, everything’s done here with great care and our security systems mean there are eyes on them all the time.
“Completing all pre-export and post-import work on-site also enables us to be flexible with pick-up and delivery times to fit in as best we can with customers’ needs.”
CFR Line’s fixed pricing sets importers’ costs depending on what type of vehicle is being brought into the country, while its door-to-door service provides security and peace of mind.
“Car importers and dealers know what they will get and there are no hidden surprises,”
and individual customers.“We’re also seeing a steady
stream of classics and later model performance cars, such as Camaros, Corvettes and Mustangs.”
The cross-rate between the New Zealand dollar and British pound is making UK imports even more attractive to buyers.
“What we’re shipping from the UK includes mainly later model SUVs and upmarket sedans,” says Stichbury.
CFR Line has been shipping classic cars since 1988, and offers weekly shipments to Auckland departing from Los Angeles, New York, London, Sydney, Melbourne and Brisbane.
The company can also offer Tauranga, Napier, Wellington,
Nelson, Lyttleton, Port Chalmers and the Pacific Islands as destinations.
CFR Line (NZ) Ltd was formed about four years ago when its directors, all with extensive industry experience, felt the time was right to put together a new company to better service the market.
“It started with the idea of importing vehicles and caravans, along with freight and logistics,” says Stichbury, who has worked in freight forwarding for about 25 years.
“What the company has is experience and integrity. Harald Hermans, our managing director, has 30 years’ experience in shipping.
“Our team’s experience means if something can be done, we’ll do
it and we’ll do it right.”
About the compAnyCFR Line (NZ) Ltd’s Customs-bonded storage area and MPI-approved inspection facility in Penrose is a one-stop shop.
Unusual items imported have included fibreglass rhinoceroses destined for promotional use outside high-street carpet stores and a 1960 Pontiac hearse, about the size of three modern cars.
CFR Line offers weekly caravan and camper shipping services from its UK depots in Ipswich, Hull and Southampton.
Its warehousing and distribution arm offers
modern storage and handling facilities for cargo and specialised products, from carpets to bulk paper and food.
A well as offering reverse logistics and inventory management, the company is also Placemakers’ logistics provider.
The Customs brokerage side’s industry-leading systems ensure efficient clearance, while the air freight operation offers competitive rates.
emphasises Stichbury. The company has always
transported cars and caravans from the UK. But with that market changing about 18 months ago and more cars arriving onto these shores, it felt the time was right to expand services.
The shipping is containerised for cars and caravans, with roll-on, roll-off services for bigger items, and a similar set-up for the US.
“We have a lot of later model stock coming in from America,” says Stichbury. “We can now import many more models without having to change them to right-hand-drive.
“That has changed the mix in containers. These later model vehicles represent a mix between dealerships
Get in touchCFR Line NZ Ltd is based at
270 Neilson Street, Penrose, Auckland.
freephone 0800 237 393
email [email protected]
web www.cfrline.co.nz
Paul Stichbury by CFR Line’s Customs-controlled area and a recently imported Mini
14 | www.autofile.co.nz
NewS in briefJapanese claim global first for recycling battery metalsThe world’s first process to reuse earth metals from nickel-metal hydride batteries in new ones has been created by Honda.
The marque extracts an oxide containing rare metals from used batteries at Japan Metals & Chemicals (JMC).
By applying molten salt electrolysis to the oxide, Honda takes out metallised rare earth to use as negative-electrode materials in batteries.
The material extracted is more than 99 per cent pure, which is as high as rare earth metals newly mined.
The process also removes more than 80 per cent of rare earth metals in nickel-metal hydride batteries. The metals are being reused in hybrid-vehicle batteries.
When enough volume is secured, Honda will apply the same process to recycle rare earth metals from used nickel-metal hydride batteries collected by dealers when they are replaced.
Fastest car on planet loses title – then gets it backBugatti’s Veyron Super Sport, pictured, was once again world’s fastest car, one week after being stripped of its title.
Guinness World Records officials withdrew the title last month amid revelations it had been tampered with. Engineers removed its speed limiter to allow it to reach 431kph in 2010.
But they back-flipped after a technical review and stated, “Guinness World Records is satisfied a change to the limiter didn’t alter the fundamental design of the car or its engine”.
The topless Veyron Grand Sport Vitesse was recently named the world’s fastest convertible after hitting 408kph.
More jobs to be created by parts distribution centreYuji Nakamine, senior managing executive officer of Mazda Motor Corporation, has officially opened a new parts distribution centre.
Having outsourced its parts supply and distribution for 14 years, Mazda NZ decided to take the service back in-house.
Andrew Clearwater, managing director of Mazda NZ, says parts logistics is integral to providing a full service to customers and will strengthen the brand’s market share.
“With more than 240,000 Mazdas on New Zealand roads, this cutting-edge facility will enable us to respond faster.”
The facility next to the marque’s head offices in Mt Wellington, Auckland, boasts 5,000sq m of space and a 1,100sq m all-weather canopy. It will create new employment opportunities over the coming months.
Award-winning compact MPV heads to these shoresKia has won a hatful of accolades in an international competition, including “best of the best” for the pro_cee’d, its European three-door sports hatch.
The Korean marque also won Red Dot design titles for the cee’d five-door, cee’d Sportswagon and Carens compact MPV.
Kia Motors NZ is scheduled to launch the Carens here later this year, and is studying performance versions of the pro_cee’d and cee’d for limited release.
High demand for scooters boosts two-wheel marketOn-road motorcycles sales rounded out a positive market overall last month, with sales up by 23 per cent over April 2012.
Year to date, on-road bike registrations are up 15 per cent, driven largely by growth of 32 per cent in the scooter, or sub-60cc, class.
To advertise here, contact:
VEHICLES WANTED
Ph 021 455 775 advertising@autofi le.co.nz
DEALERS BUYING NOW
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JAGUARS, LAND ROVERS, RANGE ROVERS, RENAULTS AND VOLVOSPhone JEREMY GATES - (021) 8999 21
ALWAYS BUYING GOOD NZ NEW VEHICLES
Call Guy Walker 021 992 048
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ALL PORSCHE, LAND ROVERS, RANGE ROVERS, JAGUARS AND VOLVO MODELS
Mitsubishi • Mercedes Benz • Honda Hyundai • Isuzu Utes
SsangYong • Great WallWe purchase NZ new cars & commercials.
All makes & models. Anywhere in NZ.Karl Briggs 0274 721 551 [email protected]
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Phone Taylor Campbell 027 600 5600 [email protected]
VEHICLES WANTEDAlways buying NZ new cars and commercial vehicles.
We buy nationwide.
Brett Harris 029 293 1232 [email protected] www.farmerautovillage.co.nz
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WE PURCHASE NZ NEW CARS AND COMMERCIALS FOR ALL OUR FRANCHISES
www.autofile.co.nz | 15
Powered by the high-performance four-litre turbo-charged DOHC 24-valve in-line six, the F6 can produce 310kW of power and maximum torque of 565Nm.
To achieve the 40kW increase over Ford’s XR6 Turbo variant, FPV strengthened the piston design and cranked up the boost.
A new intake system has improved airflow from the intake to the engine head inlet, which reduces pressure drop without losing boost capability.
The F6 has fuel consumption figures of 12.3l/100km in manual transmission and 12.1l/100km with the automatic.
With up to 335kW of power, the five-litre Miami V8 the FPV GS and GT range meets FPV’s stringent performance requirements.
Based on the Coyote five-litre in the Mustang GT, the Miami has a quad-cam 32-valve head combined with a Harrop supercharger to produce 335kW and 570Nm in GT guise.
At the end of last year, Ford bought the FPV assets to engineer, manufacture and market the brand in Australia.
The first entirely Ford-built FPV to come off the Broadmeadows assembly line was a silhouette black GT.
Ford Australia has returned to full GT production after 37 years, with FPV now based
at an assembly plant north of Melbourne.
President Bob Graziano says FPV is the “ultimate version of the Falcon and we’re excited to have taken over assembly of these machines”.
Ford’s history with performance vehicles goes back a long way and nameplates – such as the GS and GT – have now been welcomed back in-house.
“The F6 range features the most potent version of our locally developed i6 engine and it’s a buzz to be completing these cars for the first time,” says Graziano.
Each FPV is now hand-
finished at the 45-acre facility at Broadmeadows.
By bringing production in-house, Ford is eliminating the double-handling of vehicles, while their exhaust vacuum tubes can be fitted on the production line to remove the need to reassemble further down the line.
As the brand responsible for tuning the blue oval’s locally produced Falcon models, FPV has created performance Fords since 2002, including the BA Boss GT and GT R-SPEC.
The FPV range currently consists of three six-cylinder and five V8 models, with the turbo-charged F6 sedan, F6E and F6 ute boasting 310kW of power.
Powering back into production
New legislation will crack down on unscrupulous lenders “who prey on
desperate people and leave them trapped in a spiral of debt”.
The Consumer Credit and Financial Services Law Reform Bill, often touted as the loan shark laws, is the biggest overhaul for a decade.
“The changes usher in an era where lenders must act responsibly, consumers have the information they need and where there are significant consequences for those who breach the law,” says Craig Foss, Minister of Consumer Affairs.
Lenders have to take responsibility for the effect of credit they provide, can only lend when the loan meets borrowers’ requirements and repayments should cause no substantial hardship. Companies can be banned for failing to lend responsibly and a code of responsible lending will be introduced.
There will be better controls on misleading adverts, repossession agents and employees will be
licensed, and goods cannot be repossessed unless consumers are identified in contracts.
Meanwhile, the government will exempt unregistered vehicles operating under trade plates from road-user charges (RUC).
The Motor Trade Association (MTA) says the Ministry of Transport advised industry groups on April 24 as part of a move to extend exemptions on vehicles not required to be registered.
Dougal Morrison, general manager of advocacy and training at the MTA, says: “The government has recognised it’s not possible to issue distance licences to unregistered vehicles.”
The government will bring in an annual charge of $245, excluding GST, for trade plates on heavy vehicles in addition to existing charges associated with trade plates.
The RUC exemption should be in place in late 2013 or early 2014, with the annual charge coming into effect on January 1.
Lending laws in place
This GT was Broadmeadows’ first Ford-built FPV
miles motor groupPAUL CURIN 0274 333 303 [email protected]
Mercedes BenzVolkswagen
BMWAudi
Lexus
ToyotaNissanChryslerJeep Dodge
VEHICLES WANTED
We are always looking to purchase late model NZ NEW CARS AND COMMERCIALS
16 | www.autofile.co.nz
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control system (PSC).The history of ESC
goes back to the late 1980s when BMW and Mercedes-Benz introduced traction control systems.
These worked by applying individual wheel braking
and accelerator control while accelerating to prevent loss of traction to the drive wheels.
In the early 1990s, Mercedes-Benz developed its Elektronisches Stabilitätsprogramm, which translates as electronic stability programme and was trademarked as ESP.
This was introduced to the market in the S-Class (W140) in 1995 and BMW followed later that year with other manufacturers progressively following suit.
Another development in the 1990s was the Moose-Test, when vehicles had to manoeuvre around obstacles at prescribed speeds.
As some dealers may or may not be aware, the Safer Journeys
initiative released by the Ministry of Transport (MoT) indicates there may – in the future – be a requirement for vehicles entering the New Zealand fleet to be equipped with electronic stability control (ESC).
This computerised technology controls vehicle stability when it detects a loss of traction through skidding.
The loss of traction is controlled by applying the brakes to individual wheels via the anti-lock braking system to modulate braking as required.
Some ESC programmes will also moderate engine speeds as part of the control system – while these systems do not improve the vehicle’s cornering ability, they help minimise loss of control.
The Rightcar website lists manufacturers’ names with acronyms of their ESC systems, and there are many different ones around the world.
Mitsubishi’s are active stability control (ASC) and active skid and traction control multimode (ASTCM), while Ferrari’s is controllo stabilita (CST).
Ford’s system is called AdvanceTrac with roll stability control (RSC).
The blue oval also has interactive vehicle dynamics (IVD) and electronic stability programme (ESP), and dynamic stability control (DSC), which is only available in Australia.
DSC is used by the Rover Group, BMW, Mini, Land Rover, Range Rover, Skoda and Jaguar.
In addition to DSC, Mazda has dynamic traction control (DTC), while Volvo has ESP and dynamic stability and traction control (DSTC).
ESP is also used by Holden, Audi, Chrysler, Mercedes-Benz, Saab and Volkswagen, while Maserati stability programme (MSP) and Porsche stability management (PSM) are self-explanatory.
Vehicle dynamic control (VDC) is utilised by Subaru and Nissan, and Honda has vehicle stability assist (VSA).
Toyota and Lexus have vehicle stability/swerve control (VSC) and vehicle dynamics integrated management (VDIM).
StabiliTrak is used by General Motors, Buick and Pontiac, while Oldsmobile has its precision
MALCOLM YORSTONIMVIA Membership and
Technical Services Manager
Controlling loss of traction
tech report
In 1997, a Swedish journalist rolled an A-Class Mercedes-Benz at 78kph during one of these tests. This resulted in the manufacturer recalling 130,000 A-Class vehicles to retro-fit them with ESP.
The European Union (EU) has now mandated the fitment of ESC to all new model cars introduced from November 1, 2011.
No existing models without ESC are permitted to be sold new in the EU after the end of 2013.
In the US, the National Highway Traffic Safety Administration required all new passenger vehicles to be equipped with ESC by 2012.
ESC is a passive system. It continually monitors steering and other factors to detect the angle the driver has the steering wheel at, which indicates the direction the driver intends to go.
It also monitors the actual direction the car is travelling, which is monitored by lateral accelerometers and vehicle yaw and individual wheel speeds.
Only when the ESC senses the vehicle isn’t going where the driver is intending it to – over steer or under steer – will it intervene and apply braking to individual wheels as required to bring the car under control.
This may also result in reducing the power supplied by the engine to the wheels.
Motorists shouldn’t rely on ESC but should employ good driving practices to eliminate the possibility of getting into situations that activate these systems.
After a 1997 A-Class was rolled at 78kph, Mercedes-Benz recalled 130,000 models to retro-fit ESC
www.autofile.co.nz | 17
Freephone: 0800 435 7868 [email protected] • www.protecta.co.nz
Adding value we can measure and you can bank
Selling systems indispensable
sales talk
18%
11%
10%
12%
42%
25%
27%
18%
30%
0% 5% 10% 15% 20% 25% 30% 35% 40% 45% 50% 55%
Fina
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Paym
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P In
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New
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Best result $995Worst result $385
PROTECTA Nationwide F & I resultsApril 2013
I’ve heard this remark a number of times: “I have my
own style of selling.” It usually comes from relatively inexperienced sales people.
What they normally mean is something like: “I don’t have any real system, I don’t want scrutiny and I’m probably not going to learn anything from you.”
How valid is this position? Does every sales person have a unique style, or are they trying to hide from accountability under this cover?
Let’s consider the concept of a “selling system”.
McDonald’s didn’t grow its business by asking staff to figure out how to do the job. They work on the basis there’s a “best way” to greet customers, take an order, sell extras and cook a burger.
They figured out the best way, got the required tools and documented effective processes – and train everyone to do it that way.
As a result, people work the system and
the system works – McDonald’s can make almost everyone into a productive employee.
The truth is good systems make people effective. It’s like a football game. No coach says: “Okay, go out and figure
out how to be successful.”
A coach develops a best way to tackle, pass, catch and so on, develops the system, creates a game plan and teaches the players what they are.
Similarly, a selling system addresses interaction between the sales person and customer to provide a game plan for success.
Think of it as a template for the sales person’s face-to-face tactical encounters. When it comes to selling, there are principles, processes and tools that are more effective than others.
To be effective in sales, sooner or later you’ll need to develop a system. If you need help, contact a specialist.
RAY MehARgNational sales manager
Vehicle sales surVey
about customers
95% have a vehicle now or will get one soon.
99% want to drive the vehicle before buying it.
85% decide to buy before leaving home.
78% of people who look at a car buy one.
at the dealership
83% stated they were “just looking” when approached by sales
people.
85% said the sales person didn’t guide or direct the sale, failed
to qualify their needs and didn’t build rapport.
88% received a poor presentation and demonstration.
making the purchase
50% bought on the spot after receiving a good presentation
and demonstration.
90% purchased a car within one week after shopping at the
first dealership.
90% who didn’t buy were never contacted after leaving the trader.
When they did buy
82% couldn’t remember the sales person’s name a year later.
90% were never contacted again about buying another vehicle.
85% had no plans to buy from the same sales person or
dealership again.
62% had a family member or close friend who wanted to buy
within six months.
58% bought the same product they looked at on the first visit.
Source: Vehicle Sales Academy
18 | www.autofile.co.nz
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BackgroundKogilan Naidoo bought a BMW 318i from Vital IP Ltd, trading as Metro Automotive, on November 13, 2012.
He wanted to recover the costs of repairing rust, estimated at between $2,000 and $2,576, and said the vehicle wasn’t of acceptable quality in terms of the CGA.
Vital IP said the car was an eight-year-old import from Singapore, had travelled 106,800km and was sold for $12,800.
Naidoo inspected the BMW twice and if the cosmetic condition was unacceptable, he shouldn’t have bought the vehicle.
Vital IP added it was safe to use because it was sold with a warrant of fitness (WOF) and it wasn’t required to supply a rust-free vehicle.
The caseNaidoo test drove the car once, inspected it twice and the trader repaired some minor faults before selling it with a three-year mechanical breakdown policy.
The buyer noticed rust along parts of the seams on the front doors on January 9, 2013, and Gray & Galpin Panelbeaters Ltd initially orally quoted $1,400 to repair and paint them.
Naidoo proposed the trader pay half of the estimated repair, but Vital IP refused.
On January 16, Gray & Galpin also found rust in the seams of both rear doors. It quoted $2,576 to remove and replace all of the doors, repair, paint and realign them.
Naidoo told Vital IP he was still prepared to pay half, but the trader again refused to contribute.
It was, however, willing to have the rust removed at trade prices at a fraction of the quote and less than the amount Naidoo indicated he was happy to share with Vital IP.
Naidoo then went to S&J Panel Beaters Ltd, which quoted $2,000 to replace all four doors with second-hand ones, paint them and blend the paint into the front and rear guards.
Amyn Tharani, the trader’s manager, said there was no reason his company couldn’t sell a car with cosmetic defects and the selling reflected the vehicle’s condition.
He said the BMW went through compliance on October 16, 2012, with no rust issues, but acknowledged it had rust on the weld seam of all doors and that it was visible.
Tharani emailed Naidoo on February 11 to say Vital IP could, at the buyer’s cost, have the rust removed and the doors repainted using its repairer for $500 plus GST.
He also said, but didn’t record this in his email, that he told Naidoo Vital IP would give him a two-year guarantee on the work, which would’ve exceeded the 12 months normal given by the trade. Naidoo didn’t accept this offer.
Tharani took the car to VTNZ for a WOF on February 11 after it had travelled 3,431km.
It failed because Naidoo had changed the tyres and wheels, and his supplier had put the left rear tyre on the rim the wrong way. The car also had an exhaust leak, but didn’t fail the WOF for rust.
Tharani produced a quote of $575 from Fairfax Panel & Auto Service Ltd to treat the rust-affected
areas, repaint the doors’ inner areas and refit them.
The adjudicator and assessor inspected the BMW in a car park. The natural light in the building wasn’t particularly good, but it was possible for the rust to be seen.
All four doors were affected by surface corrosion and or perforated corrosion of the panel seams: Along the vertical trailing edge
of the front doors. Along the leading edge,
trailing edge and a large portion of the lower edge of the rear doors.
The findingIn deciding if the car complied with the guarantee of acceptable quality when sold, the tribunal considered it was eight years old and had travelled 106,850km when bought for $12,800.
It also took into account it had been used in Singapore’s sub-tropical and corrosively harsh climate for eight years before being imported in October 2012.
The tribunal didn’t think a reasonable consumer buying such a car would regard it acceptable to have rust on all four door seams within three months of supply.
It didn’t accept Tharani’s submission a trader could sell a rusty car to a consumer, and that it was up to the consumer to check and satisfy himself of its condition.
Applying the CGA to this case, the rust rendered the car neither acceptable in appearance and finish, nor free from minor defects and not as durable as
The case: The buyer asked the
seller to repair some rust, which was
noticed a few months after purchase,
on the doors of a BMW.
The decision: The dealer refused to do so and offered to get the vehicle fixed at the customer’s expense at trade rates,
but this failed to meet the trader’s
obligations under the Consumer
Guarantees Act (CGA).
At: The Motor Vehicle Disputes
Tribunal, Auckland.
a reasonable consumer would regard as acceptable.
Tharani’s submission might have been correct in the case of an old, cheap car when the presence of surface rust wasn’t a WOF or safety issue, but that wasn’t the situation in this case.
The tribunal ruled the car didn’t comply with the guarantee of acceptable quality when sold.
There was no dispute whether or not Naidoo had required Vital IP to remedy the rust. He did and Vital IP’s position was it didn’t think it was its responsibility.
Vital IP refused to repair the rust at its own expense, but offered to get it repaired at Naidoo’s cost at trade rates. This failed to meet the trader’s obligations under the CGA.
Naidoo was entitled to have the failure remedied elsewhere and obtain from Vital IP all reasonable costs incurred.
He produced two estimates – Gray & Galpin’s for $2,576 and S&J Panel Beaters’ for $2,000.
The tribunal normally orders a trader to pay the lower of two estimates, but agreed with Tharani’s comments that S&J’s estimate appeared unreasonably low.
OrderVital IP Ltd was ordered to reimburse Naidoo’s repair costs up to $2,576 on presentation of the original GST repair invoice.
Dealer’s rusty doors defence hinged on vehicle being old and safe to drive
disputes
www.autofile.co.nz | 19
BackgroundEmily Lathole bought a 2004 Ford Focus from Wheels on Wairau Sales Ltd for $13,990 on December 14, 2011. She claimed she was told it had a chain-driven motor.
In February 2013, the vehicle failed and Lathole discovered it wasn’t chain-driven. She claimed the engine was misrepresented to her and sought remedy under the Fair Trading Act (FTA).
The trader denied this and said Lathole might have been confused by information she was given about a Toyota Allion, which was chain-driven. It replaced the engine at its own cost.
The caseUnder the Motor Vehicle Sales Act, the tribunal can inquire into and determine claims between traders and buyers.
In doing so, it can apply the Sale of Goods Act, the FTA or the Consumer Guarantees Act to the matter.
In this application, the FTA applied because section nine states: “No person shall, in trade, engage in conduct that’s misleading or deceptive, or is likely to mislead or deceive.”
In December 2011, Lathole and her husband Stephen decided to replace their 2001 Toyota Harrier with another second-hand car at a cost of $12,000-$14,000.
On December 9, they visited the trader’s yard, met Mr S Bartulovich and said they wanted a chain-driven car.
The salesman showed them a Toyota Allion, Nissan Tiida and the Focus. They claimed he told them the Allion was chain-driven.
The Latholes test drove the Tiida, but didn’t like it, and the Allion, which they decided to buy.
But the Allion hadn’t been complied and Alphera Financial Services needed the vehicle identification or registration number to finance it.
Lathole discussed buying the Allion over the phone with Bartulovich between December 10 and 14.
He allegedly told her the Focus was the same as the Allion, so she understood its engine was chain-driven and bought the Ford on December 14.
The couple didn’t test drive the Ford or have a pre-purchase inspection carried out. The odometer was on 36,666km.
The trader had the car serviced on November 25 and placed a sticker on the windscreen showing the next service was due on May 25, 2012, or at 46,600km.
The Latholes didn’t have the Focus serviced while they owned and drove it 30,766km. No service handbook was supplied and they didn’t research or ask if the car had a timing belt or chain.
Lathole’s husband said the car made no unusual noises before its engine ceased on February 14, 2013, although she said it failed on February 13.
The car was towed from Riverhead by Apex Automotive Services to its workshop in Porana Road, Wairau Valley.
Apex’s undated letter stated it appeared the cam-belt had stripped. It found the car had no compression on its four cylinders and it was suspected the valves were bent. The estimated replacement cost was $3,000.
The Latholes went to the trader on February 13, 2013, and met Bartulovich who, although he couldn’t recall their discussion in
December 2011, denied he would have told them the car was chain-driven.
Mr Rutherford, the trader’s director, offered to replace or repair the engine with the parties sharing the cost. The Latholes rejected that.
The trader towed the car to its workshop on February 19. The cam-belt tensioner bearing had collapsed causing misalignment, which damaged all 16 valves.
It replaced the engine and cam belt, cam-belt tensioner and idler, and serviced the car. The cost was $2,907. The Latholes had a loan car during the work, but said the repairs weren’t agreed to by them.
Ms S Rapley, the trader’s administration manager and accountant, disputed that.
She said the couple was willing to have it repaired and Lathole’s application stated “Stephen asked him [Bartulovich] if he would call his manager to arrange a courtesy car until the car was fixed”.
Rapley thought the Latholes were confused about which cars they inspected in December 2011 had a cam chain. Only the Allion had one, while the Tiida and Focus had cam belts.
She said the Latholes rejected all offers, even trading in their repaired car for a Toyota Avensis, which had done 44,000km, for a change-over of $4,000.
Instead, they wanted a straight swap of the Focus for the Avensis, which the trader declined.
Bartulovich told the tribunal he had been in the industry for 44 years and was aware of the difference between cam-belt and chain-driven motors.
He said the Latholes agreed to buy an Allion, but then wanted the
The case: The buyer of a Ford
Focus claimed the trader made false
representations about the vehicle’s
engine at the time of purchase.
The decision: The tribunal
needed to be satisfied – on the
balance of probabilities – the dealer
told the buyer the car was chain-
driven, but it wasn’t convinced the
owner was misled or deceived into
thinking that.
At: The Motor Vehicles Disputes
Tribunal, Auckland.
Focus with its cam-belt motor. He was certain he didn’t tell them the Focus was chain-driven.
The findingThe tribunal needed to be satisfied Bartulovich told the buyer the Focus had a chain-driven motor, but it wasn’t satisfied to the extent required that he misled or deceived Lathole.
The tribunal accepted from Lathole’s evidence she wasn’t and didn’t claim to be mechanically knowledgeable.
It thought she was probably confused about which of the cars she inspected was chain-driven.
This was because of the three vehicles she saw, and the two she test drove, only the Allion had a chain-driven engine.
The tribunal accepted that Bartulovich, an experienced salesman, would know a 2004 Ford Focus didn’t have a chain-driven motor.
It added there was little point in Bartulovich misrepresenting the Focus because the truth would have become evident when the Latholes had the vehicle serviced and were advised to replace the cam belt.
The tribunal noted Lathole hadn’t suffered any loss because the car has been repaired by the trader at its cost. Even if she had been misled, there would have been no remedy for her because of this.
OrderThe application was dismissed.
Tribunal dismisses buyer’s claim she was told engine was chain-driven
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disputes
20 | www.autofile.co.nz
Biggest increases/Decreases By town year-on-year (April 2013 vs April 2012)
Biggest Increases New Used Rotorua 103.8% Whangarei 74.7% Nelson 37.0% Palmerston North 66.7% Greymouth 28.6% Timaru 65.0%
Biggest Decreases New Used Westport 70.0% Greymouth 22.2% Oamaru 39.1% Napier 15.7% Dunedin 10.7%
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Around the countryCar sales - April 2013
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Used Vehicle registrAtionsNorth IslaNd versus south IslaNd
PAssenger Vehicle registrAtionsNew versus used
aucklaNd, wellINgtoN, chrIstchurch hamIltoN, tauraNga, duNedIN, PalmerstoN North Used imPort PAssenger Vehicle registrAtions by city
20 | www.autofile.co.nz
PHONE 0800 ARMACUP (276 2287) or 09 303 3314EMAIL [email protected]
www.armacup.co.nz
YOUR FIRST CHOICE IN SHIPPING
TWO SAILINGS PER MONTH JAPAN TO NZ
Port Calls Sepang Express V5
Morning Miracle V1
Hoegh Xiamen V17
Sepang Express V6
Osaka 30 Apr 20 May 30 May 16 Jun
Nagoya 1 May 21 May 1 Jun 17 Jun
Yokohama 2 May 22 May 2 Jun 18 Jun
Auckland 19 May 9 Jun 19 Jun 7 Jul
Wellington 24 May 13 Jun 23 Jun 11 Jul
Lyttelton 31 May 15 Jun 28 Jun 13 Jul
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industry statistics
www.autofile.co.nz | 21
PHONE 0800 ARMACUP (276 2287) or 09 303 3314EMAIL [email protected]
www.armacup.co.nz
YOUR FIRST CHOICE IN SHIPPING
TWO SAILINGS PER MONTH JAPAN TO NZ
Port Calls Sepang Express V5
Morning Miracle V1
Hoegh Xiamen V17
Sepang Express V6
Osaka 30 Apr 20 May 30 May 16 Jun
Nagoya 1 May 21 May 1 Jun 17 Jun
Yokohama 2 May 22 May 2 Jun 18 Jun
Auckland 19 May 9 Jun 19 Jun 7 Jul
Wellington 24 May 13 Jun 23 Jun 11 Jul
Lyttelton 31 May 15 Jun 28 Jun 13 Jul
LATEST SCHEDULE
DOOR TO DOOR SERVICEINCLUDING: MAF Border inspection Odometer certifi cation Digital Photography for prior sales in NZ NZ Customs clearance Delivery Nationwide Insurance
GENEROUS REWARDS PROGRAMMEShip your motor vehicles on Armacup vessels and you can earn seamiles points for air travel (only applicable to used imports)
22 | www.autofile.co.nz
Used imports break 10k barrierThe number of used cars
brought into New Zealand reached its highest level in
nearly five years last month – and a bumper May is being predicted.
The sector’s performance in April backed up strong results achieved by the new car and commercial vehicle markets.
Last month, 10,539 used passenger vehicles crossed the border. The flood of arrivals flowed through with 7,418 units sold, which was a 26 per cent increase over April 2012.
Year to date compared with last year, used imports are 51 per cent ahead and sales are up by 19 per cent.
This year started with 4,485 used imports in January, followed by 8,268 in February and 8,852 in March. The corresponding monthly totals in 2012 were 3,191, 4,920
and 6,504 with 6,613 last April.The year-to-date total is 32,144,
a monthly average of 8,036, so if current trends continue used imports could top 96,000.
Autofile understands, from reliable industry sources, May will be a bumper month with 12,000 vehicles or more predicted to cross the border.
But after that, expectations are yards will be full and the supply chain will settle for a time.
John Nicholls, auto industry consultant, says to the end of April there were more than 700 separate makes or models of imported used cars registered in New Zealand.
His year-to-date statistics show there are 118 diesel models, 698 with petrol engines and nine hybrids.
“There are 761 makes or models and 291 record only one
unit registered,” he says. “Sixty-five record 100 or more units registered, 82 per cent of the total.
“It’s obvious the top end is competitive. There are just five makes or models with 1,000-plus registered and the numbers are close.”
The top-runner, Toyota’s Corolla, has registered 1,422 units. In fifth position is the Nissan Tiida with 1,203.
Sandwiched between them are the Mazda Demio on 1,353 units, Suzuki’s Swift on 1,336 and Mazda’s Axela on 1,285, with the Swift coming first in April with 351 units.
This year’s total for used petrol-fuelled vehicles comes to 29,183 compared to 24,470 between January and April 2012.
The monthly aggregates for petrol cars this year are 7,343 in January, 6,895 in February, 7,529 in
March and 7,416 in April. The totals for the same months of 2012 were 6,403, 6,021, 6,457 and 5,909.
The Audi Q7 is leading the stakes for diesels, with 65 units imported so far this year, followed by the BMW X5 on 49 and Land Rover’s Range Rover on 35.
Year to date, 1,517 used diesels have crossed the border compared to 492 over the same time in 2012.
And more hybrids have been imported – 111 compared to 69 by April last year.
The yen’s exchange rate, with the dollar’s value increasing up to 30 per cent since December, is one reason why used imports are running at high levels.
But trade is also being encouraged by more compliant stock being available and the buoyancy of the used car market here.
www.heiwa-auto.co.nz
11000
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JAn Feb MAr Apr MAY Jun JuL Aug SepT OcT nOv Dec
2009
2011
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Used Import Passenger Vehicles By Country Of Export CouNTry of exPorT
2013 2012 2011JAN ’13 feb ’13 MAr ’13 APr ’13 2013 ToTAL MoNThLy
MArkeT ShAre Q1 Q2 Q3 Q4 2012 ToTAL MArkeT ShAre 2011 ToTAL % ToTAL
Australia 113 126 157 176 573 1.7% 276 302 275 346 1199 1.6% 1015 1.2%
Great Britain 293 195 194 221 903 2.1% 601 704 618 807 2730 3.7% 1573 1.8%
Japan 3940 7821 8401 10006 30168 94.9% 13441 19841 15152 19008 67442 92.6% 83534 95.2%
Singapore 11 14 6 8 39 0.1% 31 48 45 30 154 0.2% 327 0.4%
USA 94 90 83 106 373 1.0% 222 235 227 292 976 1.3% 976 1.1%
Other countries 33 22 11 22 88 0.2% 44 123 64 105 336 0.5% 287 0.3%
Total 4484 8268 8852 10539 32144 100.0% 14615 21253 16381 20588 72837 100.0% 87712 100.0%
2012
UsEd ImPOrt PassEngEr VEhIClEs arrIVals
Reece McKerrow Ph: 021 988 727
www.heiwa-auto.co.nz
STRICTLY DEALER ONLY AND TRUE WHOLESALE
2013
www.autofile.co.nz | 23
healthy jump for dealer sales
sECOndhand Car salEs - april 2013
DeALer-To-PubLiC PubLiC-To-PubLiC PubLiC-To-DeALerAPr '13 APr '12 +/- % MArkeT ShAre APr '13 APr '12 +/- % APr '13 APr '12 +/- %
Whangarei 526 440 19.5 3.27 1603 1467 9.3 299 275 8.7
Auckland 5329 4639 14.9 33.17 13204 12717 3.8 4221 3800 11.1
Hamilton 1361 1209 12.6 8.47 2898 2806 3.3 1295 1091 18.7
Thames 185 168 10.1 1.15 413 455 -9.2 86 112 -23.2
Tauranga 782 714 9.5 4.87 1985 1845 7.6 581 504 15.3
Rotorua 260 214 21.5 1.62 713 562 26.9 145 132 9.8
Gisborne 173 141 22.7 1.08 343 351 -2.3 104 94 10.6
Napier 550 429 28.2 3.42 1328 1229 8.1 441 344 28.2
New Plymouth 402 380 5.8 2.50 963 926 4.0 280 233 20.2
Wanganui 174 182 -4.4 1.08 433 356 21.6 159 138 15.2
Palmerston North 761 677 12.4 4.74 1523 1461 4.2 1098 647 69.7
Masterton 164 141 16.3 1.02 334 315 6.0 109 93 17.2
Wellington 1389 1275 8.9 8.65 2843 2655 7.1 1183 1086 8.9
Nelson 332 249 33.3 2.07 901 835 7.9 249 203 22.7
Blenheim 187 133 40.6 1.16 365 316 15.5 123 80 53.8
Greymouth 74 80 -7.5 0.46 164 183 -10.4 44 57 -22.8
Westport 30 40 -25.0 0.19 76 87 -12.6 - - -
Christchurch 2086 1739 20.0 12.98 4878 4589 6.3 1784 1479 20.6
Timaru 230 188 22.3 1.43 492 502 -2.0 150 118 27.1
Oamaru 65 52 25.0 0.40 159 158 0.6 19 12 58.3
Dunedin 631 515 22.5 3.93 1523 1490 2.2 452 426 6.1
Invercargill 376 330 13.9 2.34 920 851 8.1 314 300 4.7
NZ total 16067 13935 15.3 100.00 38061 36156 5.3 13136 11224 17.0
Consumer Guarantees Act 1993 Motor Vehicle Sales Act 2003 Sale of Goods Act 1908 Fair Trading Act 1986 Energy Effi ciency and Conservation Act 2000
Compliance made simple... since 1999
Proud to sPonsor the secondhand car sales statistics
Sales of second-hand cars are continuing to perform well, with last month returning
good figures.There were 16,067 dealer-to-
public transactions in April, which was a 15.3 per cent improvement on April 2012’s total of 13,935.
Public-to-dealer sales recorded a healthy increase of 17 per cent – from 11,224 in April last year to 13,136 last month.
Private sales also increased, but by a more modest 5.3 per cent from 36,156 transactions in April 2012 to 38,061 last month.
Blenheim recorded the country’s biggest percentage rise over that reporting period for dealer-to-public sales.
Last month’s total came in at 187, which was 40.6 per cent up on April 2012’s total of 133 sales.
It recorded a 53.8 per cent increase in trade-ins from 80 to 123 units and private sales rose by 15.5 per cent from 316 to 365, so Autofile spoke to some dealers in the town.
Phil Brown, of Phil Brown Motors, says business so far this year has been okay, “ticking along”, with a good April.
“I sell a lot of hatchbacks up to about $12,000 and a bit of everything,” he says.
“Walk-in trade is up and down – one week it will be busy and then it’ll be quiet.
“Internet inquiry is much the same. It seems to go from being no-one’s looking to a lot of inquiries.”
It was another “beautiful blue day in paradise” when Autofile called and days like that always help says Brown, who established the business in 1996 and started off
in the motor industry back in 1975.“It has also been a successful
harvest and the weather has been playing ball,” he adds.
Andrew McKendry, of McKendry Motors, says the used trade can be tough going at times, although the past few months have been a bit better with later models and good stock.
The business has another yard to cater for the market of less than $12,000 and that has been doing “great” trade.
“That’s the market where people have got money and being a dealer, we stand behind our vehicles,” he says.
“Many people still prefer dealer over private transactions and buyers are starting to spend again. Inquiry is up big time.”
Jared Morris, director of Wadsco Motorworld, says: “The used market
is starting to hot up with a bit more inquiry, which has jumped up across the board in the past two months.
“It’s a case of having good second-hand stock on the yard, but it’s busy and feeling good. It feels like trade will stay busy.”
Nelson recorded the second highest percentage increase in dealer-to-public transactions, making it a one-two for the top of the Mainland.
Its 332 sales recorded last month were up by 33.3 per cent on April 2012’s total of 249.
Napier was third with a 28.2 per cent increase from 429 to 550 transactions.
When it came to trade-ins, Palmerston North recorded the biggest percentage rise. Its 1,098 transactions last month rose by 69.7 per cent from 647 in April 2012.
24 | www.autofile.co.nz
UDC Finance Limited lending criteria applies.
Seal the deal with UDC.Ph 0800 500 832 or visit www.udc.co.nz
*Business sales include rental and government sales, and the totals include passenger cars only. SOURCE: MIA
Swift swoops into top spotThe number of new
passenger vehicles sold fell slightly last month
compared to March, while Suzuki knocked the Corolla off the top of the models table.
In April, there were 3,620 registrations, excluding SUVs, of which 2,026 – or 57 per cent – were business sales.
The March total was 4,028 with 58.8 per cent – or 2,369 units – being sold to businesses.
Toyota retained top spot with 404 sales, with 68.6 per cent – or 393 – being business. April’s total was down on 840 sales in March.
Holden came second with 425 units. Of those, 281 were business – or 66.1 per cent – and last month’s total was up from 417 in March.
Suzuki’s sales in April totalled 404, down 50 units on the previous month, with 237 private registrations making up 58.7 per cent of its total.
The Swift outsold the Corolla for the first time this year by 307 units to 287. That was a 34.6 per cent jump on 228 units in April 2012 for a market share of 5.2 per cent.
The Swift has now sold 1,136 units this year for a 4.4 per cent market share, compared to 1,750 Corollas.
“It’s a great result for us to take top spot with the Swift,” says Gary Collins, Suzuki’s general manager of automobile marketing. “This happened a number of times last year, but it’s the first time this year.
“The Swift has got such a general appeal to people of all ages, and men and women.
“It’s largely sold to the private market because of the attractiveness of the product range,
its real-value pricing policy, 12 months’ on-road costs and extras, such as five years’ roadside assist.
“By making the price as attractive as we can in the market, we remove some of the need for the haggle. Customers see the value upfront and Swifts hold onto resale values.”
Collins told Autofile strong private-sector transactions drive more business to dealerships instead of the marque being involved in more sales.
He says the Swift’s widespread appeal can be traced back to the 2005 model, which featured much stronger styling more akin to the current car.
“People like the look of the Swift. When they drive one, the drive matches the styling by performing and handling very well.”
However, it’s not just private buyers seeing the Swift’s strengths.
Business sales remain strong. For example, Kapiti Coast District Health Board has a couple of hundred Swifts in its fleet.
Collins says: “It has also got a lot going for it with fleet operators because drivers enjoy the product and look after it.”
Instead of offering a discount structure to attract more business sales, Suzuki’s “sharp retail prices” have impacted more in the private market.
That said, for smaller fleets the Swift is a “great sign-written mobile billboard”.
Back to the statistics, Ford retained fourth spot with 323 sales in April, of which 224 – or 69.3 per cent – were business.
Hyundai was fifth with 168 business sales amounting to 69.3 per cent of its 263-unit total.
Passenger Car sales by Private/Business split (does not include sUVs)
MAke PrivATe % PrivATe buSiNeSS % buSiNeSS ToTAL
Alfa Romeo 2 25.0 6 75.0 8
Aston Martin 1 50.0 1 50.0 2
Audi 20 25.0 60 75.0 80
Bentley 2 100.0 0 0.0 2
BMW 48 50.5 47 49.5 95
Chery 0 0.0 6 100.0 6
Chrysler 4 80.0 1 20.0 5
Citroen 4 22.2 14 77.8 18
Daihatsu 31 67.4 15 32.6 46
Dodge 10 47.6 11 52.4 21
Ferrari 1 100.0 0 0.0 1
Fiat 5 50.0 5 50.0 10
Ford 99 30.7 224 69.3 323
Geely 1 100.0 0 0.0 1
Holden 144 33.9 281 66.1 425
Honda 113 54.6 94 45.4 207
Hyundai 95 36.1 168 63.9 263
Jaguar 2 40.0 3 60.0 5
Kia 63 40.4 93 59.6 156
Lexus 9 69.2 4 30.8 13
Maserati 2 100.0 0 0.0 2
Mazda 114 47.3 127 52.7 241
Mercedes-Benz 35 41.2 50 58.8 85
Mini 16 50.0 16 50.0 32
Mitsubishi 73 67.6 35 32.4 108
Nissan 40 44.4 50 55.6 90
Peugeot 32 43.2 42 56.8 74
Porsche 7 63.6 4 36.4 11
Renault 2 50.0 2 50.0 4
Skoda 9 20.5 35 79.5 44
Ssangyong 0 0.0 2 100.0 2
Subaru 13 30.2 30 69.8 43
Suzuki 237 58.7 167 41.3 404
Toyota 180 31.4 393 68.6 573
Volkswagen 138 66.3 70 33.7 208
Volvo 6 50.0 6 50.0 12
ToTAL 1558 43.0 2062 57.0 3620
www.autofile.co.nz | 25
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nEW VEhIClE marKEt sEgmEntatIOn - april 2013
APr '13 APr '12 MTh % Diff 2013 yTD 2012 yTD % yTD
Passenger 3,620 3,562 1.6 16,214 16,930 -4.2
SUV 2,252 1,818 23.9 9,521 7,859 21.1
Light Commercial 1,941 1,408 37.9 7,950 5,489 44.8
Heavy Commercial 281 209 34.4 1,004 880 14.1
Other 49 24 104.2 171 172 -0.6
ToTAL MArkeT 8,143 7,021 16.0 34,860 31,330 11.3
Light 1,129 1,126 0.3 5,060 4,767 6.1
Small 1,483 1,358 9.2 6,579 7,110 -7.5
Medium 527 594 -11.3 2,371 2,694 -12.0
Large 317 344 -7.8 1,433 1,626 -11.9
Upper Large 16 5 220.0 82 50 64.0
People Movers 38 37 2.7 226 238 -5.0
Sports 110 98 12.2 463 445 4.0
SUV Small 460 402 14.4 2,074 1,751 18.4
SUV Medium 949 643 47.6 3,712 2,758 34.6
SUV Large 810 741 9.3 3,585 3,233 10.9
SUV Upper Large 33 32 3.1 150 117 28.2
Light Buses 33 23 43.5 114 119 -4.2
Vans 358 321 11.5 1,765 1,548 14.0
Pick Up/Chassis Cab 4x2 592 382 55.0 2,289 1,351 69.4
Pick Up/Chassis Cab 4x4 958 682 40.5 3,782 2,471 53.1
Heavy Commercial 281 209 34.4 1,004 880 14.1
Other 49 24 104.2 171 172 -0.6
ToTAL MArkeT 8,143 7,021 16.0 34,860 31,330 11.3
nEW VEhIClE salEs BY BUYEr tYPE - april 2013
APr '13 APr '12 MTh % 2013 yTD 2012 yTD % yTD
Passenger 3,620 3,562 1.6 16,214 16,930 -4.2
Private 1,558 1,502 3.7 6,363 6,233 2.1
Business 1,787 1,766 1.2 7,577 8,031 -5.7
Gov’t 217 273 -20.5 847 990 -14.4
Rental 58 21 176.2 1,427 1,676 -14.9
SUV 2,252 1,818 23.9 9,521 7,859 21.1
Private 950 686 38.5 3,688 2,916 26.5
Business 1,247 1,078 15.7 5,399 4,479 20.5
Gov’t 45 43 4.7 178 183 -2.7
Rental 10 11 -9.1 256 281 -8.9
Light Commercial 1,941 1,408 37.9 7,950 5,489 44.8
Private 367 273 34.4 1,553 1,036 49.9
Business 1,442 987 46.1 5,774 3,898 48.1
Gov’t 89 126 -29.4 416 404 3.0
Rental 43 22 95.5 207 151 37.1
Sub Total 7,813 6,788 15.1 33,685 30,278 11.3
Private 2,875 2,461 16.8 11,604 10,185 13.9
Business 4,476 3,831 16.8 18,750 16,408 14.3
Gov’t 351 442 -20.6 1,441 1,577 -8.6
Rental 111 54 105.6 1,890 2,108 -10.3
heavy Commercial 281 209 34.4 1,004 880 14.1
Other 49 24 0.0 171 172 0.0
ToTAL 8,143 7,021 16.0 34,860 31,330 11.3
SUVs continue to be the vehicle of choice for many buyers, with the segment securing 27.7 per
cent of total registrations last month. This was followed by the
pick-up and chassis-cab segment, which accounted for 19 per cent of registrations.
New passenger car sales, excluding SUVs, were up by 1.6 per cent. There were 3,620 registrations last month compared to 3,562 during April 2012.
Toyota topped the charts with 19.3 per cent of registrations with 1,477, of which 918 were cars and 559 were commercials.
Holden was second in the car segment with 588 registrations, followed by Hyundai with 542.
The top-selling car model was
accepted and there’s good stock after some initial issues.
“Interest has always been there with new models and year to date there has been some solid growth.”
The growth of the SUV market is being mirrored at the dealership, with CX-5 sales “as strong as they ever have been”, while getting diesel models in stock will further boost this.
“The Mazda 2 and Mazda 3 have always been strong for us,” says McKendry. “Mazda has been doing good promotions on both models and the interest is there. The Mazda 3 has been huge for Blenheim.
“The new Mazda 6 is getting some traction and those three models are ticking along quite happily.”
Jared Morris, director of Wadsco Motorworld, says: “We’re going pretty
New vehicle sales buoyantthe Suzuki Swift with 307 sales, followed by Toyota’s Corolla on 287. Third-equal position went to Mazda’s CX-5 and Toyota’s RAV4, each notching up 205 sales.
Autofile contacted some franchises in Blenheim to see how trade is tracking.
Andrew McKendry, of McKendry Motors, says sales of new vehicles have been very good.
“Passenger and commercial vehicle sales are growing again, which is great to see,” he enthuses.
“The commercial sector has been good this year. The grape growers getting cheques for a change means they’re happy and there’s confidence in the market.
“The BT-50 has taken a bit longer than expected to get
good and getting a lot of inquiry.”The dealership racked up 28
sales in April when combining its Holden and Suzuki marques.
“Last month was good for us in new vehicle sales and the level of inquiry is carrying on for us this month, but it was softer at the start of the year,” says Morris.
“Across the country, trade seems indifferent in some places and busy in others. It’s been busy here.”
The SUV and light commercial markets have been performing well, and the Commodore has been popular.
“In our market, we have a big market share with the Swift making up 30 per cent of sales up to the end of March, so it’s an important vehicle for us,” says Morris.
26 | www.autofile.co.nz
models but sales of the ute are “relatively active”.
He says Holden’s model is a serious contender in the market because of its high specifications and good price points.
“There’s a lot of pressure on the Hilux at the moment with Toyota waiting for the new model,” says Penten. “But we’re getting a lot of good inquiries on the Colorado.”
Matthew Wales, dealer principal at Andrew Simms Newmarket, says
Great Wall is going from strength to strength with “some great product” coming out of China.
“We’re getting some pleasing sales figures,” he says. “These utes have good looks, drive well and are cheap.
“It’s hard for trades people to fork out $50,000 to $60,000 on a full-specification Japanese ute when, for $30,000, they can get a Great Wall that also has full specifications, 20-inch wheels, roll bar and accessories.
“Our sales in the trade market have been phenomenal and one of these utes is an attractive proposition for someone running a small business.”
Wales says Mitsubishi’s L300 vans perform strongly for the dealership, which sells about 15 a month, while Fiat Professional’s range is also popular.
“This is something we will be focusing on because the market for vans is strong.”
Last month’s 2,235 new commercial vehicle registrations was the
highest total for an April since 1982 when 2,754 units were sold.
The sales of commercials last month represented a 38 per cent increase on the same month of last year when there were 1,618 transactions.
Year-to-date, registrations of light commercials are an impressive 41 per cent – or 2,615 vehicles – ahead of the same period in 2012.
The results show the market is continuing to be strong and is well up on sales levels before the global financial crisis hit, with transactions performing at levels last seen in the mid-1980s.
Brian Read, dealer principal of Gisborne Motors, says sales of Ford’s Ranger have been good but the market for new commercials was hit by this year’s drought.
“Farmers have held off across the board, but it has been a good
year for forestry,” he says.“This year has been the best
vintage for grapes for 30 years, but the weather has been no good for crops, such as corn.
“The Ranger has been selling well, but not to farmers, and we’re doing our fair share of BT-50s but not as many as Rangers.”
Ian Penten, chief executive officer of Davie Motors Holden in Manukau, says there are still supply issues with some Colorado
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Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
2013 2012 2011
New Commercial Sales - 2011-2013
Mammoth month for sales
new Commercial sales by make - april 2013
MAke APr '13 APr '12 +/- % APr '13 MkT ShAre
2013 fuLL yeAr
2013 MkT ShAre
Toyota 559 420 33.1 25.0% 2149 23.9%
Ford 488 331 47.4 21.8% 1575 17.5%
Nissan 232 219 5.9 10.4% 1012 11.2%
Holden 160 20 700.0 7.2% 722 8.0%
Mitsubishi 133 127 4.7 6.0% 679 7.5%
Isuzu 88 57 54.4 3.9% 409 4.5%
Great Wall 85 59 44.1 3.8% 275 3.1%
Volkswagen 76 51 49.0 3.4% 401 4.5%
Mazda 71 69 2.9 3.2% 366 4.1%
Hino 52 30 73.3 2.3% 126 1.4%
Ssangyong 38 15 153.3 1.7% 139 1.5%
Mitsubishi Fuso 36 29 24.1 1.6% 113 1.3%
Mercedes-Benz 24 25 -4.0 1.1% 130 1.4%
Volvo 23 33 -30.3 1.0% 76 0.8%
Hyundai 22 36 -38.9 1.0% 190 2.1%
DAF 19 9 111.1 0.9% 81 0.9%
Fiat 16 10 60.0 0.7% 69 0.8%
Iveco 14 3 366.7 0.6% 32 0.4%
Freightliner 12 9 33.3 0.5% 32 0.4%
Kenworth 12 5 140.0 0.5% 46 0.5%
UD Trucks 10 10 0.0 0.4% 43 0.5%
Western Star 10 7 42.9 0.4% 46 0.5%
Alexander Dennis 8 3 166.7 0.4% 34 0.4%
Others 47 41 14.6 2.1% 251 2.8%
ToTAL 2235 1618 38.1 100.0% 8996 100.0%
new Commercial sales by model - april 2013
MAke MoDeL APr '13 APr '12 +/- % APr '13 MkT ShAre
2013 fuLL yeAr
2013 MkT ShAre
Ford Ranger 416 279 49.1 18.6% 1299 14.4%
Toyota Hilux 360 278 29.5 16.1% 1339 14.9%
Nissan Navara 212 214 -0.9 9.5% 967 10.7%
Toyota Hiace 179 130 37.7 8.0% 726 8.1%
Holden Colorado 143 9 1488.9 6.4% 668 7.4%
Mitsubishi Triton 91 83 9.6 4.1% 345 3.8%
Mazda BT-50 71 69 2.9 3.2% 366 4.1%
Ford Transit 66 40 65.0 3.0% 246 2.7%
Volkswagen Amarok 52 25 108.0 2.3% 268 3.0%
Great Wall V240 50 24 108.3 2.2% 164 1.8%
Mitsubishi L300 42 44 -4.5 1.9% 334 3.7%
Isuzu D-Max 38 10 280.0 1.7% 232 2.6%
Ssangyong Actyon Sport 38 15 153.3 1.7% 139 1.5%
Great Wall V200 35 35 0.0 1.6% 111 1.2%
Hino 500 35 14 150.0 1.6% 75 0.8%
Volvo FM 22 28 -21.4 1.0% 51 0.6%
Hyundai Iload 21 28 -25.0 0.9% 180 2.0%
Isuzu N Series 21 28 -25.0 0.9% 83 0.9%
Nissan Urvan 20 5 300.0 0.9% 45 0.5%
Toyota Landcruiser 20 12 66.7 0.9% 84 0.9%
Isuzu F Series 19 9 111.1 0.9% 69 0.8%
Fiat Ducato 16 10 60.0 0.7% 67 0.7%
DAF CF 15 2 650.0 0.7% 64 0.7%
Others 253 227 11.5 11.3% 1074 11.9%
ToTAL 2235 1618 38.1 100.0% 8996 100.0%
new commercial sales
www.autofile.co.nz | 27
Growth in used market sustainedUsed commercial vehicles
enjoyed a strong April with 433 units sold, which
was up 88 per cent compared to the same month of last year.
The stand-out vehicle type in the market proved to be the petrol-powered van.
For the year to date, arrivals of used imported commercials are up by 73 per cent with sales ahead by 609 units, or 56 per cent.
The 401 vehicles landed last month was 145 units – or 57 per cent – ahead of April 2012.
Neil Smith, of Grey Ford in Greymouth, is one of the few dealers contacted by Autofile in recent months who hasn’t experienced stock shortages in this market.
“We’ve got a good line-up because of trade-ins on new Rangers,” he says. “We have noticed a slowdown in other used vehicles, but not in used light commercials.
“They are standing up on their own in the national market and we
are fielding inquiries from all over New Zealand.
“Our reasonably full line-up includes some nice Hiluxes, four and two-wheel-drives great for families, and utes with and without canopies.”
Andrew McKendry, of McKendry Motors in Blenheim, says: “With the used commercial stock we have got, we’re finding that we are moving it quickly.
“There’s huge demand for vehicles up to five years old and
the kilometres aren’t big issues.“When our leased utes return,
the commercial sector knows when they are coming back so they are pre-sold before hitting the yard.
“It’s a good market and we have noticed that wineries have been holding onto their new vehicles for longer, so it’s gone from a three-year to a five-year turnaround.”
Henry Schmidt, of Autolink Cars in Auckland’s Grey Lynn, says it’s still proving hard to buy used
utes and vans at the right price.“We can’t buy used commercials
from Japan, although some are coming out from the UK,” he says.
“I would like to sell more Hiluxes and Hiaces, but it’s impossible to buy them because the demand is higher than the supply.
“When they come up at auction, we can’t get them because everyone wants them and they pay big money. We get them when dealers are trading them, but they don’t last long.”
Ian Penten, of Davie Motors Holden in Manukau, has been receiving a lot of passive inquiries but these are starting to firm up.
“It’s quite a competitive market with auctions and online bidding, but we have got stock again,” he says.
Gary Jenkins, owner-operator of Jenkins Main Drive in Gore, used to buy the odd used commercial.
“Four-wheel-drive double-cabs are sought after and popular here. They’re also the most expensive as well.”
200 225 250 275 300 325 350 375 400 425 450 475 500
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
2013 2012 2011
used Commercial Sales - 2011-2013
Used Commercial sales by make - april 2013
MAke APr '13 APr '12 +/- % APr '13 MkT ShAre
2013 fuLL yeAr
2013 MkT ShAre
Toyota 210 89 136.0 48.5% 757 44.9%
Nissan 118 58 103.4 27.3% 393 23.3%
Ford 25 11 127.3 5.8% 124 7.4%
Mazda 25 21 19.0 5.8% 75 4.4%
Hino 10 7 42.9 2.3% 42 2.5%
Isuzu 9 8 12.5 2.1% 52 3.1%
Chevrolet 8 5 60.0 1.8% 40 2.4%
Mitsubishi 6 7 -14.3 1.4% 29 1.7%
Dodge 3 1 200.0 0.7% 8 0.5%
GMC 3 1 200.0 0.7% 9 0.5%
Volkswagen 3 2 50.0 0.7% 16 0.9%
DAF 2 0 200.0 0.5% 9 0.5%
Holden 2 0 200.0 0.5% 5 0.3%
MAN 2 0 200.0 0.5% 33 2.0%
Peugeot 2 0 200.0 0.5% 6 0.4%
Custombuilt 1 0 100.0 0.2% 2 0.1%
Dennis 1 0 100.0 0.2% 1 0.1%
Mercedes-Benz 1 2 -50.0 0.2% 21 1.2%
Mitsubishi Fuso 1 0 100.0 0.2% 3 0.2%
Volvo 1 0 100.0 0.2% 4 0.2%
Others 0 18 -100.0 0.0% 58 3.4%
ToTAL 433 230 88.3 100.0% 1687 100.0%
Used Commercial sales by model - april 2013
MAke MoDeL APr '13 APr '12 +/- % APr '13 MkT ShAre
2013 fuLL yeAr
2013 MkT ShAre
Toyota Hiace 159 63 152.4 36.7% 573 34.0%
Nissan Caravan 66 18 266.7 15.2% 200 11.9%
Nissan Vanette 36 27 33.3 8.3% 118 7.0%
Toyota Regius 25 7 257.1 5.8% 63 3.7%
Mazda Bongo 20 16 25.0 4.6% 59 3.5%
Ford Transit 14 4 250.0 3.2% 75 4.4%
Toyota Dyna 11 8 37.5 2.5% 60 3.6%
Nissan Navara 8 3 166.7 1.8% 30 1.8%
Toyota Toyoace 7 2 250.0 1.6% 18 1.1%
Isuzu Elf 6 2 200.0 1.4% 39 2.3%
Hino Dutro 5 4 25.0 1.2% 15 0.9%
Ford Ranger 4 0 400.0 0.9% 7 0.4%
Nissan Atlas 4 7 -42.9 0.9% 36 2.1%
Chevrolet Pickup 3 1 200.0 0.7% 10 0.6%
Hino Ranger 3 1 200.0 0.7% 9 0.5%
Mazda Titan 3 5 -40.0 0.7% 10 0.6%
Mitsubishi Canter 3 1 200.0 0.7% 15 0.9%
Toyota Coaster 3 0 300.0 0.7% 3 0.2%
Toyota Hilux 3 1 200.0 0.7% 22 1.3%
Chevrolet C10 2 1 100.0 0.5% 5 0.3%
DAF CF 2 0 200.0 0.5% 4 0.2%
Dodge Ram 2 1 100.0 0.5% 6 0.4%
GMC Sierra 2 1 100.0 0.5% 8 0.5%
Others 42 57 -26.3 9.7% 302 17.9%
ToTAL 433 230 88.3 100.0% 1687 100.0%
used commercial sales
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