ARTHURS VAUXHALL ARE ‘SAFE AND SOUND’ WITH

The management viewAs a result, Steve Hughes, general manager of the Newtown branch, estimates that their upsell penetration on warranty sales for non-approved used marques alone have increased from below 10% to around 60% in the timescale. “We are finding that our used car customers see the ‘Safe and Sound’ warranty as a very attractive proposition especially with the endorsement of Sir Stirling Moss, so purchasing a longer term is often a natural decision for them.

“Over the years I have seen many developments within Vauxhall and the retail market as a whole, and Vauxhall now are market leaders offering an exciting range, setting the benchmark through economy and design. But the industry is changing and Arthurs recognise that our used car customers deserve the same level of care and protection as our new car buyers. The ‘Safe and Sound’ warranty products mean that we are able to secure an even better relationship with our used vehicle customers, keeping them as friends for many years to come.

The entire concept and process fits seamlessly into our business, and although we have only really just begun our journey with the WMS Group, the initial results speak for themselves.”

Steve has personally been awarded three Gold Awards in the Vauxhall academy for various positions including rental manager, sales manager and retail operator. Arthurs have also scooped several prestigious accolades, the most recent being the 2014 Vauxhall Customer Excellence award. They are one of the longest established family owned Vauxhall retailers in the country.

WIN! One of five pairs of VIP tickets to the MotoGP

Discover our new range of service plans

For more information on how 'Safe and Sound' or any of our other warranty products could work for you, please request a no-obligation dealer pack at www.WMSGroupUK.com.

SEE PAGE 12 FOR DETAILS

Worth over£600per pair!SEE PAGES 4 - 5

We reflect on how our flagship warranty product has improved the customer care of two independently owned Vauxhall dealerships.Focussing on customer care and improving retention has become integral to the strategic objectives of many dealerships in recent years, and it is this approach which has led the industry to offer buyers the most comprehensive levels of motoring protection. Arthurs Vauxhall are certainly no exception, having embraced our premier warranty to safeguard their used vehicle customers against costly repair bills.

Arthurs, of Newtown and Oswestry, first adopted the ‘Safe and Sound’ warranty at the beginning of 2013 after thoroughly researching and comparing many other warranty providers. Customer care has remained the nucleus of Arthurs’ growth strategy since their inception in 1939 and as a result they have witnessed a consistent programme of internal expansion. However, after recognising the increasing demand for non-approved marques, Arthurs set out to ensure that their used car customers would receive equivalent warranty protection.

We then created and implemented an extensive Learning and Development programme in-line with their corporate objectives, to improve retention levels and profitability across their aftersales channels. The company fully embraced the ‘Safe and Sound’ concept, automatically including the warranty within the sale of their used stock and began offering customers the option to upgrade to a longer term, supported by a range of incentives.

Steve Hughes and Chris Venables

THE WMS GROUP

(L-R): WMS Group Account Manager Jim Smith and Chris Venables, Assistant Manager of Arthurs

TM

Fast LaneWMS Dealer News

FASTLANE

Trade News & Views from The WMS GroupIssue 7 - May 2014

WELCOME to the Fast Lane.

MOTORMOUTHTRADE TALK

Want to be our next MotorMouth?Email your views to Steph@WMSGroupUK.com

Turn over to find out about our new service plans2 3

According to the SMMT, March’s new car registrations were up

17.7% from February to 464,824 units, which was the best March since the twice-yearly plate change was introduced in 2004. Year-to-date registrations had also increased by 13.7% to 688,122 units. Impressive growth was reflected in the the UK used car market too, with Experian reporting that sales had hit a five year high, rocketing to 6,806,198 units during 2013 - a 0.9% uplift from 2012. The company state that used volumes reached their peak back in 2008 capping at 7,208,100 units, so it seems that the motor industry as a whole is well on the way to regaining its former position. Clearly consumer confidence is on the rise once again, which is most likely due to a plethora of enticing offers across the board, and dealers going above and beyond the call of duty. Businesses these days, regardless of the industry they operate in, can no longer get away with doing the bare minimum. This is particularly prevalent in our company as we are noticing more dealers gearing towards providing their customers with our higher levels of warranty cover for optimum peace of mind all round.As a dealer, you may find yourself constantly ‘upping your game’ to compete with others in the area, which is where the WMS Group can come in. One of the UK’s leading warranty firms, we pride ourselves on developing and implementing long-term business solutions bespoke to your needs, to give your customers the best experience possible and many reasons to come back. We hope that this issue of Fast Lane will prove an invaluable read, and don’t forget to enter our competition on page 12 for your chance one of FIVE pairs of VIP tickets to the Moto GP at Silverstone including full hospitality, each worth £600. Until next time, happy selling!

Warm regards, John

John ColinswoodManaging Director

This issue’s MotorMouth is TV and radio presenter Jason Dawe, who feels that Britain needs to stop complaining and start celebrating all that is great about our automotive industry.

The British automotive industry has been subject to a kicking in recent times, but I’m tired of being told that cars are killing the planet and countryside is being lost under a sea of tarmac. I think it’s time to stand up for what is one of the most vibrant, innovative and exciting industries on the planet. Not only are we Brits the best automotive engineers in the world, but we have brought more than our fair share of great ideas too. So here’s my hurrah for the industry I love and some of the people that have made it great!

1. Next time you see an F1 car tearing around the circuit, the chances are that it was designed, engineered and built in Britain. No less than 8 out of the 11 teams in this year’s championship are based in the UK. 2. When visibility drops say a big thank you to Percy Shaw, inventor of the Cat’s Eye. Legend has it that Percy was inspired by a real cat that looked at his headlight one night when driving home and saved him from crashing. Percy’s invention ‘hit the roads’ in 1934 and has saved countless lives around the world ever since.3. Scottish vet John Boyd Dunlop developed the pneumatic tyre way back in 1888. Initially for bicycles, it found its way onto a car in 1900 and as they say, the rest is history.4. Believe it or not we Brits invented traffic lights before we were even driving cars! The first set, powered by gas, was installed outside the Houses of Parliament in 1868.5. In October 1997, the British designed and built the Thrust SSC which achieved 763mph, the first land based vehicle to break the speed of sound. This record remains unbroken but the team are aiming to top 1,000mph. Britain has held the land speed record for longer than every other country put together.6. The driving licence was introduced in 1903 but there was no driving test until 1934, meaning that many drivers were leaping behind the wheel, completely untrained, with disastrous consequences. In 1910 the world’s first driving school, BSM, was set up in Peckham. Since then it’s taught thousands of learners, including HRH Queen Elizabeth II!7. Built between 1961 and 1975, the Jaguar E-TYPE was described by Enzo Ferrari as ‘the most beautiful car ever made’. Half the price of an equivalent Ferrari, it was the poster car of an entire era with 70,000 being produced before fuel costs and legislation killed it off.

8. We Brits have been buckling up for decades and we have Sir George Cayley, 6th Baronet of Brompton, to thank for it. He designed a restraint system way back in the early 19th century and later went on to design the first successful glider to carry a human being. George was the first person to describe the four aerodynamic forces of flight: weight, lift, drag and thrust. Clever chap eh!9. In 1973 British Leyland launched the Austin Allegro. Early Allegro models featured a ‘quartic’ steering wheel, which was rectangular with rounded sides. The design was mocked and soon dropped in favour of a more traditional round steering wheel. But 40 years on, slip behind the wheel of an Audi R8 or Ferrari and you will find……a square bottom steering wheel! The boys at British Leyland were clearly ahead of their time.10. The Mini. Not the rather portly BMW engineered Mini of the 21st century but the original 1959 model. Nothing short of radical in its day, clever engineering squeezed a quart of space into a pint pot making it probably the world’s cleverest town car ever. Even more impressive was that it was also used for racing, often beating significantly more exotic and expensive machines.

The Best of Britain’s Automotive...

About Jason

Jason Dawe is one of the UK’s best known motoring personalities, drawing on twenty five years of TV, radio and journalistic skills. He is a regular guest on mainstream programmes, with a portfolio including Top Gear, Watchdog, The Morning Show, ITV's Used Car Roadshow, Radio 2's Chris Evans Show, Radio 2's Drive Time, BBC Radio 5Live and BBC Radio Scotland.

Jason boasts an impressive journalism background, having written for the Times Online, Top Gear magazine, Used Car Buyer and Autotrader, plus guest-editing Motor Car Pages. He has been writing for The Sunday Times for twelve years and was recently snapped up by MotorTradeNews, the only trade publication sent to every franchised dealership in the country, where he writes a regular opinion column.

MotorTradeNews.com

The WMS Group are proud to be sponsoring the 2014 Used Car Retailer category at the Motor Trader Industry Awards.

New research from comparison site MoneySuperMarket has shown that the average car insurance premium for March plummeted by 28% to £390, compared to £545 in Q2 of 2011 when premiums reached their peak.The company analysed 49.1 million car insurance quotes generated between 1st April 2010 and 31st March 2014, with findings indicating that premiums are the cheapest they have been in four years. This analysis also revealed that Carlisle has seen the biggest drop (15%) from Q1 of 2013 vs. Q1 of 2014, followed closely by Truro and Galashiels with a 14% decrease. Interestingly, six of the top ten cheapest locations for car insurance were found to be in Scotland.Although the trend is downward, a temporary spike was identified for March, when the average premium rose to £399 from £378 in February - likely due to the influx of new registrations.Steep decline was also reflected in the home insurance sector, with premiums dropping 21% across ALL 121 postal regions to £126 during the past twelve months. 11.8million home insurance quotes were analysed by MoneySuperMarket over the same period and again confirmed to be the lowest in four years.

This will be welcome news for households struggling with the high cost of living and undoubtedly help to ease some of the purse string pressure.Clare Francis, editor-in-chief at MoneySuperMarket, said: “It’s the first time since we began monitoring market pricing in 2010 that we’ve seen both car and home insurance premiums fall this steeply across the country. Competition amongst providers is continuing to drive down the cost of car and home insurance policies and it’s important that consumers take advantage of this. Sticking with their existing insurer is unlikely to net them the best deal. Even though the renewal quote might be cheaper than the price paid last year, chances are motorists will be able to save even more by switching to a different insurer.”The company rounded off their report by stating that consumers could stand to save around £220 for car insurance and £70 for home insurance respectively, simply by shopping around.

By Steph Newbery Marketing manager

Insurance premiums plummet

WMS SERVICE PLAN WMS SERVICE PLAN

The WMS Group at your service!In recent years, used car dealers have seen the gradual erosion of workshop activity and profit margins due to stiff competition in the marketplace, which has resulted in a lack of consumer loyalty across the board.

Our new range of service plans have been designed to help combat these issues by securing repeat business for between one and six years at a time, whilst enabling the motorist to budget for their vehicle’s maintenance over a fixed-cost period of their choice.

Unique to us, these plans are available for all used cars regardless of age or mileage. Offering great flexibility, they are driven by each vehicle’s specific requirements and supported by a complete range of showroom and point of sale materials, which are supplied free of charge to dealerships. All premiums will be collected direct from the consumer and then held in a secure ringfenced account, so dealerships do not need to handle any funds.

Personalised maintenance schedules and quotes can be generated and printed in seconds, powered by a bespoke IT platform encompassing market leading technology. Each service plan can be renewed on expiry and is even transferable to the customer’s new vehicle - and additional items not covered by routine servicing such as MOT’s, brake fluid changes and air conditioning regassing can also be included for a small extra cost. Dealerships can access detailed management reports at any time, including a traffic light system which shows them at a glance the number of services booked in up to one month ahead.

Over the years we have seen many drivers being forced to scrimp on routine servicing and maintenance, simply because they cannot afford to have their vehicles repaired. This is not only a false economy, but also invalidates their warranty, therefore leaving them out of pocket. Our service plans are convenient and extremely flexible, so they can spread the cost over the life of their plan to avoid large periodic bills. It is also inflation proof, so costs remain fixed for the duration, and will help to ensure that the vehicle’s resale value remains protected.

For more information please request a no-obligationcomplimentary dealer pack at www.WMSGroupUK.comor call our dealer helpline on 01844 293 817.

The warranty experts

Visit www.WMSGroupUK.com

Proud partners of

As offered by Unipart Car Care Centres.

Scrimping on routine servicing and maintenance is a false economy that will undoubtedly invalidate the customer’s warranty and lead to larger repair bills in future.

“ “

Maximise profitabilitywith our range ofservice plans.

Visit www.WMSGroupUK.com

SPOTLIGHT ON... JUST FOR FUNDIGITAL VIEWS DRIVE

With Mike Malone

Connect with us on Twitter @TheWMSGroup 76

On the road

NEW!

MOT CoverCar Warranty LCV/HGV Warranty Breakdown Cover Service Plans

I took the opportunity to join the training division of a large insurance company, LGH Training, in 1997 before they went on to become the AON Resource Group. During my 11 years with them I worked on several motor manufacturer key accounts before being promoted to head up the training department in 2005. I left the business in 2008 to join a large used car supermarket as their group training managerWhat led you to join the WMS Group?I already knew one of the WMS Group directors, Eric Stone, and was aware of the company as my wife Susie works with them as a regional manager, covering the Midlands area. Having met a number of people from the business at different functions, and getting to know what they were like to work for, I had rather hoped an opportunity might come up with the business at some stage. Fortunately, timing was on my side and I joined on the 1st October last year.What has been your greatest achievement at WMS so far?It is still really early days and the development work that has been done both with our own field force and our target dealers will take some time to show the impact it has made. However, the early signs are encouraging, with a marked

In our seventh one-to-one interview, we catch up with Mike Malone, National Learning and Development Manager for the WMS Group. Mike lives in Warwickshire with his wife Susie, and cats Paddy and Rosie. He is responsible for helping our corporate dealerships in developing and implementing bespoke customer-centric business solutions to ultimately increase unit turnover and profitability, within the FCA framework.

Career path to date…I have worked in the motor industry since leaving school back in 1979. I started in the two wheel business as a motorcycle mechanic and over a 12 year period worked in all departments, including parts, accessories, clothing and sales, before eventually opening my own motorcycle dealership in 1989. I then sold my share to my business partner in 1991 when I made the switch over to four wheels, starting in new and used car sales before progressing to a general sales manager position.

improvement in the overall volume of business being written by our ‘Safe and Sound’ dealer network. What is your vision for the future?To qualify my vision for the future I must first share the following two quotes:“Insanity is doing the same thing over and over and expecting different results.” - Albert Einstein“Nothing stops an organisation faster than people who believe that the way you worked yesterday is the best way to work tomorrow.” - Jon MadonnaSo, my vision for the future is quite simply to ‘bring about change’ that will help to position WMS as the number one choice warranty provider.

Five things you probably didn’t know about Mike…1. Who is your greatest inspiration? The person who passed on his knowledge and experience, as well as teaching me the training technique of “Guided Discovery” - my old director of training and good friend, Paul Walker.2. Favourite food? Anything except cheese! I do love Indian and Mexican though.3. What CD you are currently listening to in your car? It’s a real mixed bag including Queen, AC/DC, Phil Collins, Cold Play, John Mayer and loads of 80’s. 4. If money was no object, what car would you buy? If I had to restrict it to one it would be a Porsche 911 Turbo in Guard’s Red to sit alongside my Honda CBR1100XX Blackbird.5. What is your guilty pleasure? Rocking out to Meatloaf with my wife in our home bar, complete with blow up guitars!

It’s a question which I suspect has never been asked – until this point. It’s important for the automotive industry though, especially regarding the digital side of selling and maintaining cars. The simple answer is that they all demonstrate something crucial for motor retailers. Let me explain.

Wayne Douglas Gretzky, nicknamed ‘The Great One’, has been called the greatest hockey player ever by sportswriters, players, and the NHL itself. He is the leading point-scorer in NHL history with more assists than any other player has points. He’s the only player to total over 200 points in one season – a feat he accomplished four times.

Despite his unimpressive stature, strength and speed, Gretzky’s intelligence and reading of the game was unrivalled. He was adept at dodging checks from opposition players and he consistently anticipated where the puck was going to be, meaning he executed the right move at the right time. Gretzky was successful because he skated to where the puck was going, not where it had been. It’s this attitude that motor retailers need to adopt if they’re to be successful in the digital marketplace – it’s also what drives us at GForces to innovate new products and services. The most successful users of the web in automotive are those who actively engage with the tools at their disposal, adopt new ones and look for ways to make them profitable.

One early adopter of our service plan software concentrated on improving the sales process, the upshot being better conversion rate and substantial service plan revenue of over £3m to date. They acted early and reaped the rewards.

Basil Fawlty is equally important for motor retailers. If Fawlty Towers was filmed today, the farcical hotel proprietor would be battling with Trip Advisor reviews and Twitter – not face-to-face with guests. In fact, he’d be out of business before series two was even filmed, thanks to the internet.

Reputation is massively important nowadays because we are more connected than ever before thanks to mobile devices and social media. We are also happier to complain on-line because we don’t have to have talk to someone in person. How many times have you been in a restaurant, bemoaning the food quality until the waiter comes over to check everything is okay... “Yes, lovely thanks” may well be your response, but on Facebook your status certainly won’t rate your experience as ‘lovely’.

Previously, dialogue tended to be between two parties and could be managed by businesses, but messages posted on social media have a huge audience and retailers have almost no control over them. Dealers can harness the power of these conversations, however, through tools like Reevoo. Impartial and from confirmed customers only, it gives clarity to what your customers really think of you – aside from the technical benefits to SEO and the like.

Daunting as a tool like Reevoo may sound, the advent of the ‘constantly connected consumer’ hasn’t changed the fundamentals of making customers happy. So if you’re providing good customer service, this will be reflected in reviews which attract new customers to your business.

When negative comments are posted on your social media pages, being seen to deal with them – turning a negative into a positive – is highly valuable digital currency.

Finally we have the chemical engineer. Jack Welch, ex CEO of General Electric (and chemical engineer) saw GE through phenomenal growth during his tenure. He had a constant policy; fire the bottom 10% performers in his management structure every year, and reward the top 20% – even when overall performance was great.

He did this because he wanted to invoke change before he had to. Losing the bottom 10% of his management stopped the rot before it set in, keeping the business agile – and motor retailers can take this mantra to the digital arena. Wessex Garages’ use of CitNow has been fundamental to its business for several years, helping to show off used car stock more effectively and convert a greater percentage of VHC red work to sale by sending personalised vehicle walk-arounds to customers. Now, Nissan has mandated CitNow through-out its network, but Wessex changed before it had to – giving it the early advantage.

The links between an ice hockey player, Basil Fawlty and a chemical engineer and the automotive industry appear tenuous at first glance. On closer inspection, however, the industry can still learn a lot from them.

GForces is a leading provider of internet software and services for the automotive industry, helping to promote and sell vehicles through the use of digital and mobile technologies and media.

For more information please visit www.gforces.co.uk or call 0844 247 4523

What have an ice hockey player, Basil Fawlty and a chemical engineer got in common? By Tim Smith, Group Strategy Director at GForces.

Basil Fawlty is equally important for motor retailers. If Fawlty Towers was f ilmed today, the farcical hotel proprietor would be battling with Trip Advisor reviews and Twitter – not face-to-face with guests...

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INDUSTRY INSIGHT

9

One of the benefits of being a motoring journalist is that most press cars come with a tank of fuel. This is necessary for the job you understand. The thought of actually filling up a test vehicle and paying for it with your own wallet sends most hacks recoiling in horror. But very occasionally a car captivates you so much that you really don’t mind throwing fistfuls of cash at it when the free juice runs out. The Audi RS 7 Sportback is one such motor.In essence, it represents an unparalleled version Why did it seduce me? Well, the car is simply a God on four wheels. It looks amazing; it delivers more thrills than the fastest rollercoaster you’ve ever been on; it sits four adults in total comfort and it’s made exquisitely. So let’s drill down a bit further into the very essence of this stunning car and look at the root of its monstrous muscle.

With the help of its two turbochargers, the 4.0-litre TFSI petrol engine delivers its formidable peak power of 553bhp between 5,700 and 6,700 rpm, and top torque of 516lb/ft between 1,750 and 5,500 rpm. The turbochargers boost pressure, helping to generate incredible accelerative force. This gives the German goliath a phenomenal 0-62mph acceleration time of just 3.9 seconds and a governed 155mph top speed.

Audi RS 7 SportbackMotoring journalist Tim Barnes-Clay reviews the Audi RS 7 Sportback, whichwill be entering the used car market shortly.

If you have Autobahn aspirations, then you can increase the maximum speed to 174mph by specifying the optional Dynamic package, and enhance it even further with the Dynamic plus package, which calls a halt to acceleration at 189mph. Despite performance of this magnitude, the RS 7 Sportback nevertheless manages to keep a firm grip on reality where economy is concerned. Thanks partly to an engine startstop system, it can cover up to 28.8mpg on an average run.

In the RS 7, the Quattro permanent all-wheel drive system enables you to tackle long journeys in all weather without fear of losing control. The car is also pinned securely to the road by an electrically extending rear spoiler providing additional downforce. And when it comes to scrubbing off speed there’ll never be a problem, because behind the huge 20-inch seven twinspoke alloy wheels are four massive brakes which provide reassuring stopping power.

The interior of the RS 7 Sportback conveys the sporting theme with subtlety, but leaves you in no doubt you’re travelling in a very special Audi flagship. RS logos appear in the dials with their white faces and red needles, on the flatbottomed three-spoke multifunction steering wheel, in the illuminated entry sills, in the rev counter and in the displays. RS logos are also punched into the front RS super sports seats with their pronounced bolsters, integrated head rests and honeycomb-quilted Valcona leather upholstery. The two-seat rear bench, which is standard for UK models, also has well-defined contours for optimum grip.

And, as befits the ultimate incarnation of the A7 Sportback, the RS 7 features a list of standard equipment, and it is possible to upgrade the inventory even further with a portfolio of driver assistance, driver entertainment and driver information systems, including adaptive cruise control, night vision, a Bang & Olufsen Advanced Sound System with 15 speakers and 1,200 watts of total power. Awesome? I think so.

Pros ‘n’ Cons3 Looks3 Performance3 Traction3 Seats four

7 Cost

Fast FactsMax speed: 155 mph0-62 mph: 3.9 secsCombined mpg: 28.8Engine: 3993cc V8 24 valve twin turbo petrolMax. power (bhp): 553 at 3600 rpmMax. torque (lb/ft): 516 at 1750 rpmCO2: 229 g/km

Price: £83,495

www.carwriteups.co.uk

Follow Tim on Twitter @carwriteups

“ Why did it seduce me?Well, the car is simply a Godon four wheels.

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INDUSTRY INSIGHT

8

Used car values saw a dip in April as high numbers of March plate-change trade-ins hit the market, according to CAP.In the first two weeks, vehicles up to three years old and 60,000 miles in the city cars and SUV segments fell by 2.6%, while most of the other segments only saw between a 1.6% and 1.8% decrease. Conversely, convertibles, coupe cabriolets, luxury executive models and supercars saw rises of between 0.1% and 0.7%.“For most mainstream cars, the increase in supply - coupled with a reduction in demand - has begun to undermine the unusually robust market that has characterised the past year,” said CAP.The company added that its April Black Book monthly print publication was “rapidly overtaken” by the market and that the May edition shows values have taken a bigger hit than a year ago. They reported a book drop which highlighted the difference between digital live market value reporting using Black Book Live and the monthly print price guide Black Book.CAP’s strategy is to eventually move from print to digital to meet the demands of the market. In 2013, CEO Ian Rendle said that digital accounted for 94% of its business, and that the monthly Black Book guide had a maximum of four to five years left.

Used car values dip in April

British motorists ‘happiest ever’The 2014 Auto Express Driver Power survey has revealed that British motorists are happier with their cars than ever before.Covering the issues that really matter to motorists such as build quality, reliability and performance, this years Driver Power survey showed that satisfaction levels have increased significantly from its launch in 2002. Auto Express received an impressive 50,000 responses, and the average satisfaction score came in at over 88% - an increase of 7% from twelve years ago.The Skoda Yeti was voted Britain’s best car to own for the third year running with an overall score of 92.7%, followed closely by the Skoda Citigo and Skoda Superb (92.6% and 91.6% respectively). The Yeti was also voted the easiest car to drive, and the Citigo the most affordable to run.Steve Fowler, editor-in-chief at Auto Express said: “Skoda has done a brilliant job of building cars that people love. They entered the crossover class with the Yeti in 2009 and it proved an instant hit, with demand outstripping supply as soon as dealers opened the order books. The car’s appeal hasn’t waned, and the company kept its latest update very simple. It’s great to see the Skoda Citigo in the top three, too – it’s a fantastic city car that appeals across many levels.”The best performing British car was the MG6, assembled in Longbridge, West Midlands,

which received an overall satisfaction rating of 90.9%. “The MG6 marked the dawn of a new era for the British brand and has proven

very popular with owners,” said Fowler.

The Motor Trader Confidence Barometer, sponsored by MHA MacIntyre Hudson, recently polled dealers on Q1 and asked how they expect the rest of the year to pan out. Almost three quarters (74.3%) expected profits to rise by the end of the year compared to 2013, while 10% were not expecting an increase. 67.6% of the dealers surveyed also expected their year-on-year profits to be up in Q1.

When asked if they would consider taking on a new franchise in the next twelve months, 42.2% responded no, while 32.3% said they would. Dealers were then asked whether they would be looking to acquire new property this year - the majority (57.1%) said they were unlikely, but the balance were considering such moves with 30% ‘quite likely’ and 13% ‘very likely’. Finally, when asked whether the positive economic forecast will prompt many owner-drivers to bring forward their exit plans, 30% responded yes, while 21.4% disagreed.Source: Motor Trader

And the survey says...Dealers upbeat on profitability outlook for 2014

Got a story? Contact Steph on 01844 293817or email Steph@WMSGroupUK.com

IMI highlights dealer training gapThe Institute of the Motor Industry is warning dealerships not to disregard management training if they wish to reach their maximum potential.

This follows on the coattails of their two year Return on Investment (ROI) study, which has found significant benefits for the automotive retail businesses who have invested in structured learning and development for management staff.

The IMI reported that management are currently the least trained group of people in the automotive sector, with only 9% holding a management-related qualification, and stated that there is an increasing need for executive and senior management to recognise that aspiring managers are crucial to shaping the future of their business. Their study rigorously measured the application of management training as a means of bridging competency gaps in an aftersales dealer network management development programme, and the achievement of IMI accreditation in automotive management (AMA). It revealed that for every £1 invested into training, dealers would stand to see up to a £2 return.

Steve Nash, CEO of the IMI commented: “The study clearly demonstrates that management training in all areas will bear fruit for a company’s bottom line. This industry is often guilty of promoting people on technical ability rather than focusing on the skills that become critically important when they become leaders. The results shows that management training may be one of the most important areas businesses should focus on; with the biggest possible gains achievable in terms of ensuring a business is competitive and profitable in a challenging market environment.”

Analysis shows that dealerships could achieve a 118% ROI on training delivered to aftersales management, and a 212% ROI when taking part in the IMI’s AMA programme. The IMI also noted a substantial increase in management staff’s confidence, technical knowledge, skills and conceptual and analytical abilities.

SUDUKOFill in the empty fields with the numbers from 1 through 9.• Every row must contain the numbers from 1 through 9 • Every column must contain the numbers from 1 through 9 • Every 3x3 square must contain the numbers from 1 through 9

Can you come up with a witty caption for this photograph? If you can, just email it to comps@wmsgroupuk.com with ‘Caption’ as the subject line. If it’s the winner, you’ll receive a bottle of bubbly and a mention in the next issue of Fast Lane.

Caption competition

Above: WMS Group’s Sue Malone presenting Terry’s prize Congratulations to Terry Suttle, service manager at the EMG Group who won our supercar track day in issue six. Terry said: “The prize really was as good as described and the instructors were exceptional. All ten cars had something special about them from the raw, no electronics Ariel Atom to the Playstation-like Ferrari 458 Italia. A wonderful prize and I would encourage anyone to have a go at your next competition. Thank you so much WMS for such an incredible day!”

Issue 6: Goodwood FOS winner

WIN! A bottle of

Champagne

PROMOTION JUST FOR FUN

Turn over for The Big One!Visit www.WMSGroupUK.com 10 11

Issue 6:CaptionCompetitionWinner...

“Oh Trixie, I am not sure about this car’s interior, it

has really gone to the dogs!”Pauline Harding, Chris Allen Ford

I took the multimedia producer job at Metropolis just over two years ago and love the diversity of the company’s portfolio of magazines, from Motor Trader and Laboratory News to travel retail publications and landscaping titles.

Tell us more about the services you offer. Primarily, I am ‘the video guy’ covering all conferences, awards judging and events at Metropolis. If it moves, talks or shines, I will capture it! We are currently developing our ‘green screen’ offering and I am also doing more work in front of the camera, which is challenging and exciting. I still really enjoy shooting stills though and Motor Trader allows me to flex my photography muscles on a regular basis.

What have been your career highs to date? Interviewing Sir Stirling for you was a great job. He was delightful and it was a pleasure working with everyone at the event, as they were all helpful - especially when I asked for the whole showroom to be rearranged! I have been to many wonderful places and captured some very interesting characters, from toilet cleaners to the Queen. Seeing the way people live their lives is a compelling vantage point.

How did you get into video production? I was the chief photographer at the Croydon Advertiser for many years, running a busy metro photo desk with a very talented team. In 2006, my editor-in-chief wanted to vamp up the website and invited me to take the lead. I developed the technique of marrying still photographs with sound gathered on the job. It was exceptional quality work and went down a storm. We were mentioned in some very high places - inhouse at Trinity Mirror, nationally by industry commentator Roy Greenslade, other journalism titles, and internationally by the mighty Pointer Institute in the US. I was then asked to present to Mirror picture desks across the country, as at that time the only newspaper multimedia was poor quality video shot by reporters.

My friend and very talented cameraman Mark Thompson, who works for a few major TV programmes, later allowed me to shadow him on certain video jobs. Shooting video was almost a natural progression from stills photography. It was, and still is, a great journey, and every day is a new adventure.

The other side of the lens...

I don’t really have any lowpoints of my career to date. The money isn’t great considering the editing time, but the ringside seat is priceless.

“ “Any low points?I don’t really have any low points of my career to date. The money isn’t great considering the editing time, but the ringside seat is priceless.

Finally, if you could have one wish, what would it be?I love travelling so a few more foreign shoots would be nice. Also I always (jokingly) ask car manufacturers or prestige dealers if they want to give me a car to drive about in. I’m still waiting for a call from Joe Doyle from HR Owen. We interviewed him at the Maserati showroom in South Kensington and I’m sure he was thinking about it!

David was so impressed with the Safe and Sound scheme that he took out our warranty for his own car! To get in touch with him, email David.Berman@Metropolis.co.uk.

We caught up with David Berman, video producer and photographer for Motor Trader magazine to find out about life behind the camera and some of his highlights to date...

David recently interviewed our ‘Safe and Sound’ ambassador Sir Stirling Moss OBE at participating dealership, Hardings Renault. Watch the video atwww.safeandsound.co.uk/dealers/

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Win!

To enter, simply email your answer A, B or C along with your business contact information to Comps@WMSGroupUK.com with ‘Trivia’ in the subject line. Competition closes on the 31st July 2014. Three winners will be randomly drawn from all correct entries and notified on or around the 1st August 2014.

One of three 14” steering wheels signed by Sir Stirling Moss!

TRIVIA

Only one of the following statements is true – but which one?

A. Stirling Moss completed the famous Mille Milie race in the slowest ever time due to a gearbox failure

B. Stirling Moss has a private collection of over fifty Formula 1 cars

C. Stirling Moss has never passed his driving test

The smell, the noise, the thrill of the race – it’s just not the same on TV. In August, the world’s bravest riders and fastest bikes will be returning to Silverstone for the Hertz British Grand Prix MotoGP™.Following 2013’s astounding championship win by Marc Marquez, this year promises even more intense rivalry and white-knuckle riding guaranteed to keep you on the edge of your seat. Combining non-stop, knee-sliding action with sheer unadulterated power, these incredible riders will once again be catapulting to speeds approaching 200mph, so it is not an event for the faint hearted. This issue of Fast Lane we have not one, but FIVE pairs of VIP tickets to the MotoGP™ raceday (Sunday, 31st August) held at the world-class Silverstone circuit up for grabs. If you are one of our lucky winners, you and your guest will be treated to full hospitality within the Woodcote suite, with adjoining balcony offering exceptional view points of Woodcote Corner and entrance to the national pit lane. Set right

WIN! One of five pairs of VIP tickets to the MotoGP™ It’s our biggest giveaway yet!

in the heart of the action, this is as close as you can get to the circuit, guaranteeing the best possible viewing experience. Take the opportunity to venture at will out into the crowds, experience the festival and then retreat to your comfortable suite without missing any of the action - it is sure to be an unforgettable day.For the full terms, visit www.wmsgroupuk.com/motogp. What’s included:l Pair of VIP admission tickets for Sunday 31st Augustl Grandstand seats with excellent views of the racing actionl VIP parking permit (one permit per pair of tickets)l Breakfast, lunch and afternoon teal Tea/coffee, soft drinks, wine and beerl Huge screen opposite the balconyl Official 2014 MotoGP™ programme

G Z B O N G M A R Q U E Z VK F A N S R N I S S O R E BG D R E O O E I T A C U D AP I B D X S I T D E E D N UE M E Y J Q F Z S D D I A TT E R A K B H P I N E W N IR G A H A M A Y S V O R R SU L A V E R T E Y E O M E TC I X R G H O N D A K D H AC O L A O Z N E R O L R M UI A R Q M A H A R B A I A HO O C R U T C H L O W L V P

ABRAHAMBARBERABAUTISTACRUTCHLOWDIMEGLIODOVIZIOSODUCATI

ESPARGAROHAYDENHERNANDEZHONDALAVERTEYLORENZOMARQUEZ

MONSTERPARKESPEDROSAPETRUCCIREDDINGROSSIYAMAHA

How to enter: All of these words below except one can be foundin this word search. The missing word is the prize answer – all you need to do is email it to comps@wmsgroupuk.com, along with your name, business name and address, and contact telephone number by the 31st July 2014. Good luck!

THE BIG ONE

Subscribe to future issues ofFast Lane at WMSGroupUK.com

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Worth over

£600per pair!