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Logging on to find repeat business
Page 51
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The Internet is OPERATORS USE the interact to create a helping Renault Trucks secure list of vehicles, and it secures repeat business, says Mike Finney, the general manager of used vehicles at Renault Trucks.
repeat business, "People treat it a little bit like a catalogue," and the truck he replies "They scour it and compile a shopmanufacturer is ping list of vehicles they're interested in, but still want to come along and physically look Looking to recruit at them before they buy. What the internet used truck does not do is actually sell trucks; at least managers. not in significant numbers. That's still down to the skills of the individual salesman." Words: Steve Banner Where the internet does score, however, is in securing repeat business. If an operator has had four or five trucks of pretty much identical specification from the same source, and is happy with them, he might not feel he needs to inspect the sixth one.
Finney is now busy looking for regional used truck managers for the north and south of the UK, an indication perhaps that he believes the market has potential to thrive.
"Although for the moment the phones aren't ringing like they used to there is certainly business to be had out there," he says, "The salesmen who are the quickest to react and willing to put that extra bit of effort in are the ones doing the deals." •