Reasons to be cheerful
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DEALER FOCUS
HANBURY RIVERSIDE
Riding out the recession successfully
The London Low Emission Zone, building good relationships and setting high standards have helped Hanbury Riverside ride out the recent economic downturn successfully
Words: George Barrow / Images: Graham Richardson In the shadows of the Dartford Crossing, at a yard in West Thurrock, deals are being done. As Lee Smith, director at Hanbury Riverside, returns to his ofice to talk to CM, a queue is forming outside where a couple of eager clients are keen to snap up some of his latest stock.
“We’ve got a reputation for quality which keeps them coming back,” says Smith. “We’ve been doing this [selling trucks] for 30 years, and I’ve grown up in the business surrounded by people in the trade. It’s not just about selling a truck, it’s about building a relationship with your customers, which is why we share their passion. I love trucks, and that can be seen in the type of vehicles we sell. Everything that leaves here is delivered to my own standards.” Hanbury Riverside specialises in nearly-new stock, with an average vehicle age of one to three years. However, where its stock differs from others is in the abundance of its own vehicles returning from contracts, which, according to Smith, ensures the quality of the product being sold on is a lot higher.
Knowing what you want and need
“We know they are main dealer-maintained, have a full service history, and have a fuel history. Because we are buying them, we can choose the vehicle speciication, so we go for marques that people are comfortable with on the used market. Customers want big cabs with the right engine, the right gearbox and the correct axle ratios. That doesn’t always mean the same combination for each make of truck, but we’ve got years of experience and know that people want genuine vehicles that are right for the job.” With around 300 trucks sold during the company’s last inancial year, Hanbury Riverside has managed to weather the dificult economic climate and maintain a consistent sales performance. The seven-strong team, which includes three staff in the dedicated maintenance, valeting and repair workshop, has been kept busy this year, in part thanks to the tightening of the London Low Emission Zone (LEZ), which, Smith says, has seen the level of enquiries increase.
“People don’t want to spend a lot of money these days as margins are tight, but when faced with itting ilters to old trucks or buying a decent nearly-new vehicle, most people have seen the reliability and cost of ownership beneits of buying a newer truck,” he says. “The LEZ has deinitely made a mediocre year for us turn into a very good one, and we are now seeing a shift towards oneto two-year-old trucks because of the amount of threeyear-old trucks we’ve already sold. A good used truck is attractive these days, and we want our customers to look at our trucks like they are getting something brand new because of the quality and the service they get from us.” While demand for LEZ-compliant vehicles has peaked, Smith sees another challenge on the horizon that he hopes will draw customers to his dealership as they look for reliable late-year trucks.
Pushing demand
“The arrival of Euro-6 is also pushing the demand for nearly new. Euro-5 units are proven, and operators know what they are getting. People don’t want the unknown, and Euro-5 will be around until 2020, so nearly-new Euro-5s are going to be very sought after during the next 12 months. We’ve got plenty of good homegrown stock coming through to cope with demand, and there’s a good selection of late-model Scania, Daf and Volvo trucks on the books that will be on people’s shopping lists.” With a stream of good premium chassis constantly iltering through Hanbury Riverside, Smith is certainly optimistic about the next 30 years of trading.
“We’ve built a fantastic reputation, and hauliers of all sizes are coming to us time and time again because they know they will get the best. The asking price shouldn’t be the most important factor in buying a truck. So although our vehicles might cost a little bit more, we’re selling peace of mind, because they are the best.” n
Fresh out of the on-site workshop, this Daf XF105 is a typical example of the sort of stock continually available at Hanbury Riverside. A 2010 early-year 460hp 6x2 Super Space cab, with 299,000km on the clock, full-dealer service history, 525-litre fuel tank and a sliding fifth wheel, tractors like this are exactly the type of unit that gets snapped up as soon as the handbrake is applied. www.hanburyriverside.co.uk