Dealer application process questioned M · Auto Media Group Limited makes every endeavour to ensure...

MONTHLY MAGAZINE OF AUTOTALK.CO.NZ – VOLUME 9 | ISSUE 12 | JANUARY 2019

T H E V E H I C L E D E A L E R ’ S N E W S S O U R C E

INSIDE

6

GLOBAL VEHICLE LOGISTICS NZ · JAPAN · AUSTRALIA · UK · EUROPE | www.autohub.co

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Faafoi impacts auto industry 3Bridgestone put to the test 6 EV switch equals big savings 10Ups and downs of Japanese market 20 10

Dealer application process questionedI

s it too easy to become a car dealer?It’s a question that’s been high-

lighted in the trade recently, fol-lowing accusations that some deal-ers banned from operating are still in business.

Motor Trade Association dealers’ sec-tor manager Tony Everett says it’s a dif-ferent path to becoming a dealer these days, compared to the past.

“If you went back to the prior regime, which was changed in 2003, you had the Motor Vehicle Dealers Act 1975.

“In that era, you had to have several things, including a defined place of business, reasonable amount of capital, demonstrate that you had some indus-try knowledge and some knowledge of consumer law.”

Now becoming a registered trader is as simple as providing a date of birth, address for contact, driver’s licence or passport and the $595 registration fee while waiting for the Ministry of Busi-ness Innovation and Employment to consider the application.

“In theory there is a police check process for various convictions, including breaches under the Fair Trading Act. Other than that, it’s game on,” Everett says.

However, despite those checks, banned dealers are still trading.

“It’s no hurdle at all. Sometimes the business carries on in someone else’s name, but they’re still on the same yard doing deals.

“Being on the register doesn’t mean a lot. It doesn’t say much for the current rules and the enforcement of those

Tony Everett

Continued on page 9

A tough year for the trade

Many in the automotive trade won’t be sorry to see the back of 2018.

Stink bugs, the alpha Takata airbag recall, currency fluctuations and supply issues were just some of the problems that affected both the new and used car trade last year.

Imported Motor Vehicle Industry Association (VIA) North Island chair-man Graeme Macdonald describes 2018 as one of “extreme trial and frustration” for the used import sec-tor sourcing vehicles from Japan.

“Crisis after crisis afforded little comfort to an industry struggling to overcome a sluggish domestic market and mini-mum margins in stock obtained.”

As for this year, it’s important dealers remember the industry must come to terms with changes to rules around electronic stability control, which are set to come into force during 2020.

“With only an effective 12 months to go until the ESC regulations take effect for all stock imported,

Continued on page 4

Graeme Macdonald

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Kris Faafoi makes presence felt

There wouldn’t be many government ministers who had a bigger influence on the

automotive industry in 2018 than Kris Faafoi.

The minister of commerce and consumers affairs’ most significant move hit when he implemented a mandatory recall of all vehicles with alpha Takata airbags in April.

However, proposed changes to the Credit Contracts and Consumer Finance Act (CC-CFA) and coming up with accessible vehicle finance options and alternatives to vehicle ownership for low income people also come under his remit.

Faafoi sat down with AutoTalk in his Wellington office recently to discuss the rollercoaster ride that was 2018.

While Faafoi is happy 65% of alpha airbag affected vehicles have been repaired so far, he acknowledges initially it was difficult to manage the situation with so many different parties involved, including the new and used car industries, and government departments.

“It’s trying to manage [organisations like] MBIE and NZTA working together on a large issue.”

Now the appropriate systems have been set up to identify affected vehicles, Faafoi says the next challenge is getting to the last 35%.

A communications campaign will soon kick off to encourage people to get their cars fixed.

That’s on top of last year’s efforts, which

included about 600 vehicles being repaired following a reminder from the NZ Transport Agency, rather than the vehicle manufacturer.

“A bit of NZTA backing helped get people off their backsides. A govern-ment-sponsored reminder achieved a good response.

“If you go quiet on it, people will forget.”

However, he’s not ruling out using tougher measures, like unrepaired vehicles with alpha airbags being unable to receive a warrant of fitness.

“We’re starting to think about warrant of fitnesses,” he says.

The most recent figures show 55,314 or 65% of all affected vehicles have been repaired.

That includes 36,611 used imports or 57% which have been repaired, while 18,703 New Zealand new vehicles or 89% have been fixed.

In terms of potential changes to the CC-CFA, proposals include capping the total in-terest and fees charged on loans, introducing tougher penalties for irresponsible lending, and raising the bar for consumer lenders to register as a Financial Service Provider.

Faafoi hopes to make progress on the changes in the first half of 2019.

“A lot of feedback from the lenders is there are some ratbags out there. Car lend-ers are quite happy to see the changes we are proposing.

Kris Faafoi.

Continued on page 4

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Kiwi buyers should be do-ing careful market research during 2018 to ensure they can identify immediately the stock that will be compliant, and more importantly, those that will fall by the wayside.”

2CheapCars chief execu-tive Eugene Williams also expects many of the issues which plagued the industry last year will continue into 2019.

However, it’s not all doom

and gloom for 2019, he says.“In terms of market

outlook I think we’ve passed the peak, but we won’t be tumbling down to the bot-tom anytime soon.”

Meanwhile, the new vehicle market has just celebrated

another record sales year, but Motor Industry Association (MIA) chief execu-tive David Crawford doesn’t expect that to continue in 2019.

“I think it would be a brave call to suggest a sixth re-

cord year in a row. Although that would be, as always, a welcomed outcome. More likely is a return commensu-rate with the last few years, still at historically high levels, but not another record year.

“The economic signals as we enter the new year are a lot tougher compared to this time last year.”

He says the two big issues of the year – stink bugs and alpha Takata airbags – caused big problems for the new vehicle industry.

“Both [issues] bogged down the MIA office and most of the MIA membership with additional administra-tion, operational challenges and increased costs.”

Toyota led the new car market with 20.4% mar-ket share in 2018, despite changing its sales model, switching from dealerships to stores.

“It’s a fantastic result given the significant changes we made with our drive-away pricing from our Toyota stores on April 1,” TNZ gen-eral manager of new car sales, Neeraj Lala says.

“Our customers have really enjoyed the new customer experience with ‘no haggle’ and the ability to

return their vehicle if they are not 100% happy.”

He predicts its expanded model range and customer experience offering will see the marque continue to lead the pack in 2019.

Ford New Zealand is also pleased with its 2018 results after becoming the country’s best-selling light commercial brand thanks to sales of its ranger and Transit models.

“We are very proud of the achievement and would like to thank all our customers for choosing Ford and all our dealer network for provid-ing the fantastic customer service that has made it possible,” Simon Rutherford, managing director, Ford New Zealand says.

See p25-28 for our 2018 stats round-up


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“There aren’t many people out there who don’t want to crack down on loan sharks. It will be interesting to see how they respond.”

His office will also continue to work with the Financial Inclusion Industry Forum on making vehicle finance and alternative forms of transport more

accessible for low income people.

“Alternative modes of transport and shared trans-port is becoming more common,” Faafoi says.

“It’s aimed more towards low income households and how do we make that work in low income households.”

Faafoi makes presence felt

Continued from page 3


A tough year for the trade

Eugene Williams Neeraj LalaDavid Crawford

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Bridgestone ramps up pressure cooker

Bridgestone has begun a new era in the Australian and New

Zealand automotive indus-try, and it goes far beyond just selling licorice.

A company-wide ethos change has arrived, where metro Bridgestone Select stores both here and across the Tasman will receive slick new fit-outs to welcome customers to the world of tyres; one they’ve probably never thought about before.

AutoTalk was hosted by Bridgestone for the launch of its new Potenza tyre bolted to the alloy wheels of the BMW Driving Experi-

ence fleet, although the M4 and M2 are nothing like your average company car, espe-cially thrown into the fast, graceful curves of the Phillip Island Grand Prix circuit.

With an 18% Austral-ian and 24% Kiwi market share, a footprint of over 530 stores and 1500 staff in both countries, the big B is hungry for a greater presence among non-tyre people, while still attracting the enthusiast.

Enter the S007A Potenza performance tyre, designed with an entirely unique compound to offer an even better tool for attacking

stop watches at track days across the country. It’s the sporty one.

A new Alenza tyre has also been devel-oped for the luxury SUV segment. But more importantly for the local operation, bigger than the new rubber, is the new bloke steering the ship.

Managing director Ste-phen Roche is only three months into the role, but is eager to “reinvigorate and re-establish” the brand.

“I’m not from the auto-motive industry or tyre busi-ness, but I’ve been across a number of sectors including retailing and pharmaceuti-cals, so the whole concept of delivering a product or service to an end consumer is something I understand,” he says.

“I’m also very passionate about giving something back which is why I established a company-wide charity in my last role.”

Roche reminds that Bridgestone has its hands in aviation, heavy trucks, and seismic bearings in build-ings, and has production facilities around the world.

“Most of Australia’s development is done in Thailand at our techni-cal centre, and a proving ground. The Australia/New Zealand operation is also the only operation manufactur-ing truck retreads for both countries - in Queensland,” he explains.

“When we stopped manufacturing in this coun-try in 2010, we donated a six-hectare parcel of land

back to the local commu-nity in Salisbury which has been turned into park land, as part of that giving back theme which began with Bridgestone founder Shōjirō Ishibashi who donated a swimming pool to poor lo-cal school children to avoid infections from swimming in the river,” Roche says.

He says the 50 million tyres Australia disposes of every year also need to be responsibly recycled, which is why Bridgestone is partnered with Tyre Stew-ardship Australia and the Australian Tyre Recycling Association.

“That’s something we’re proud of, but need to admit-tedly keep finding new solu-tions to,” he concedes.

The company says it needs to open up to both the media and customers, despite having won multi-ple awards this year from Reader’s Digest, Canstar Blue and others.

Jon Tamblyn has the engineering and commercial solutions mantle, mean-ing it’s his job to make sure the new S007A rubber does what it says on the packag-ing.

“We’ve developed a new testing procedure called UltimatEye, which measures pressure applied by the tyre into a flat surface as just one

Stephen Roche, managing director

Continued on page 8

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of seven steps in getting the tyre to market,” he explains.

“About 70% of OEMs operating in Australia are using our tyres new from the dealer which gives us commercial confidence that those 150-plus models are using not only a tyre customers can afford to replace, but will offer the safest performance and optimal ride and economy,” Tamblyn explains.

“In fact we have over 100 different tyre SKU numbers developed in partnership with manufacturers, many of which are unique to the Australian and New Zealand market,” he adds.

Director of sales Heath Barclay says high-traffic Bridgestone Select stores are receiving that aforementioned once-over to avoid corporate complacency.

“We’re not standing still, our showrooms need mod-ernising to bring a contem-porary feel to what is a fairly mundane process in buying and fitting tyres,” he explains.

“We’re finding ways to give new life to old tyres by developing a recycled tyre-rubber flooring com-

pound, and we’ve worked with a number of franchisees to design an ergonomic, functional area that works for both store managers and their staff, as well as their customers,” Barclay says.

“The business is also pushing to increase and improve our services in the transport sector, including operating out of major truck depots and rest stops in order to reduce disruptions to operators’ schedules,” he says.

“We’ve also secured partnerships with some significant trailer manufac-

turers like MaxiTrans which we feel speaks volumes for our heavy duty customers,” Barclay adds.

A series of so-called tests allowed a bunch of journalists to pitch the new boots against the previous generation “001” Potenza on identical BMW M cars

back to back. So-called because doubt-

less it’s anywhere close to the kind of gruelling torture Bridgestone engineers put it through before signing off. Considering one of those 10 test centres Roche speaks of will burn through 10,000 tyres per year in testing.

These included a rather timid couple of laps keep-ing up with BMW’s talented instructors, braking tests in both a straight-line ABS-test and emergency swerve at 80km/h, timed slaloms which became ultra compet-itive (as they inevitably do), an alleged drifting test which only a few could sustain on wetted-down, polished concrete, and the obligatory hot laps at day’s end just to separate the keyboard war-riors from the professionals clocking hundreds of laps every year.

Keeping pace during three laps the S007 does feel like a competent performance tyre even underfoot of an em-ployed typist, offering what I would consider decent grip where it’s needed on corner exits, under hard braking at Honda corner (turn four) and the downhill-right at Lukey Heights where you ask the fronts to cop longitudinal and lateral punishment while squeezing on the power to push you toward the apex without overcooking the goose.

The potentially treacher-ous turn one is taken in fifth at what feels like 200km/h (although eyes never dared look anywhere but ahead), leaning on the front left be-fore the double-apex at turn two is ideal for feeling how connected the S007 remains with the blacktop in order to hold your line without push-ing wide or looping it like the top of a candycane.

The timed slalom weav-ing around six cones, flicking a U-turn and returning to a clock-stopping halt not only demonstrated how blatantly rubbish motoring journos are at remaining calm under pressure, but also how much abuse a modern tyre can cop without protest.

Killing three cones on the first attempt, the test also demonstrated a flaw in the otherwise impervious M2 which certainly held up its end of the track-day agreement.

The U-turn reveals quite a dead spot in the car’s pick-up from low-speed, as you apply and open out from full-lock and are tempted to nail the right pedal. The gearbox, engine and diff take

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rules.“Enforcement in so many

areas has been found wanting lately.”

Everett notes monitoring motor vehicle dealers is on the Commerce Commis-sion’s priority list, but says enforcement is the key.

“The products being sold are quite an expensive item. Consumers can suffer signifi-cant losses.

“At the very least, what we should always do whatever laws we have, is make sure there’s a reasonable level of enforcement applied.

“There’s a risk [more rules] will add cost to the compliant traders.”

However, registrar of motor vehicle traders and manager of trading standards Stephen O’Brien says it is monitoring what dealers are up to.

The Motor Vehicle Sales Act 2003 allows applications to be accepted or declined, with the option of removing those who become disquali-fied from registration, he says.

“The registrar works closely with the Motor Ve-hicle Disputes Tribunal and is able to identify potential

traders that are at risk of non-compliance.

“In the 2017/2018 financial year the registrar issued bans to six traders that failed to comply with tribunal orders and issued warnings to five traders one of which was subsequently banned.”

On top of that, in the 2017/2018 financial year O’Brien says 18 convictions for unregistered trading re-sulted in fines of $74,750.

And in the current finan-cial year to date, the registrar has obtained a further 18 convictions for unregistered trading, resulting in fines of $133,300.

“In 2017 Ministry for Busi-ness Innovation and Employ-ment’s Trading Standards identified motor vehicle sales as a priority area of focus for its compliance activities and developed a comprehensive compliance strategy.

“Our primary objective is to educate and obtain voluntary compliance from traders with the act. In the cases where the trader does not engage with the registrar, or refuses to comply, we will investigate and take the nec-essary action.”


Dealer application process questioned

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Dealership encounter converts insurance assessor to electricI

nsurance assessor Andy Downer is saving thou-sands of dollars each year

after switching to a Hyundai Ioniq.

His job assessing damage to properties takes him as far north as Silverdale and out to Waikato and the Coroman-del – a fair distance for the Kawakawa Bay resident.

“Before the Ioniq, I was in a Santa Fe turbo,” he says.

“I was doing between $800 and $900 worth of die-sel a month, including road user charges.

“When I was in a petrol vehicle, it was between $900 and $1000 per month. Going into a diesel dropped it a bit.

“Now I’ve gone electric, I

calculated if it was empty, it might take $5 to charge and it’s never empty. It’s al-most paying for itself, that car.”

Downer admits he’s a Hyundai fan, estimating the Ioniq is his “sixth or sev-enth” vehicle from the marque.

So, it’s not a surprise he came across the Ioniq on a visit to his local dealership.

“I was taking my car in for a service, saw the Ioniq and thought ‘that’s cool.’” The next thing Downer

knew, he traded in his Santa Fe for the electric vehicle.

“It was a bit of an impulse buy. I didn’t really research them. I had heard about Nissan Leafs, but they are hideous.

“We talked about the range and they said it was about 200km, but I have had 300km out of it. They’re quite con-servative with what they set.

“It just depends where I’m going and how fast I’m going.”

Downer says if he charges the Ioniq up to 90%, it will have 240km of range.

“It’s basing that on the previous driver. When I first bought it, I would say I got 200km at 100%. That was before I had any history.

“If you chuck on the air-conditioning it takes off 20km straight away.”

So far, Downer has put about 40,000km on the car.

“Living out in Kawakawa Bay, it’s 60km to the motor-way. I’ve only run out of juice once.”

Luckily, he managed to sneak home with some downhill regeneration and a limited amount of power in “turtle mode”.

“I cover right the way up to Silverdale, and down through the Waikato and Coromandel.

“Every morning I get a fully charged car – that’s with a 32-amp plug.”

If he does have to use public charging stations, his favourites are Takanini, Auck-land Airport and Greenlane.

“They’re convenient spots. If I do have to use them, I just check some emails.

“There’s stacks of space and I haven’t really noticed a drop in performance if I have four people in the car.”

However, despite lov-ing what the Ioniq can do, Downer says he still has a soft spot for internal com-bustion engines.

“Because petrol is an ad-diction, I’ve got a motorbike. There’s my petrol headed-ness.”

Andy Downer with his Hyundai Ioniq

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NEWSTALK

Foley Trucks has come a long way since its “humble beginnings” as a small Auckland car yard 30 years

ago. Founding director Paul Church was a

panel beater by trade when he decided to take a punt and buy a dealership licence for around $10,000 in the late 80s.

“That was a lot of money back then,” he says.

He was often telling his mates he would do well in the industry.

“They would say to me, ‘prove it smarty pants’.”

And so he did, putting every-thing on line and starting from the original site in Point Cheva-lier.

Paul didn’t sell a car in the first week, but business soon picked up.

He changed direction and focused solely on trucks around five years later.

It was around the time when imports were starting to get a “foothold” throughout the coun-try. He saw a gap in the market for vehicles over 3500kg GVM and made the shift early on starting with a little box truck.

It proved to be a smart move and he started importing a few bigger trucks.

Needing more space, he shifted to a new site in Penrose in 1996. The business is now based in Leonard Rd, Mt Wellington and a new Christchurch site opened in April this year.

Around 140 trucks are on stock in Auckland and more than 50 in Christchurch, mostly ex-demo vehicles. There are eight employees across both sites.

The trucks mostly range from two to 10-tonne payloads of all major brands. They include everything from flat decks, box trucks, tippers, refrigerated trucks, cranes, compactors, buses, trans-porters and vans.

Forming a key relationship with dealers in Japan has been another

key part of Paul’s success with over 150 trips to the country.

It was “hard work” at first, he says. Not knowing anything on his first visit, not knowing the language or how to read any signposts, but he made his way around and found the right con-

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NEWSTALK

No simple fix for the tragic road tollT

he 2018 road toll of 382 - though sadly that number is still slightly elastic - is

the worst since 2009. So the question turns to what

can be done about reversing the trend. Politicians are already banding around which of the many things that can be done to solve the crisis is the answer.

In announcing the toll, Police minis-ter Stuart Nash put the blame squarely on driver and passenger choices.

“The main contributing factors are speed, failure to wear a seatbelt, distraction such as using a cellphone, and impairment from drugs, alcohol, or fatigue,” Nash says.

“Police remain out on the roads working hard to keep everyone safe. But they can’t do it alone – we all need to be responsible every time we get behind the wheel.”

The government itself is pitching a raft of road upgrades as the answer - and while admirable their plan came at the cost of other planned road redevel-opments.

The theory: separating traffic with plastic markers, wire ropes or median barriers on a larger range of roads is preferable to a smaller set of gold plated ‘Roads of National Significance’.

As someone who commutes along a tract of road affected by this change I am not sure a set of plastic toothpicks along a centreline can prevent head-on crashes with logging trucks the same

way a four-lane separated motor-way can, but I’m happy to be proven wrong.

Associate transport minister Julie-Anne Genter has suggested the gov-ernment wants to take on zero road toll target approach as seen com-monly in Scandinavian countries.

One of the things missing from New Zealand road regulations is that part of the world focusses on driver training and quality - which I guess Nash has targeted in his comments.

They would struggle to get bet-ter value than investing a little of their safety budget in a programme already underway - one advert pro-duction budget would probably go a long way.

Holden Street Smart, created by Holden New Zealand with racing driver Greg Murphy is teaching learner drivers important practical skills that will likely make them safer drivers for life.

Murphy’s called on the government to change its focus on improving road safety when acknowledged by the New Zealand Motoring Writers Guild for the scheme late last year.

“Holden Street Smart is not research being done to find out if training works.

It is 100% guaranteed to make a differ-ence,” Murphy said.

“I think focus needs to be put on driver training as a whole. Spend-ing money on roads is one thing, but if people continue to do the same things they are now, then we shouldn’t expect the Road Toll Stats to change much.”

I couldn’t agree with him more.

Greg Murphy

Richard Edwards021 556 655 [email protected]

http://www.mta.org.nz/mediation


CRAWFORD’S CASE

INDUSTRYTALK

Another year, another record for new vehicle sales, but this time only just. As predicted this time

last year, the MIA expected a slight increase at best and possibly a slight decline for the 2018 year over 2017.

As it turns out, it was a slight in-crease of 1% (1648 units). On corrected numbers the 2018 turnout for new light and heavy vehicles broke through the 160,000 mark, making it a fifth straight year of records.

Looking into the crystal ball what do I see for the 2019 market? I think it would be a brave call to suggest a sixth record year in a row. Although that would be, as always, a welcomed outcome.

More likely is a return commensurate with the last few years, still at histori-cally high levels, but not another record year. Especially given reports of a softening of the market in certain areas and for certain segments combined with recent global uncertainty in the stock market.

The economic signals as we enter the new year are a lot tougher com-pared to this time last year.

Reflecting on 2018, it was a hectic year. When we should have been mak-ing the news for record sales of new vehicles, the vehicle stories that most made news in 2018 were two big issues, stink bugs and the mandatory recall on the alpha type Takata airbags.

Both of which bogged down the MIA office and most of the MIA membership with additional administration, opera-tional challenges and increased costs.

Then as the year ended how can one go past not noting the extraordi-nary meltdown at the NZTA!

This association, like many in the transport sector, had been in discussions

with the NZTA for several years arguing, mostly until blue in our face, of risks in the regulatory compliance processes the NZTA were managing. Or more correctly as they were not managing.

I recall one discussion with a previ-ous senior manager at the agency who upon hearing my plea for action retorted by saying if it isn’t broke, why fix it? I was staggered.

Firstly, because they couldn’t rec-ognise the risks, and secondly because

when they would get to see the inevi-table outcome of not doing what we suggested, it would be too late.

Unfortunately, history proved the association right. Now we have the agency which is on the back foot des-perately trying to right the wrongs of past in-actions.

2018 was also a year the new Gov-ernment attempted to get established with its eclectic mix of election policies from three different parties.

Business confidence took a hit, not surprisingly, although Government ministers seemed puzzled when by all accounts our economy was still ticking along nicely.

However, driving the downward

trend in business confidence is the pending avalanche of new Government policies and regulatory changes which inevitably adds compliance costs.

As we look at what is coming at us from the Government in 2019, the big-gest impact will be decisions it makes on what policies it will implement to reduce greenhouse gas emissions from transport.

We know that Government is devel-oping a host of policies but we do not yet know what the final package looks like. Consultation on these are expected around May this year.

While talking about greenhouse gas emissions, over the break, I was catching up on a slew of background reading. One area I try to keep up to date on is climate change science. Over that time a lot has been written on this subject and it is sim-ply not possible to read it all.

But one trend has emerged and that is the politicisation of the science. This is too important for scientists to po-liticise. We need them to be scientists first and foremost.

Why? Because we require sound sci-ence before it is thrown into the murky world of public policy and political compromise.

One quote I came across as I was reading, reminded me this is not the first time I have alleged scientists around the world have increasing be-come politicised.

It was refreshing to read one scientist comment: “I’m a scientist. And I regard it as my job to continually revaluate the evidence and reconsider my conclu-sions. That’s my job. Some people don’t really want scientists. They want politi-cal activists. But if you want a scientist, give me a call.”

160,000 new vehicle sales

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www.autotalk.co.nz

Reflecting on 2018, it was a hectic year. When we should have been making the news for record sales of new vehicles, the vehicle stories that most made news in 2018 were two big issues, stink bugs and the mandatory recall on the alpha type Takata airbags.


INDUSTRYTALK

0800 42 88 [email protected]

www.trademe.co.nz/motors

New Zealand’s#1 vehicle listing site.

Selling to MillennialsM

illennials, Generation X, Baby Boomers - familiar terms to most people - but the core

makeup and buying habits of these different generations are something not all motor vehicle traders take into account when promoting and selling the stock on their yard.

When was the last time you looked at how you could improve sales by appealing to a specific generation?

I had the opportunity to listen to a presentation by Gabrielle Bosche, president of The Millennial Solution while attending Nada in the USA earlier this year and I found it absolutely fascinating.

There were so many points that really struck a chord and I wanted to share some of these with you to ultimately help you sell more vehicles.

So who are Millennials?People born between 1981 and 2000

are classified as Millennials. There are 83 million Millennials in the world and by 2030 they’ll outnumber Baby Boomers by 22m. I reckon it’s time to think about changing our approach to the way we market and sell to these buyers.

With more student loans, crazy housing markets and generally a higher cost of living, Millennials are settling down and having families in their early to mid-30s as opposed to their parents who did this in their early to mid-20s. This means that their purchasing habits are very different and sellers should be mindful of their needs at different life stages.

What do they want and how do you get them to buy from you?

ExperiencesOne of the biggest things that

Millennials want are experiences; they’re wanting to test the waters and get a feel for it before making a decision. This translates to more than just the standard test drive - they’re expecting technology to help deliver these experiences.

Think virtual tours on your website, links to interesting videos, test drives and reviews about the vehicle. Let them really immerse themselves in the vehicle before they’ve even walked on to your yard.

Provide context and clarityMillennials are always looking for

more efficient ways of doing things - as a result they want to understand the “why” behind everything. When selling them a vehicle always answer the “why” before the “what” and the “how”.

For example, before launching into the specifications of the latest electric vehicle, explain why electric vehicles are possibly a good choice, before going on to explain how they work and what features they have. Remember it’s the benefits that matter to Millennials, the features are really just tools that help them get the benefits.

Be relatablePeople buy from people, and

Millenials are more likely to buy

from people who look like them or someone they know. It’s about being able to relate to a person

and building trust. By 2025 nearly 65% of the workforce will be made up of Millennials so this isn’t as big a challenge as it appears.

They demand transparencyIt’s never a good idea not to be

transparent in any sale, but never before has it been more important! Take time to present them with the good, the bad and the ugly and let them make their minds up based on all the facts.

They’re great brand ambassadorsMillennials are all about being part

of a community by proximity and openly share their experiences on social platforms.

They’re more likely not to support a business that’s had negative feedback while conversely, if they’ve had a great experience they’ll “humbly brag” and encourage others to lend their support.

Today’s buyer needs and demands different things. You may have a good feel for who your customer demographic is, but investing in data products that provide you specific and precise information is invaluable.

Make sure you’re harnessing the power of data to enable you to deliver the right message, to the right person at the right time and help close more sales.

Ange Humble North Island Sales ManagerTrade Me Motors09 924 6601 [email protected]




MARKETINGTALK

After an up and down last few months saw strong growth in lead and test drive volume in October 2018, November continued the trend with decreases across

all 3 KPI’s for AutoPlay customers. Leads decreased by 2.5%, test drives by 5.2% and sales by 4.1%.

Reflecting the overall trend of a decrease in lead volume, most sources decreased in the month of November.

Web – Dealer leads decreased by 6.8% from October’s high, and while Web – Classified still accounted for the second most leads across AutoPlay customers, dealers also saw a decrease in the number of leads from this source by 2.5% from month to month.

Brand generated leads continue to provide dealers a relia-ble source of leads and were one of the few sources to buck

the trend – increasing by 4.7% from October to November.As with leads, the overall number of test drives de-

creased in November (vs October 2018). Test drives from Web – Dealer generated leads decreased by 7.8%, but dealer websites still remain the most fruitful place to generate test drives. Direct test drives continue to firm as the second most

popular source of test drives with a small 2.0% increase from October to November. As with October, test drives generat-ed from Brand leads accounted for the 3rd most test drives,

but decreased by 11.7% from the previous month.Sales across all lead sources decreased by 4.1% from

October to November. The same three sources accounted for the most Sales in November with Web – Dealer decreas-ing by 1.5%, Web – Classified decreasing by 0.5% and Repeat

decreasing by 3.3%.Lead source reports are just one of the reports available

to dealerships and OEM’s who use AutoPlay sales pipeline. To find out more about the range of reports available via AutoPlay contact us on [email protected] or +64 9 361 1505.

Matt Darby works for AutoPlay which specialises in pre-sale lead management tools. To find out more about AutoPlay services email [email protected] or visit www.autoplay.co.nz

Top 3 sources of leads, test drives and sales November 2018 (vs October 2018)

1

Top 3 Sources for Leads, Test Drives and Sales - New Zealand Dealerships November 2018 ( vs October 2018)

Repeat 3.3%

Web - Classified 0.5%Web - Dealer 1.5%

SALES

Brand 11.7%

Direct 2.0%Web - Dealer 7.8%

TEST DRIVES

Brand 4.7%


LEADS




MARKETINGTALK

1Top 3 Sources for Leads, Test Drives and Sales - New Zealand Dealerships September 2018 ( vs August 2018)

Web - Classified 2.8%

Repeat 9.9%Web - Dealer 6.2%

SALE

S

Brand 1.7%

Direct 11.4%Web - Dealer 4.6%

TEST

DRIV

ES

Brand 2.0%


LEA

DS

First and foremost a warm welcome to what I am sure will be another eventful year within the New Zea-

land retail automotive industry. 2018 may unfortunately be best recalled as the “year of the disruptive stink bug”.

In this case this is not an adopted colloquial “down under” term of refer-ence for Donald Trump.

The brown marmorated stinkbug infestation aboard car carriers cost the industry many millions of dollars in lost revenue when ships were unable to unload and additional costs when long-awaited inventory turned up at dealer-ships in excessive numbers.

On a positive note congratulations to MPI for their continued vigilance of our seaborne border inspections.

I have decided to continue the theme of my previous two articles on the subject of relationship selling and in this article take a dive into the world of salesperson recruitment and retention.

One of the ongoing challenges any dealership faces is the recruitment of effective salespeople who will then de-cide to make that dealership home for a number of years.

Recruitment and retraining of sales-people in an industry that has to face the challenges of a digitally savvy cus-tomer has become harder, not easier.

The dilemma many dealerships face is while there is an increasing pool of digitally savvy Millennial (1980 -1995 birth years) salespeople who may wish to join a dealership sales team, their hire will require quite different retention techniques compared to those for Gen X or Baby Boomers.

Cox Automotive recently compiled a Dealership Staffing Study based on research they had completed with KS&R with consultation from Hireology.

The study was fielded among a ran-dom sample of 50 dealer owners, princi-

pals and GMs, 343 dealership employees and opinions from 834 US citizens.

The study reinforces the known trend facing all retail automotive mar-kets around the world. The dual impact of margin compression and higher operating costs are a fact of life for any dealership business.

As a result the study contends that employee recruitment, retention and development is one of the biggest sources of operational opportunity that dealers face today.

More than half of dealership gross profit margin goes to payroll. With an average cost of $10k per new hire and an annual turnover rate as high as 67% for sales posi-tions, a dealership with 100 salespeople can lose $670k per year. 60% of dealership hires are millennial and more than half them turnover annually and for females the annual turnover is 9 out of 10.

Remember these are US dealer em-ployment figures, however, the figures do serve to reinforce the universal costs of high employee turnover and the flow on disruption to the business.

Customers will keep returning to the dealership of their choice because they have had such a great interaction with a salesperson or in the case of a new vehicle franchise, also a positive experi-ence with a service receptionist.

The researchers conclude the study with a four-point staffing holistic strategy:

Recruit - Market all dealership opportunities

extensively across websites, col-leges, trade fairs and social media.

- Treat dealership jobs as careers by providing a long-term career path to advancement and focus on strong social skills and compatibility with dealership values.

- Include managers, peers, direct reports, executives in the recruiting

process to give candidates an op-portunity to meet others, under-stand the culture and develop early relationships.

Train - Train employees through men-

toring programmes, sharing best practices, online training and job shadowing.

- Set clear goals for 30, 60 and 90 days and offer cross-training ena-bling employees to pursue other opportunities.

- Ensure Millennials are prepared for customer facing positions and all training ongoing to maintain engagement.

Communicate - Regularly review, discuss and

evaluate employee goals, responsi-bilities and progress.

- Provide a positive work environ-ment by encouraging honest, open, direct communication and foster-ing respect between all employees.

- Reinforce dealership values by clearly communicating company goals and setting an example of how values are embodied.

Recognize - Praise accomplishments on an

ongoing basis. - Show appreciation for hours/

schedules employees work.

Peter [email protected] or 021-940 318

Recruiting and retaining effective salespeople



Vinsen’s ViewThe monthly update from VIA chief executive David Vinsen

JANUARY 2019

ADVANTAGE

WHAT DO WE DO?

Advice and advocacy for the used vehicle industryIf you have technical questions, compliance problems, consumer complaints, staff issues — we can help.

For more information: www.via.org.nz | Free phone: 0800 842 842 | Phone 09 573 3058

Continued on page 19

Old Chinese curse: “May you live in interesting times”.

This time of the year lends itself to reflection. As I write this, I’m with friends in Sydney waiting for the

Harbour Bridge New Year’s Eve fire-works celebrations.

So I have both time and distance to provide perspective as I review the year.

Well, what a year! It’s certainly been interesting.

To quote Her Majesty after a terrible fire at Windsor castle; and three of her children separating and divorcing, with attendant scandals, “It’s been an annus horribilis” - a horrible year.

2018 saw crises the like of which I haven’t seen in 15 years in this role, or 40 years in the industry.

What we experienced was less like a perfect storm and more like a series of near-knockout blows. Each one arriv-ing before we could recover from the previous one. The cumulative effect was huge.

At the start of the year, the main is-sue was the second phase of the ESC rule. Due on March 1, we knew it would affect volumes, but were prepared for that. Our only concern was being able to positively identify ESC-equipped vehicles.

Then out of the blue, on Waitangi Day, live stink bugs were found on a vessel discharging at Auckland, then on a second, third and fourth ship. The supply chain ground to a halt.

Stink bugs had been found the

previous November in Christchurch, on concrete equipment from Italy. But we weren’t expecting anything like this.

It was the most sudden, unexpected and deepest crisis the industry has ever faced.

VIA’s board gave me two instruc-tions: • Biosecurity is paramount • VIA is to take a leadership role

We knew other industries, particu-larly horticulture and viticulture, were watching. They would be really vulner-able if stink bugs became established, and were already starting to point the finger at our industry as the cause of potentially serious harm for them.

Our import supply chain is very ef-ficient, almost on a “just-in-time” basis. So, with no shipments for nearly two months, everything stopped.

Cashflows were hammered, retain-ing skilled labour became problematic, and balance sheets were stretched to twanging point.

It took the collaboration of all industry sectors and Government de-partments to deal with the issue.

When shipments resumed, we had the largest volume months ever, which put huge pressure on space, capac-ity and funding. Businesses that had been under financial pressure from lack of stock were suddenly under huge financial pressure from excess stock. Although we have been pleasantly sur-

prised by the resilience of the industry, we’re still suffering the after-effects - many businesses are still under extreme pressure.

Tens of millions of dollars have been lost through shipping delays, addition-al ships, sailings and storage required, and weeks of lost trading.

But the exercise was also successful: 1. We prevented the stinkbugs from

becoming established. 2. All industry sectors and govern-

ment departments collaborated effectively.

3. We reviewed the Import Health Standard and set new requirements to ensure we can deal with stink-bugs and other biosecurity risks in future. The industry’s accredited Border Inspection Organisations invested millions in developing treatment systems to ensure we also have enough capacity.

4. VIA arranged a simplified process with NZ Customs for vehicles that were imported, exported and then re-imported because of the stink bugs.

While all this was happening, the Electronic Stability Control deadline came and went ... barely a hiccup.

Many non-compliant vehicles missed the deadline because their delivery was delayed by this crisis, but we secured arrangements with NZTA to deal with

Advice and advocacy for the used vehicle industry

CORPORATE PARTNERS

UPDATE

Are you prepared for the new Health and Safety framework?

By 2020, the Government aims to achieve a 25% reduction in workplace injuries. Are you ready?

VIA is here to help, with industry-ready Procedures Kits for workshops, car yards and compliance shops – developed in conjunction with experts HRtoolkit.

For more information, contact: Malcolm Yorston, Technical Services Manager on 0800 046 842 or DDI 09 573 3243

Email: [email protected]

Health and Safety

them separately.

I’m proud of VIA’s role. We’re not a regulator, or biosecu-

rity scientists, or logistics or inspection experts.

But we showed leadership in co-ordinating everyone’s efforts and en-suring communications were accurate and timely in a fast-changing situation.

Airbag recall While we were dealing with stink

bugs, Consumer Affairs Minister, the Honourable Kris Faafoi, declared a mandatory recall for vehicles fitted with a particular airbag.

The issue had been around for some time and affected over 140 million vehi-cles worldwide.

Despite best efforts in NZ, there had been slow progress in remedying the problem: • Information was incomplete about

which vehicles were affected, and this had been reworked but needed to be reworked again.

• Replacement parts were lacking, as the airbag manufacturer had gone into bankruptcy.

• In New Zealand, vehicle owners had responded apathetically to campaigns to replace the airbags.

• There was a death in Australia from a faulty airbag exploding, so the Minister made the recall manda-tory.

His aim was to: • Prevent more affected vehicles

entering the fleet. • Rework existing vehicles as quickly

as possible. Easier said than done. We still lack in-

formation, meaning we have a moving target, a parts shortage, and consumer apathy.

This is a considerable problem - al-most 600,000 vehicles are affected by the recall in NZ alone, with a total cost of over $100m.

And we know that once processes

are set up for this recall, other safety-related recalls will follow.

Again, industry is collaborating with government departments including: • MBIE’s Consumer Affairs (responsi-

ble for the recall). • NZTA: Operations, procedures,

information and record-keeping. • NZ Customs: Responsible for

ensuring no vehicles subject to the recall enter NZ - seize and crush!

We’ve now established robust pro-cedures that leave me confident that no affected vehicles will be imported.

These have not been easy issues to deal with, with many parties involved - government departments, as both regulators and as administrators, and various industry sectors - who’s going to do what, and who’s going to pay!

We’ve been collaborating closely with the new vehicle distributors’ association, the Motor Industry Association.

That hasn’t always been a happy relationship, but last year we entered a Memorandum of Understanding, re-cording how we will liaise and deal with each other.

The basis: We have far more in com-mon than not, and on pan-industry issues where we have shared interests, we co-operate.

We set aside those areas we disagree on. It’s not always easy, but the agree-ment is working well, and I acknowl-edge my colleague David Crawford from the MIA for his contribution.

Greenhouse gasesWhile we were dealing with stink

bugs and airbags, Associate Transport Minister Julie Anne Genter announced that the government wanted the trans-port sector to help NZ achieve its share of the Paris Accord climate change goals.

Transport contributes about 20% of NZ’s greenhouse gases, and the only way to reduce emissions is to consume less hydrocarbon fuel. VIA is working with Government and other sectors on this, taking into account fuel efficiency

and changes in modes of transport. This is why VIA is involved with the Govern-ment’s EV Leadership Group, and Intel-ligent Transport Systems NZ - so we understand and can influence changes that will affect how society uses vehi-cles, and the consequent effects on our industry.

As the year drew to a close, the seemingly never-ending restructuring at NZTA became wholesale changes with the resignation of the chief ex-ecutive and announcement of radical reviews of vehicle compliance.

So, looking back, I realise it’s been an “interesting year”. We’ve had plenty on our plate, with more to come, including technologies that will force structural change on our transport system and in-dustry. Things like Mobility as a Service, EVs, Intelligent Transport, Connected Journeys, and autonomous vehicles.

Roll on 2019!


JAPANESE MARKET REPORT


Brief Japanese reprieve for dealers

As 2018 drew to a close in Japan, there were signs of a positive - if brief - resurgence of buying op-

portunities for Kiwis across the auctions and tender sites.

The month of December started out by following the trends of 2018 in gen-eral - very strong pricing achieved by later model lower mileage stock suit-able for New Zealand buyers, forcing dealers to either accept the financial penalties of paying over the odds for stock in the quest to re-fill yards, or shop amongst lower grade, higher mileage or older stock simply to round out numbers.

With the Christmas season drawing close, it appears that major exporting stock-holders may have reached a cau-tious limit on just how many units they were prepared to retain over the break, allowing those prepared to continue “pushing the buttons” in to the New Year a small window to take advantage of the resultant fall-away in pricing.

The brief flurry upwards of the exchange rate no doubt was of as-sistance too, making more than a few Kiwi buyers smile as, for the first time in over 12 months, there were reasonable conditions in place to stock up at prices that fell back away from the almost un-achievable heights of only a few weeks prior.

Sadly, it looks like this small window was just that - a brief moment when both competition from the major players, and exchange rate variables, combined.

No doubt once New Zealand clients of the larger Japanese agents return during January (and hopefully, a suc-cessful New Year selling season here at home under their cheque books) the pricing of those particular stock lines

favoured by Kiwis, will return to their November levels.

The fall-out from the Nissan-Renault management scandal appears to have dented little in the Japanese Nissan new vehicle market, with only a matter of weeks passing before Nissan new ve-hicle and corresponding used trade-in unit levels returned to normality.

New Zealand in particular is depend-ent upon the success of the Nissan brand in Japan, with slightly higher de-preciation rates on new product creat-ing buying opportunities for later-model stock, coupled with the well-organised Nissan-owned auction chains.

Any dent in new sales that leads to a decline in the trade-in “cascade” rates to auction spells difficulty for Kiwis.

In particular, the enormous success of the Nissan Note and e-Note range, the Nissan Serena minivan and NV200 range of light commercials has been central to the large volumes of trade-in stock cascaded in to the hands of Kiwis over the past two years.

Nissan Leaf, the only EV to sell in significant numbers new in Japan, has been a modest success during 2018, with uptake of the new model early in the year giving a much-needed boost to available trade-in and off-lease stock for the consumption of the hungry world market - New Zealand included.

But with new sales volumes declining off the year-start highs, concern once again must be raised that alternative source markets for used EV vehicles will need to be identified if the current uptake rate in New Zealand is to be improved.

Exponential fleet penetration targets cannot be considered feasible if the source markets are failing to sell the new product we retrospectively need a few years down the track.

The year has rounded out as being one of extreme trial and frustration for the New Zealand-oriented export mar-ket based in Japan, with crisis after crisis affording little comfort to an industry struggling to overcome a sluggish do-mestic market and minimum margins in stock obtained.

As has been noted in this column before, sheer volume alone does not tell the whole story of the difficulties and financial turmoil faced in 2018.

Looking forward to 2019, the indus-try must rapidly come to terms with not only the final stage of ESC-inclusion im-plementation in 2020, but the potential for other interventionist actions by the incumbent New Zealand coalition Gov-ernment to further restrict activity and the ability for the industry to recover from the horrors of the year now bid farewell.

In particular, there appears no solu-tion in sight for sourcing alternatives for light commercial vehicles - primarily vans - that will not comply with ESC regulations in 2020.

The longer fleet cycle times of vans and light trucks in Japan before their appearance (and affordability!) on the auction floor will leave slim pickings for Kiwis to fight over.

Indeed, the likely, yet regrettably pre-dictable outcome, will be the entry of very high-mileage, poor-quality or both, vans to satisfy market demand here in New Zealand for used commercials.

With only an effective 12 months to go until the ESC regulations take ef-fect for all stock imported, Kiwi buyers should be doing careful market re-search during 2019 to ensure they can identify immediately the stock that will be compliant, and more importantly, those that will fall by the wayside.

BY GRAEME MACDONALD

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www.autotalk.co.nz

JAPANESE MARKET REPORT


Japanese new vehicles sales were up in 2018, though off the back of small Kei car registrations rather than full-size models.

A total of 5.27 million vehicles were registered in 2018, up 0.7% from 2017. Registrations of Kei cars were up 4.4% while

full-size vehicles were down 1.3%.Toyota continued to lead the market, but recorded a

4.4% fall in registrations.Nissan registrations were up 4.2%, though this was against

a scandal-hit 2017 result. Honda was also up, by 3%.

A Japanese used car dealer has made it into the Japanese version of the famous Michelin Guide -

and not for his automotive services.Katsumi Yoshida runs a small dealer-

ship in Tottori, Japan. On the site he has a small ramen shop called Hot Air, which services up the dish for just 800 yen, or about $11.

Hot Air is in the Bib Gourmand category of restaurants delivering top-notch quality and service for under 5000

yen ($44.39).The restaurant is in a converted

dealership meeting room. It was opened in 2012, and its reputation spread. A Michelin judge eventually came to the auto dealer to scope it out. After tast-ing the food, he was apparently im-pressed enough to recommend it for the Michelin Guide.

Hot Air is one of the three cheap-est restaurants in the Michelin Guide worldwide.

Burning carrier under tow

Japanese sales up on Kei cars

Used car dealer makes Michelin Guide for ramen

A car carrier headed from Japan to the USA was under tow at the time AutoTalk

went to press, following its crip-pling by a fire believed to have killed at least four crew.

The Sincerity Ace, owned by Shoei Kisen Kaisha and chartered by Mitsui OSK Lines, caught fire near Hawaii. Sixteen crew were rescued by ships in the area, four were killed and one remains missing.

The ship was heading from Ja-pan to Hawaii and other US ports. It can carry up to 5200 vehicles, and Nissan has confirmed it has 3500 cars on board.

It was taken under tow on Janu-ary 9 heading back to Japan, ac-cording to the US Coastguard. No details were available on when the fire was extinguished.

tacts in the end. He also developed a skill for know-

ing what to buy and getting the best deal in the market at the right time.

Paul says the key to his success is building a business customers have come to trust over the years.

“The whole business is based around trust. You’re not dealing with Joe Public, you’re dealing with busi-

ness managers and people who are making decisions.

“These guys don’t have much time on their hands and they go to who they know and who they trust if they need a truck tomorrow,” he says.

Paul’s son Thomas joined the company five years ago as co-owner and director.

Thomas, a boat builder by trade, says he always wanted to join the

business but wasn’t allowed until he “went his own way” and got some outside experience.

“I got there in the end,” he says. Thomas says the business runs with

a “good efficient system” in place. “The guys here are not overworked

or overstressed. The guys like it and we’re a tight team.”

Foley Trucks built on trust Continued from page 11


F&ITALK

Autosure has led the market in automotive-related insurance products for 32 years and contin-

ues to go from strength to strength.We continue to grow and are

recognised as the best in the indus-try, because we are more than just a wholesale insurance provider. We create and nurture genuine long-term partnerships with our agents and add significant value through innovation, hard work and truly understanding their businesses and the industry.

Here are some of the unique benefits we offer our partners and our achieve-ments over 2018 that we are particularly proud of:

Menu option sellingThis proved to be a boon for many

of Autosure’s valued agents in 2018 as it provided substantial increases in revenue, during a time when vehicle margins were under pressure and land-ing costs increased.

Menu Option Selling is a very simple, effective sales technique that is trans-parent and was originally introduced to support compliance. By breaking up the products on offer into convenient pack-ages, it streamlines the process signifi-cantly. So instead of long, rambling, com-plex lists, customers are presented with easy to understand packages of products from which they select what they need.

“Since introducing Autosure’s Menu Selling as a part of our process, we have seen a significant increase in our overall F&I Department’s profitability. In fact, our income per vehicle has increased by over 150%.”

Auckland dealer

Training programmesDuring 2018 Autosure trained signifi-

cant numbers of dealership F&I person-nel with material that is new, relevant and constantly refreshed. Formal vehi-cle sales training programmes were also run regularly for our agents regionally throughout New Zealand.

“Thanks AutosureThe best money ever spent

The confidence the staff have returned with is remarkable, they are starting to think like a car dealer now also. I appreci-ate Autosure running these things and investing in our Industry.”

South Island dealer

Diagnostic reviewsAutosure worked with dealerships to

understand the key differences between those that consistently achieve strong finance penetration and vehicle sales closing ratios, versus those that don’t. We were invited to complete these in 14 dealerships during 2018 and they have been compared to a mentoring pro-gramme. The outcome of each review is a comprehensive report for the stake-holders which includes: • A summary of key learnings from

the interviews • Key focal points for improvement • A detailed action plan • An analysis of the financial impact

on the businessThe process involves interviewing

key employees and includes the new vehicle managers and staff, used vehicle managers and staff, the business man-agers and dealer principal.

“Thank you for taking the time to visit our dealership and review our busi-ness process and systems. The report has become an invaluable tool for our business and since implementing some of the changes you recommended, we can already see the benefits, particularly to our bottom line!”

Auckland Metro dealership

Inventory management supportYou may be wondering why Autosure

as a market-leading wholesale insurance provider, may want to delve into what is traditionally a dealer-only domain, such as inventory management. We have subject matter experts on our team that worked with dealerships across the coun-

try in 2018 and provided support on many different facets of their businesses.

Aside from our expertise in F&I, we also provided guidance and support in vehicle sales and sales management activities. We are often asked about how other dealerships handle their inventory management, specifically stock ageing. The following are a few ideas that we have discussed with dealers in the past: • Stock holding costs calculators • Stock ageing policies and monitor-

ing systems • Using customers as inventory ac-

quisition partners

Product enhancementsAutosure is the largest and longest-

standing specialist automotive industry insurance provider in the market. We are also very agile in that we can not only respond to market changes, but we anticipate them and create opportu-nities for our partners.

As a result of market changes, we enhanced our GAP and PPI products during 2018 to ensure our agents can make additional profit whilst providing their customers with the best protec-tion plans available in the market.

Our GAP policy was enhanced to provide a market-leading level of cover, with enriched features and additional benefits. The level of protection available for customers was expanded, without any increase in wholesale premiums.

PPI also was also enhanced and is now combined with CCI to provide the best in cover level and features and benefits in a single policy.

The types of insured events were expanded and the cover options simpli-fied, making it easier to select the right level of protection for every customer. Whilst the benefits were increased, pric-ing was reduced.

We have a number of exciting initia-tives that we will be making available to our agents in 2019.

If partnering with a market leader that can truly add value to your business over the long term appeals to you, talk to Autosure today.

2018 – Autosure’s best year ever

James Searle is general manager of DPL Insurance Limited

www.autosure.co.nz | 0800 267 873

INSURANCE

• Mechanical Breakdown

• Payment Protection

• Loan Equity

• Motor Vehicle

If you’d like to become an Autosure Approved Dealer, contact us to find out more.

We’ve got New Zealand covered!And we’re here to help you provide the best insuranceprotection for your customers.



F&ITALK

Firstly, Happy New Year to you all. We need to start this year with a bang, and to do that you need to remember how important the F&I department is to your dealership.

In previous articles I’ve spoken about the importance of offering of 100% of all appropriate finance and insurance products, to 100% of customers, 100% of the time.

You also need to remember to measure how much it can really add to your bottom line, and the value of finance and insurance sales to your customer, your dealership and to your long-term relationship together.

It’s referred to as F&I for good reason – you generally have to sell the “F” before the “I”, so in this article I want to focus on how to sell finance – and often to the customer who doesn’t want dealer finance … at least not at first.

Fact - Three out of five customers that walk on to your dealership today and say they’re paying cash to purchase a mo-tor vehicle are in fact borrowing funds from somewhere else. Why do they say they’re a cash customer? Because:i. Perception - they think their bank offers better rates.ii. Education - they are told (by their bank), through general

advertising and direct communications that their bank is their best source of borrowing.

iii. Belief – “Cash is King”. They think (and their bank is tell-ing them) that if they say they’re a cash customer they will have better negotiating power with you – really?

iv. Pride - some don’t like to admit to you that they don’t have the money.

v. Ignorance - some really aren’t aware you have a finance facility available in your dealership, or how competi-tive and convenient your facility is (after all you’re a car dealer, not a bank – right?)

Fact - Your bank is a good source of future funding – so why use a good source of future funding when your cus-tomer you can use your dealer finance facility right now to purchase their new vehicle and keep their bank facility avail-able for future needs (weddings, overseas travel, emergen-cies, etc).

Jaques Gray, Provident Insurance national sales manager

The importance of the finance sale


http://www.providentinsurance.co.nz


STATSTALKYEAR-TO-DATE


StatsTalk- Full Year 2018

USED COMMERCIAL MAKES YEAR-TO-DATE

MAKEYTD '18

YTD '17

Movement% Change

Market Share

TOYOTA 5397 5936 -9.1 44.4NISSAN 2533 2781 -8.9 20.8MAZDA 723 874 -17.3 5.9ISUZU 669 676 -1.0 5.5FORD 509 498 2.2 4.2MITSUBISHI 422 471 -10.4 3.5HINO 404 349 15.8 3.3FIAT 268 247 Up 1 8.5 2.2HOLDEN 220 243 Up 1 -9.5 1.8CHEVROLET 214 252 Down 2 -15.1 1.8MERCEDES-BENZ 79 82 Up 1 -3.7 0.6SUZUKI 77 35 Up 4 120.0 0.6DODGE 69 66 4.5 0.6VOLKSWAGEN 66 94 Down 3 -29.8 0.5DAIHATSU 62 28 Up 3 121.4 0.5GMC 59 55 Down 2 7.3 0.5MITSUBISHI FUSO 44 35 Down 2 25.7 0.4IVECO 35 20 Up 3 75.0 0.3RENAULT 27 28 -3.6 0.2DAF 25 17 Up 5 47.1 0.2PEUGEOT 25 11 Up 5 127.3 0.2KENWORTH 22 30 Down 5 -26.7 0.2VOLVO 21 26 Down 3 -19.2 0.2GREAT WALL 19 19 Down 1 0.0 0.2LAND ROVER 19 20 Down 3 -5.0 0.2CITROEN 17 9 Up 1 88.9 0.1FACTORY BUILT 17 8 Up 2 112.5 0.1SCANIA 17 19 Down 4 -10.5 0.1HYUNDAI 13 7 Up 1 85.7 0.1SUBARU 11 3 Up 14 266.7 0.1UD TRUCKS 9 7 Up 2 28.6 0.1HONDA 8 3 Up 8 166.7 0.1VAUXHALL 8 3 Up 12 166.7 0.1MAN 6 9 Down 6 -33.3 0.0INTERNATIONAL 5 3 Up 6 66.7 0.0FREIGHTLINER 4 3 Up 3 33.3 0.0TEREX 4 7 Down 5 -42.9 0.0ALEXANDER DENNIS 3 0.0GROVE 3 2 Up 9 50.0 0.0SSANGYONG 3 7 Down 9 -57.1 0.0WESTERN STAR 3 6 Down 6 -50.0 0.0AM GENERAL 2 0.0CATERPILLAR 2 4 Down 7 -50.0 0.0FOTON 2 3 Down 6 -33.3 0.0KIA 2 1 Up 10 100.0 0.0LDV 2 0.0LIEBHERR 2 3 Down 5 -33.3 0.0MAHINDRA 2 3 Down 5 -33.3 0.0MOBILE MACHINE 2 0.0OSHKOSH 2 0.0AUSTIN 1 0.0BCI 1 1 Down 1 0.0 0.0FRANNA 1 2 Down 6 -50.0 0.0FUSO 1 1 Down 1 0.0 0.0KATO 1 0.0OPEL 1 0.0RAM 1 0.0SKODA 1 0.0TALBOT 1 0.0WILLYS 1 1 Up 5 0.0 0.0MACK 6 -100.0 0.0CUSTOMBUILT 3 -100.0 0.0CADILLAC 2 -100.0 0.0TADANO 2 -100.0 0.0CAMPERVAN 1 -100.0 0.0CHRYSLER 1 -100.0 0.0JOWETT 1 -100.0 0.0LEYLAND 1 -100.0 0.0LVV 1 -100.0 0.0MCW 1 -100.0 0.0MERCURY 1 -100.0 0.0NISSAN DIESEL 1 -100.0 0.0STERLING 1 -100.0 0.0STUDEBAKER 1 -100.0 0.0VICTA 1 -100.0 0.0TOTAL 12167 13032 -6.6 100.0

The second hand ve-hicle market

dipped 6% in De-cember compared with the same period in 2017, but it’s not all doom and gloom, according to Turners.

“The demand for sec-ond hand vehicles is still strong,” the company says in its latest market update.

“The fact that 2018 has remained flat on 2017 de-spite the massive decline in import sales bodes very well for people looking to buy and sell cars domestically, within New Zealand.”

The company is buoyed

by a solid increase of 2% in dealer to public transac-tions, and the correspond-ing increase of public– dealer due to trade-ins.

“This has held well-rounded dealers in good stead,” Turners says.

“With import supply hopefully continuing to sta-bilise, and strong increases in consumer confidence reported by ANZ-Roy Morgan, the start of 2019 is looking like it will be posi-tive for the industry.”

The total number of used import cars brought into New

Zealand took a significant dive in 2018, while new car numbers held steady.

Latest Customs NZ figures show 142,773 used import cars came into the country last year, com-pared with 171,543 in 2017.

Meanwhile, the number of new cars jumped slightly, up to 117,947 from 115,019 in 2017.

Overall, that means the total number of cars that came into the country dropped to 260,720 from 286,562 in 2017.

Narrowing the focus to December, the number of used import cars was up slightly to 12,448, from 11,301 in November.

And the number of new cars was also up in Decem-ber, reaching 9317 from 7820 in November.

Turners takes positives out of market downturn

Vehicle import numbers down in 2018



USED PASSENGER MAKES YEAR-TO-DATE

MAKE YTD '18 YTD '17 Movement% Change

Market Share

TOYOTA 33693 41692 -19.2 22.8NISSAN 28760 31190 -7.8 19.5MAZDA 24307 25594 -5.0 16.5HONDA 15208 16338 -6.9 10.3SUBARU 8243 8064 Up 1 2.2 5.6SUZUKI 7943 8133 Down 1 -2.3 5.4BMW 5967 7121 -16.2 4.0MITSUBISHI 5316 5864 -9.3 3.6VOLKSWAGEN 4581 5420 -15.5 3.1AUDI 2939 3221 Up 1 -8.8 2.0MERCEDES-BENZ 2505 3381 Down 1 -25.9 1.7LEXUS 1131 1023 Up 1 10.6 0.8FORD 1068 1331 Down 1 -19.8 0.7VOLVO 778 946 -17.8 0.5CHEVROLET 556 637 Up 1 -12.7 0.4JAGUAR 543 565 Up 2 -3.9 0.4LAND ROVER 457 603 -24.2 0.3HOLDEN 424 680 Down 3 -37.6 0.3MINI 377 500 -24.6 0.3JEEP 334 309 Up 3 8.1 0.2DODGE 333 310 Up 1 7.4 0.2HYUNDAI 295 395 Down 1 -25.3 0.2PORSCHE 248 402 Down 3 -38.3 0.2CHRYSLER 238 239 -0.4 0.2PEUGEOT 178 184 Up 1 -3.3 0.1RENAULT 109 185 Down 1 -41.1 0.1DAIHATSU 97 144 -32.6 0.1KIA 89 119 Up 1 -25.2 0.1CADILLAC 60 63 Up 2 -4.8 0.0PONTIAC 58 52 Up 2 11.5 0.0CITROEN 56 46 Up 3 21.7 0.0SMART 50 18 Up 16 177.8 0.0ALFA ROMEO 45 48 -6.3 0.0FIAT 41 41 Up 2 0.0 0.0PLYMOUTH 41 39 Up 2 5.1 0.0BENTLEY 39 81 Down 6 -51.9 0.0MASERATI 37 123 Down 9 -69.9 0.0FERRARI 36 38 -5.3 0.0ISUZU 35 42 Down 4 -16.7 0.0ROVER 34 37 Down 1 -8.1 0.0LINCOLN 30 27 Up 2 11.1 0.0BUICK 27 35 Down 2 -22.9 0.0MERCURY 24 10 Up 14 140.0 0.0SKODA 24 28 Down 2 -14.3 0.0CHRYSLER JEEP 21 14 Up 6 50.0 0.0INFINITI 21 18 16.7 0.0OLDSMOBILE 20 18 11.1 0.0ASTON MARTIN 16 29 Down 7 -44.8 0.0OPEL 14 19 Down 4 -26.3 0.0HUMMER 13 10 Up 5 30.0 0.0RANGE ROVER 12 20 Down 7 -40.0 0.0GMC 11 10 Up 2 10.0 0.0SAAB 10 13 -23.1 0.0LOTUS 9 15 Down 4 -40.0 0.0MG 9 10 Up 3 -10.0 0.0ROLLS-ROYCE 9 17 Down 7 -47.1 0.0AMC 8 0.0TRIUMPH 8 5 Up 11 60.0 0.0DATSUN 7 5 Up 6 40.0 0.0GREAT WALL 6 4 Up 10 50.0 0.0AUSTIN 5 5 Up 3 0.0 0.0DAIMLER 5 6 -16.7 0.0LANCIA 5 5 Up 4 0.0 0.0LVV 5 3 Up 11 66.7 0.0MORGAN 5 3 Up 11 66.7 0.0TVR 5 6 Down 3 -16.7 0.0VAUXHALL 5 9 Down 7 -44.4 0.0DE LOREAN 4 0.0LAMBORGHINI 4 13 Down 17 -69.2 0.0PACKARD 4 1 Up 23 300.0 0.0SSANGYONG 4 5 Down 3 -20.0 0.0

USED PASSENGER MAKES YEAR-TO-DATE


Market Share

CHERY 3 2 Up 7 50.0 0.0SUNBEAM 3 2 Up 8 50.0 0.0TESLA 3 9 Down 15 -66.7 0.0FACTORY BUILT 2 5 Down 9 -60.0 0.0JENSEN 2 0.0MCLAREN 2 10 Down 20 -80.0 0.0MORRIS 2 3 Down 1 -33.3 0.0PROTON 2 0.0SHAY 2 0.0STUDEBAKER 2 7 Down 20 -71.4 0.0ALVIS 1 0.0AUBURN 1 0.0AUTO UNION 1 0.0CATERHAM 1 0.0EDSEL 1 1 Up 2 0.0 0.0EUNOS 1 3 Down 14 -66.7 0.0EXCALIBUR 1 0.0GINETTA 1 0.0KOENIGSEGG 1 0.0LAGONDA 1 4 Down 20 -75.0 0.0LDV 1 0.0MAHINDRA 1 0.0NASH 1 0.0RELIANT 1 1 Down 1 0.0 0.0TALBOT 1 0.0SEAT 4 -100.0 0.0LEYLAND 3 -100.0 0.0AUSTIN-HEALEY 2 -100.0 0.0RAMBLER 2 -100.0 0.0TRIKE 2 -100.0 0.0WILLYS 2 -100.0 0.0BRISTOL 1 -100.0 0.0BUGATTI 1 -100.0 0.0DAEWOO 1 -100.0 0.0DE TOMASO 1 -100.0 0.0GRAHAM 1 -100.0 0.0KAISER 1 -100.0 0.0KTM 1 -100.0 0.0MARLIN 1 -100.0 0.0RILEY 1 -100.0 0.0TROJAN 1 -100.0 0.0WOLSELEY 1 -100.0 0.0TOTAL 147637 165654 -10.9 100.0

EV registrations are just 252 shy of 12,000 as numbers continue to

climb.A total 11,748 EVs were

recorded for 2018 in Min-istry of Transport vehicle registration figures released on January 7, 2019.

December EV regis-trations were 371 up on November, continuing a slight slow-down in monthly increases compared with a 640 spurt from September to October. The spurt is attributed in part to rising fuel costs which have since fallen.

The 2018 EV total well exceeds the 8000 target for 2018.

At this rate the 12,000 mark should be easily sur-passed in January 2019, clos-ing in on this year’s 16,000 goal towards reaching 64,000 EVs on New Zealand roads by the end of 2021.

If EV incentives are intro-duced by the Government this year as expected, and supply can match demand, the 16,000 target for this year could be rapidly over-hauled in no time.

December statistics show

EVs near 12,000 mark





NEW COMMERCIAL MODELS

MAKE MODELYTD '18

FORD RANGER 9906

TOYOTA HILUX 8095

MITSUBISHI TRITON 4724

HOLDEN COLORADO 4592

NISSAN NAVARA 3673

TOYOTA HIACE 2492

ISUZU D-MAX 2277

MAZDA BT-50 2076

FORD TRANSIT 1155

FIAT DUCATO 1097

VOLKSWAGEN AMAROK 940

MERCEDES-BENZ SPRINTER 892

LDV T60 839

HYUNDAI ILOAD 734

LDV V80 625

ISUZU F SERIES 489

ISUZU N SERIES 466

VOLKSWAGEN T6 432

LDV G10 424

FOTON TUNLAND 387

NEW PASSENGER MODELS

MAKE MODELYTD '18

TOYOTA COROLLA 7303

TOYOTA RAV4 4966

MAZDA CX-5 3698

KIA SPORTAGE 3295

SUZUKI SWIFT 3036

TOYOTA HIGHLANDER 2684

MITSUBISHI ASX 2436

MITSUBISHI OUTLANDER 2407

NISSAN QASHQAI 2165

MAZDA MAZDA3 2114

HOLDEN CAPTIVA 2015

TOYOTA YARIS 2009

VOLKSWAGEN TIGUAN 1880

NISSAN X-TRAIL 1860

HOLDEN COMMODORE 1850

HYUNDAI TUCSON 1820

HYUNDAI KONA 1707

HONDA JAZZ 1678

MITSUBISHI ECLIPSE CROSS 1660

HONDA CRV 1622

USED COMMERCIAL MODELS

MAKE MODELYTD '18

TOYOTA HIACE 4127

NISSAN CARAVAN 780

MAZDA BONGO 581

NISSAN NV200 499

TOYOTA REGIUS 411

ISUZU ELF 396

NISSAN NV350 391

TOYOTA DYNA 385

NISSAN VANETTE 350

FIAT DUCATO 258

NISSAN ATLAS 247

TOYOTA TOYOACE 205

MITSUBISHI CANTER 194

HINO DUTRO 192

FORD RANGER 163

HINO RANGER 158

TOYOTA HILUX 145

ISUZU FORWARD 141

FORD TRANSIT 135

NISSAN NAVARA 108

USED PASSENGER MODELS

MAKE MODELYTD '18

MAZDA AXELA 7411

SUZUKI SWIFT 6727

NISSAN TIIDA 6600

TOYOTA COROLLA 6138

MAZDA DEMIO 5925

HONDA FIT 5876

TOYOTA PRIUS 4024

SUBARU LEGACY 3811

TOYOTA WISH 3429

NISSAN LEAF 3351

TOYOTA VITZ 3093

MAZDA ATENZA 3044

MITSUBISHI OUTLANDER 2993

VOLKSWAGEN GOLF 2924

MAZDA PREMACY 2809

NISSAN NOTE 2408

NISSAN DUALIS 2324

SUBARU IMPREZA 2320

BMW 3 SERIES 2110

TOYOTA MARKX 2042

used light pure electrics reached 6782 for the year (up 257 on November), while

new light pure electrics recorded 2005 and new light plug-in hybrids attained 1938.

Used light plug-in hybrids rose to 896 in December, and heavy EVs increased to 127 – 15 up on the previous

month.Visit transport.govt.nz for

more information.

Toyota celebrates 31 years continuous market leadership

Toyota New Zealand is celebrating 31 years as the dominant car brand in New Zealand’s automotive mar-

ket despite a major business shift at the beginning of 2018.

While full vehicle registration statistics are yet to be released for the year, the brand is far enough ahead that it can eas-ily make the claim off its own statistics.

In 2018 the company’s Toyota stores retailed 33,045 new vehicles for a 20.4% share of the market, surpassing the 32,278 new vehicles sold in 2017.

“Offering a full range of excit-ing models, and spearheaded by the next generation of Camry and Corolla, has helped us maintain our market leadership,” says Neeraj Lala, Toyota New Zealand’s general manager of new vehicle sales.

“We are starting to experience waiting lists for Corolla and Camry hybrids as customers start to recognise the efficien-

cy and flexibility that hybrids provide.”The facelifts to key models Corolla,

Camry and Hilux has helped Toyota New Zealand beat 2017’s total sales record in 2018.

“It’s a fantastic result given the significant changes we made with our driveaway pricing from our Toyota stores on 1st April,” says Neeraj Lala.

“Our customers have really enjoyed the new customer experience with ‘no

haggle’ and the ability to return their vehicle if they are not 100% happy.”

A total of 1,873 hybrid electric vehicles have been sold in the last 12 months, with the Corolla and Camry being the most popular with 819 and 505 sales respectively.






NEW PASSENGER MAKES YEAR-TO-DATE


Market Share

TOYOTA 21366 20919 2.1 19.7MAZDA 10170 9927 2.4 9.4HOLDEN 8394 9709 -13.5 7.8MITSUBISHI 7609 7392 2.9 7.0HYUNDAI 7350 7009 4.9 6.8KIA 6898 6495 Up 1 6.2 6.4SUZUKI 6479 6940 Down 1 -6.6 6.0FORD 5314 6479 -18.0 4.9HONDA 5311 4624 Up 1 14.9 4.9NISSAN 4666 4796 Down 1 -2.7 4.3VOLKSWAGEN 4048 4050 0.0 3.7SUBARU 3641 3347 8.8 3.4MERCEDES-BENZ 2251 2541 -11.4 2.1AUDI 1813 2062 -12.1 1.7BMW 1651 1957 -15.6 1.5SKODA 1579 1281 23.3 1.5JEEP 1564 1254 24.7 1.4LAND ROVER 1068 1178 -9.3 1.0PEUGEOT 876 781 Up 1 12.2 0.8LEXUS 808 712 Up 1 13.5 0.7SSANGYONG 673 830 Down 2 -18.9 0.6VOLVO 639 540 Up 1 18.3 0.6MINI 609 670 Down 1 -9.1 0.6HAVAL 565 94 Up 10 501.1 0.5JAGUAR 408 354 15.3 0.4PORSCHE 348 355 Down 2 -2.0 0.3ISUZU 278 269 3.3 0.3RENAULT 261 267 -2.2 0.2TESLA 254 244 4.1 0.2CITROEN 234 234 0.0 0.2ALFA ROMEO 153 123 Up 2 24.4 0.1SEAT 122 12 Up 14 916.7 0.1MAHINDRA 96 86 Up 3 11.6 0.1YAMAHA 96 92 Up 1 4.3 0.1MASERATI 92 132 Down 3 -30.3 0.1LDV 80 50 Up 3 60.0 0.1FIAT 59 194 Down 6 -69.6 0.1BENTLEY 53 44 Up 3 20.5 0.0CAN-AM 53 47 Up 1 12.8 0.0ASTON MARTIN 48 58 Down 3 -17.2 0.0FERRARI 47 25 Up 2 88.0 0.0DODGE 35 271 Down 16 -87.1 0.0INFINITI 35 52 Down 5 -32.7 0.0LAMBORGHINI 26 16 Up 2 62.5 0.0MCLAREN 26 33 Down 3 -21.2 0.0FOTON 20 0.0MG 10 9 11.1 0.0ROLLS-ROYCE 8 8 0.0 0.0CHRYSLER 7 16 Down 5 -56.3 0.0MORGAN 6 1 Up 9 500.0 0.0REWACO 4 3 Up 3 33.3 0.0PIAGGIO 3 6 Down 3 -50.0 0.0CHEVROLET 2 3 Down 2 -33.3 0.0LOTUS 1 3 Down 2 -66.7 0.0LVV 1 3 Down 2 -66.7 0.0RANGE ROVER 1 4 Down 6 -75.0 0.0TRIKE 1 1 Up 3 0.0 0.0CHERY 2 -100.0 0.0CHRYSLER JEEP 2 -100.0 0.0ELDDIS 1 -100.0 0.0FACTORY BUILT 1 -100.0 0.0TOTAL 108210 108608 -0.4 100.0

NEW COMMERCIAL MAKES YEAR-TO-DATE

MAKEYTD '18

YTD '17

Movement% Change

Market Share

FORD 11061 10369 Up 1 6.7 20.7TOYOTA 10924 11405 Down 1 -4.2 20.4MITSUBISHI 4725 4078 Up 1 15.9 8.8HOLDEN 4677 4737 Down 1 -1.3 8.7NISSAN 3673 3064 Up 1 19.9 6.9ISUZU 3517 3825 Down 1 -8.1 6.6MAZDA 2076 2224 -6.7 3.9LDV 1918 1275 Up 1 50.4 3.6VOLKSWAGEN 1875 1534 Down 1 22.2 3.5MERCEDES-BENZ 1432 1141 25.5 2.7FIAT 1101 1093 0.7 2.1FUSO 856 842 Up 1 1.7 1.6HYUNDAI 758 897 Down 1 -15.5 1.4HINO 707 661 Up 1 7.0 1.3FOTON 456 690 Down 1 -33.9 0.9SSANGYONG 391 557 -29.8 0.7KENWORTH 310 229 Up 5 35.4 0.6VOLVO 299 359 Down 1 -16.7 0.6IVECO 296 274 Down 1 8.0 0.6DAF 279 253 10.3 0.5UD TRUCKS 271 267 Down 2 1.5 0.5GREAT WALL 257 169 Up 5 52.1 0.5RENAULT 247 184 Up 2 34.2 0.5SCANIA 240 246 Down 3 -2.4 0.4MAN 189 228 Down 2 -17.1 0.4FACTORY BUILT 185 187 Down 2 -1.1 0.3ALEXANDER DENNIS 150 25 Up 9 500.0 0.3BCI 108 47 Up 5 129.8 0.2MAHINDRA 98 59 Up 1 66.1 0.2FREIGHTLINER 74 70 Down 2 5.7 0.1MACK 65 62 Down 2 4.8 0.1PEUGEOT 60 42 Up 2 42.9 0.1SUZUKI 49 52 Down 1 -5.8 0.1RAM 44 52 Down 3 -15.4 0.1SINOTRUK 37 31 19.4 0.1INTERNATIONAL 24 25 Up 1 -4.0 0.0WESTERN STAR 22 25 Up 1 -12.0 0.0CHEVROLET 21 2 Up 9 950.0 0.0MITSUBISHI FUSO 12 172 Down 13 -93.0 0.0YUTONG 12 5 Up 2 140.0 0.0LIEBHERR 9 5 80.0 0.0ELDDIS 8 0.0SUNLONG 7 0.0YOUNGMAN 7 3 Up 2 133.3 0.0CITROEN 4 4 Down 2 0.0 0.0KING LONG 4 7 Down 6 -42.9 0.0OPTARE 3 0.0CAMC 2 0.0GROVE 2 3 Down 4 -33.3 0.0JAC 2 1 Up 4 100.0 0.0JAGUAR 2 0.0TEREX 2 1 Up 3 100.0 0.0ZHONGTONG 2 0.0CADILLAC 1 3 Down 9 -66.7 0.0HIGER 1 15 Down 15 -93.3 0.0TADANO 1 2 Down 7 -50.0 0.0TIDD 1 0.0VAUXHALL 1 0.0DENNIS EAGLE 2 -100.0 0.0BEDFORD 1 -100.0 0.0BYD 1 -100.0 0.0CATERPILLAR 1 -100.0 0.0DESIGNLINE 1 -100.0 0.0TOTAL 53555 51507 4.0 100.0

The increase of Toyota’s SUV sales, namely C-HR and RAV4 aided the 2018 sales record. Alongside this, the intro-

duction of Prius Prime saw an increase of 109% in the Prius family in 2018.

Lala says Toyota will remain the sales leader in 2019. “In 2019, together with

our new cus-tomer experience,

we will introduce unprecedented new model activity.”

“We will launch more new platforms, more hybrid, and more performance but most importantly satisfy more happy customers!”



STATSTALKUSED VEHICLES



09 374 4436 | [email protected] | www.nichibojapan.com

Your trusted vehicle import agentFor more than 30 yearsContact us

today


Your trusted vehicle import

agentFor more than 30 years

TOP 10 USED IMPORT COMMERCIAL MODELS

MAKE MODELDEC '18

MAKE MODELDEC '17

TOYOTA HIACE 269 TOYOTA HIACE 301NISSAN CARAVAN 59 FIAT DUCATO 91MAZDA BONGO 29 NISSAN CARAVAN 60NISSAN NV200 29 MAZDA BONGO 47FIAT DUCATO 27 NISSAN VANETTE 41ISUZU ELF 26 NISSAN NV350 32NISSAN VANETTE 25 NISSAN NV200 31TOYOTA REGIUS 24 TOYOTA DYNA 27NISSAN NV350 22 ISUZU ELF 24MITSUBISHI CANTER 21 FORD RANGER 22

USED IMPORT COMMERCIAL MAKES

MAKEDEC '18

DEC '17

Movement% Change

Market Share

TOYOTA 349 400 -12.8 41.1NISSAN 169 204 -17.2 19.9FORD 48 51 Up 2 -5.9 5.7ISUZU 45 47 Up 2 -4.3 5.3MAZDA 39 55 Down 1 -29.1 4.6MITSUBISHI 36 36 Up 1 0.0 4.2HINO 33 25 Up 1 32.0 3.9FIAT 28 94 Down 5 -70.2 3.3CHEVROLET 20 24 -16.7 2.4HOLDEN 19 20 -5.0 2.2OTHER 63 88 -28.4 7.4TOTAL 849 1044 -18.7 100.0

Slow end to import yearR

egistrations of used im-ported cars were down for the end of the year, push-

ing the overall trend into negative territory.

December registrations of pas-senger cars were down 22% to 11,061 units from 14,102. For the year the market fell 2% to 147,637 vehicles.

Used commercials had another weak month, down 19% to 849 units from 1044 this time last year, for 2018 registrations fell 7% to 12,167 vans, utes and trucks.

2CheapCars chief executive Eugene Williams expected major issues like stink bugs, the alpha Takata airbag recall and supply prob-lems in Japan to continue in 2019.

“In terms of market outlook I think we’ve passed the peak but we won’t be

tumbling down to the bottom anytime soon.”

For December, Toyota was the top passenger brand on 2419, down 33.1%

for a 21.9% market share.Nissan took second on 2239 ve-

hicles, down 19.3% for a 20.2% share, Continued on page 30





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USED IMPORT COMMERCIAL MAKES – YEAR-TO-DATE 2018

CH

EV

RO

LET

DO

DG

E

FIA

T

FOR

D

HIN

O

HO

LDE

N

ISU

ZU

MA

ZD

A

MIT

SUB

ISH

I

NIS

SAN

TO

YO

TA

VO

LKSW

A-

GE

N

OT

HE

R

TO

TAL

18-Jan 13 8 35 45 26 22 57 78 36 210 441 3 50 102417-Jan 19 4 23 30 19 13 41 83 33 197 404 10 52 928

% diff -32 100 52 50 37 69 39 -6 9 7 9 -70 -4 1018-Feb 19 3 15 48 49 16 47 41 41 203 407 8 51 94817-Feb 15 2 9 35 31 19 45 94 40 191 466 10 41 998

% diff 27 50 67 37 58 -16 4 -56 3 6 -13 -20 24 -518-Mar 21 6 7 39 30 20 48 75 39 229 399 3 59 97517-Mar 19 7 9 30 41 23 64 90 45 263 602 8 48 1249

% diff 11 -14 -22 30 -27 -13 -25 -17 -13 -13 -34 -63 23 -2218-Apr 13 3 4 38 30 11 54 35 22 174 389 5 50 82817-Apr 21 4 4 33 20 22 45 54 27 187 27 187 277 908

% diff -38 -25 0 15 50 -50 20 -35 -19 -7 1341 -97 -82 -918-May 24 11 5 41 46 29 79 65 41 223 494 7 41 110617-May 26 5 9 39 39 23 58 70 37 269 515 9 51 1150

% diff -8 120 -44 5 18 26 36 -7 11 -17 -4 -22 -20 -418-Jun 20 4 20 39 33 13 53 65 33 201 453 6 59 99917-Jun 20 5 8 52 20 25 67 70 40 236 536 6 44 1129

% diff 0 -20 150 -25 65 -48 -21 -7 -18 -15 -15 0 34 -1218-Jul 15 7 47 39 24 19 58 65 34 240 477 0 57 108217-Jul 24 1 3 49 41 21 41 68 41 233 530 3 34 1089% diff -38 600 1467 -20 -41 -10 41 -4 -17 3 -10 -100 68 -1

YTD 18 125 42 133 289 238 130 396 424 246 1480 3060 32 367 6962YTD 17 144 28 65 268 211 146 361 529 263 1576 3080 233 547 7451

%diff -13 50 105 8 13 -11 10 -20 -6 -6 -1 -86 -33 -7

AROUND THE COUNTRY PASSENGER

REGISTRATIONS

DISTJUL'18

JUL'17

% CHANGE

WHA 314 337 -6.82AUC 6330 6959 -9.04HAM 946 980 -3.47THA 140 119 17.65TAU 518 658 -21.28ROT 205 175 17.14GIS 88 68 29.41NAP 332 335 -0.90NEW 229 241 -4.98WAN 109 92 18.48PAL 409 428 -4.44MAS 100 84 19.05WEL 1098 976 12.50NEL 297 276 7.61BLE 69 70 -1.43GRE 33 37 -10.81WES 7 14 -50.00CHR 1825 1757 3.87TIM 109 122 -10.66OAM 23 30 -23.33DUN 456 486 -6.17INV 210 186 12.90TOTAL 13847 14430 -4.04

USED IMPORT COMMERCIAL MAKES – YEAR-TO-DATE 2018

CH

EV

RO

LET

DO

DG

E

FIA

T

FOR

D

HIN

O

HO

LDE

N

ISU

ZU

MA

ZD

A

MIT

SUB

ISH

I

NIS

SAN

TO

YO

TA

VO

LKSW

A-

GE

N

OT

HE

R

TO

TAL

18-Jan 13 8 35 45 26 22 57 78 36 210 441 3 50 102417-Jan 19 4 23 30 19 13 41 83 33 197 404 10 52 928

% diff -32 100 52 50 37 69 39 -6 9 7 9 -70 -4 1018-Feb 19 3 15 48 49 16 47 41 41 203 407 8 51 94817-Feb 15 2 9 35 31 19 45 94 40 191 466 10 41 998

% diff 27 50 67 37 58 -16 4 -56 3 6 -13 -20 24 -518-Mar 21 6 7 39 30 20 48 75 39 229 399 3 59 97517-Mar 19 7 9 30 41 23 64 90 45 263 602 8 48 1249

% diff 11 -14 -22 30 -27 -13 -25 -17 -13 -13 -34 -63 23 -2218-Apr 13 3 4 38 30 11 54 35 22 174 389 5 50 82817-Apr 21 4 4 33 20 22 45 54 27 187 27 187 277 908

% diff -38 -25 0 15 50 -50 20 -35 -19 -7 1341 -97 -82 -918-May 24 11 5 41 46 29 79 65 41 223 494 7 41 110617-May 26 5 9 39 39 23 58 70 37 269 515 9 51 1150

% diff -8 120 -44 5 18 26 36 -7 11 -17 -4 -22 -20 -418-Jun 20 4 20 39 33 13 53 65 33 201 453 6 59 99917-Jun 20 5 8 52 20 25 67 70 40 236 536 6 44 1129

% diff 0 -20 150 -25 65 -48 -21 -7 -18 -15 -15 0 34 -1218-Jul 15 7 47 39 24 19 58 65 34 240 477 0 57 108217-Jul 24 1 3 49 41 21 41 68 41 233 530 3 34 1089% diff -38 600 1467 -20 -41 -10 41 -4 -17 3 -10 -100 68 -1

18-Aug 21 5 7 37 38 29 64 56 36 252 603 6 70 122417-Aug 21 6 5 52 33 17 74 60 45 269 520 8 38 1148

% diff 0 -17 40 -29 15 71 -14 -7 -20 -6 16 -25 84 718-Sep 17 7 9 31 37 16 61 62 36 187 489 6 53 101117-Sep 18 9 4 47 20 23 67 67 39 217 526 9 48 1094% diff -6 -22 125 -34 85 -30 -9 -7 -8 -14 -7 -33 10 -8

18-Oct 18 3 27 45 26 8 55 81 37 239 448 7 72 106617-Oct 25 9 16 39 28 19 58 98 43 266 487 4 38 1130

% diff -28 -67 69 15 -7 -58 -5 -17 -14 -10 -8 75 89 -618-Nov 13 7 64 59 32 18 48 61 31 206 448 5 63 105517-Nov 20 8 63 41 32 18 69 65 45 249 498 6 51 1165

% diff -35 -13 2 44 0 0 -30 -6 -31 -17 -10 -17 24 -918-Dec 20 5 28 48 33 19 45 39 36 169 349 10 48 84917-Dec 24 6 94 51 25 20 47 55 36 204 400 13 69 1044

% diff -17 -17 -70 -6 32 -5 -4 -29 0 -17 -13 -23 -30 -19YTD 18 214 69 268 509 404 220 669 723 422 2533 5397 66 673 12167YTD 17 252 66 247 498 349 243 676 874 471 2781 5511 273 791 13032

%diff -15 5 9 2 16 -9 -1 -17 -10 -9 -2 -76 -15 -7

AROUND THE COUNTRY PASSENGER

REGISTRATIONS

DISTDEC '18

DEC '17

% CHANGE

WHA 232 335 -30.75AUC 5157 7037 -26.72HAM 719 846 -15.01THA 81 146 -44.52TAU 432 557 -22.44ROT 167 243 -31.28GIS 60 61 -1.64NAP 311 293 6.14NEW 175 170 2.94WAN 116 88 31.82PAL 319 327 -2.45MAS 79 73 8.22WEL 818 1007 -18.77NEL 253 336 -24.70BLE 52 70 -25.71GRE 33 34 -2.94WES 6 3 100.00CHR 1444 1702 -15.16TIM 72 115 -37.39OAM 15 20 -25.00DUN 372 442 -15.84INV 148 197 -24.87TOTAL 11061 14102 -21.56

20 TOP USED IMPORT PASSENGER MAKES

MAKEDEC '18

DEC '17

Movement% Change

Market Share

TOYOTA 2419 3617 -33.1 21.9NISSAN 2239 2775 -19.3 20.2MAZDA 1846 2289 -19.4 16.7HONDA 1181 1410 -16.2 10.7SUZUKI 579 651 Up 1 -11.1 5.2SUBARU 563 729 Down 1 -22.8 5.1MITSUBISHI 520 477 Up 1 9.0 4.7BMW 408 566 Down 1 -27.9 3.7VOLKSWAGEN 334 361 -7.5 3.0AUDI 222 244 -9.0 2.0MERCEDES-BENZ 153 232 -34.1 1.4LEXUS 89 69 Up 1 29.0 0.8FORD 68 109 Down 1 -37.6 0.6VOLVO 65 69 -5.8 0.6JAGUAR 46 47 -2.1 0.4CHEVROLET 41 40 Up 2 2.5 0.4LAND ROVER 38 43 -11.6 0.3HYUNDAI 29 43 Down 2 -32.6 0.3HOLDEN 27 36 -25.0 0.2JEEP 21 20 Up 3 5.0 0.2OTHER 173 275 -37.1 1.6TOTAL 11061 14102 -21.6 100.0

while in third Mazda was down 19.4% to 1846 for a 16.7% stake.

Honda was fourth on 1181 units, down 16.2% for a 10.7% share, while in fifth Suzuki recorded 579 registrations, down 11.1% for a 5.2% stake.

The Mazda Axela was the top import model in Decem-ber on 584 vehicles.

The Nissan Tiida and Suzuki Swift tied for second on 500 units each, while the Honda Fit was fourth on 487.

In fifth place, the Mazda Demio recorded 479 vehi-

cles, followed by the Toyota Corolla on 443.

The Toyota Prius was top hybrid on 315, the Mitsubishi Outlander the top SUV on 296, the Toyota Wish top MPV on 276, the Nissan Leaf top electric (260) and the Subaru Legacy top large car (224).

In commercials, Toyota topped the ranks - as usual - down 12.8% to 349 vehicles, equal to a 41.4% share.

Nissan took second on



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THE 17 LEADING USED IMPORT PASSENGER MAKES – YEAR-TO-DATE 2018

AU

DI

BM

W

CH

EV

RO

LET

DA

IHA

TSU

FOR

D

HO

LDE

N

HO

ND

A

HY

UN

DA

I

MA

ZD

A

ME

RC

ED

ES

MIT

SUB

ISH

I

NIS

SAN

PE

UG

EO

T

SUB

AR

U

SUZ

UK

I

TO

YO

TA

VW

OT

HE

R

TO

TAL

18-Jan 250 523 65 8 115 46 1356 27 2310 210 440 2629 26 809 722 3232 445 506 1371917-Jan 264 568 56 14 102 43 1308 25 1979 275 469 2268 12 543 622 3396 467 522 12933

% diff -5 -8 16 -43 13 7 4 8 17 -24 -6 16 117 49 16 -5 -5 -3 618-Feb 192 467 63 8 122 39 1232 2 1996 250 325 2220 16 696 682 2872 366 500 1204817-Feb 227 528 53 19 109 61 1308 30 1871 267 413 2200 19 546 643 3038 439 489 12260

% diff -15 -12 19 -58 12 -36 -6 -93 7 -6 -21 1 -16 27 6 -5 -17 2 -218-Mar 235 514 48 8 104 40 1188 35 1978 227 307 2132 22 704 606 2878 357 458 1184117-Mar 297 713 80 13 130 61 1449 39 2058 356 548 2543 17 605 711 3722 548 584 14474

% diff -21 -28 -40 -38 -20 -34 -18 -10 -4 -36 -44 -16 29 16 -15 -23 -35 -22 -1818-Apr 228 471 39 9 0 25 1053 23 1760 222 379 1970 14 623 604 2644 371 458 1089317-Apr 252 553 47 9 90 67 1233 33 1823 287 464 2292 15 573 626 3209 465 469 12507

% diff -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -10018-May 276 621 41 12 102 44 1374 30 2063 257 463 2630 17 770 682 3102 402 534 1342017-May 287 660 58 11 98 60 1409 36 2153 368 559 2750 14 669 692 3604 446 565 14439

% diff -4 -6 -29 9 4 -27 -2 -17 -4 -30 -17 -4 21 15 -1 -14 -10 -5 -718-Jun 267 590 34 11 81 34 1322 25 2018 216 421 2486 15 685 714 2881 363 488 1265117-Jun 252 537 46 11 120 68 1304 28 1983 290 507 2590 14 669 653 3304 437 526 13339

% diff 6 10 -26 0 -33 -50 1 -11 2 -26 -17 -4 7 2 9 -13 -17 -7 -518-Jul 301 534 51 13 81 31 1517 15 2275 229 532 2685 5 718 745 3135 404 576 1384717-Jul 271 632 53 2 113 59 1447 35 2146 295 515 2732 13 687 746 3705 449 530 14430% diff 11 -16 -4 550 -28 -47 5 -57 6 -22 3 -2 -62 5 0 -15 -10 9 -4

YTD 18 1749 3720 341 69 605 259 9042 157 14400 1611 2867 16752 115 5005 4755 20744 2708 3520 88419YTD 17 1608 4191 393 79 762 419 9458 226 14013 2138 3475 17375 104 4292 4693 23978 3251 3685 94382

%diff 9 -11 -13 -13 -21 -38 -4 -31 3 -25 -17 -4 11 17 1 -13 -17 -4 -6

THE 17 LEADING USED IMPORT PASSENGER MAKES – YEAR-TO-DATE 2018

AU

DI

BM

W

CH

EV

RO

LET

DA

IHA

TSU

FOR

D

HO

LDE

N

HO

ND

A

HY

UN

DA

I

MA

ZD

A

ME

RC

ED

ES

MIT

SUB

ISH

I

NIS

SAN

PE

UG

EO

T

SUB

AR

U

SUZ

UK

I

TO

YO

TA

VW

OT

HE

R

TO

TAL

18-Jan 250 523 65 8 115 46 1356 27 2310 210 440 2629 26 809 722 3232 445 506 1371917-Jan 264 568 56 14 102 43 1308 25 1979 275 469 2268 12 543 622 3396 467 522 12933

% diff -5 -8 16 -43 13 7 4 8 17 -24 -6 16 117 49 16 -5 -5 -3 618-Feb 192 467 63 8 122 39 1232 2 1996 250 325 2220 16 696 682 2872 366 500 1204817-Feb 227 528 53 19 109 61 1308 30 1871 267 413 2200 19 546 643 3038 439 489 12260

% diff -15 -12 19 -58 12 -36 -6 -93 7 -6 -21 1 -16 27 6 -5 -17 2 -218-Mar 235 514 48 8 104 40 1188 35 1978 227 307 2132 22 704 606 2878 357 458 1184117-Mar 297 713 80 13 130 61 1449 39 2058 356 548 2543 17 605 711 3722 548 584 14474

% diff -21 -28 -40 -38 -20 -34 -18 -10 -4 -36 -44 -16 29 16 -15 -23 -35 -22 -1818-Apr 228 471 39 9 0 25 1053 23 1760 222 379 1970 14 623 604 2644 371 458 1089317-Apr 252 553 47 9 90 67 1233 33 1823 287 464 2292 15 573 626 3209 465 469 12507

% diff -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -10018-May 276 621 41 12 102 44 1374 30 2063 257 463 2630 17 770 682 3102 402 534 1342017-May 287 660 58 11 98 60 1409 36 2153 368 559 2750 14 669 692 3604 446 565 14439

% diff -4 -6 -29 9 4 -27 -2 -17 -4 -30 -17 -4 21 15 -1 -14 -10 -5 -718-Jun 267 590 34 11 81 34 1322 25 2018 216 421 2486 15 685 714 2881 363 488 1265117-Jun 252 537 46 11 120 68 1304 28 1983 290 507 2590 14 669 653 3304 437 526 13339

% diff 6 10 -26 0 -33 -50 1 -11 2 -26 -17 -4 7 2 9 -13 -17 -7 -518-Jul 301 534 51 13 81 31 1517 15 2275 229 532 2685 5 718 745 3135 404 576 1384717-Jul 271 632 53 2 113 59 1447 35 2146 295 515 2732 13 687 746 3705 449 530 14430% diff 11 -16 -4 550 -28 -47 5 -57 6 -22 3 -2 -62 5 0 -15 -10 9 -4

18-Aug 277 506 58 7 90 51 1379 20 2205 221 517 2668 13 725 755 2909 436 531 1336817-Aug 311 626 51 12 126 59 1409 38 2374 255 506 2712 15 705 719 3569 466 530 14483

% diff -11 -19 14 -42 -29 -14 -2 -47 -7 -13 2 -2 -13 3 5 -18 -6 0 -818-Sep 220 456 50 4 87 34 1215 18 1990 179 478 2318 9 636 613 2423 382 421 1153317-Sep 302 616 55 11 101 59 1335 30 2220 264 438 2538 14 785 688 3234 427 528 13645

% diff -27 -26 -9 -64 -14 -42 -9 -40 -10 -32 9 -9 -36 -19 -11 -25 -11 -20 -1518-Oct 235 474 30 5 62 28 1271 22 1996 167 489 2526 13 645 643 2693 366 435 1210017-Oct 244 576 52 10 122 47 1379 38 2296 225 450 2762 13 744 683 3509 456 512 14118

% diff -4 -18 -42 -50 -49 -40 -8 -42 -13 -26 9 -9 0 -13 -6 -23 -20 -15 -1418-Nov 236 403 36 5 68 25 1120 23 1870 174 445 2257 13 606 598 2505 355 417 1115617-Nov 270 546 46 9 111 60 1347 20 2402 267 518 3028 21 809 699 3785 459 527 14924

% diff -13 -26 -22 -44 -39 -58 -17 15 -22 -35 -14 -25 -38 -25 -14 -34 -23 -21 -2518-Dec 222 408 41 7 5 27 1181 29 1846 153 520 2239 15 563 579 2419 334 473 1106117-Dec 244 566 40 11 109 36 1210 43 2289 232 477 2775 17 729 651 3617 361 695 14102

% diff -9 -28 3 -36 -95 -25 -2 -33 -19 -34 9 -19 -12 -23 -11 -33 -7 -32 -22YTD 18 2939 5967 556 97 917 424 15208 269 24307 2505 5316 28760 178 8180 7943 33693 4581 5797 147637YTD 17 3221 7121 637 132 1331 680 16138 395 25594 3381 5864 31190 184 8064 8133 41692 5420 6477 165654

%diff -9 -16 -13 -27 -31 -38 -6 -32 -5 -26 -9 -8 -3 1 -2 -19 -15 -10 -11

20 TOP USED IMPORT PASSENGER MODELS

MAKE MODELDEC '18

MAKE MODELDEC '17

MAZDA AXELA 584 MAZDA DEMIO 637NISSAN TIIDA 500 NISSAN TIIDA 615SUZUKI SWIFT 500 MAZDA AXELA 592HONDA FIT 487 SUZUKI SWIFT 567MAZDA DEMIO 479 HONDA FIT 565TOYOTA COROLLA 443 TOYOTA COROLLA 565TOYOTA PRIUS 315 SUBARU LEGACY 365MITSUBISHI OUTLANDER 296 TOYOTA WISH 321TOYOTA VITZ 279 TOYOTA PRIUS 314TOYOTA WISH 276 MAZDA ATENZA 304NISSAN LEAF 260 TOYOTA ESTIMA 293MAZDA PREMACY 247 MITSUBISHI OUTLANDER 283SUBARU LEGACY 224 TOYOTA MARKX 266NISSAN DUALIS 221 TOYOTA VITZ 256VOLKSWAGEN GOLF 219 VOLKSWAGEN GOLF 228NISSAN NOTE 213 NISSAN NOTE 221MAZDA ATENZA 212 MAZDA MPV 215SUBARU IMPREZA 191 MAZDA PREMACY 207TOYOTA AQUA 174 BMW 3 SERIES 205HONDA STREAM 182 NISSAN DUALIS 201

169 vehicles, down 17.2% for a 19.9% share, fol-lowed in third on Ford on 48, down 5.9% for 5.7% of the trade.

Isuzu took fourth on 45 units, followed by Mazda on 39.

The Toyota Hiace was the most popular model for the month on 269 vans.

The Nissan Cara-van was second on 59,

followed by the Mazda Bongo and Nissan NV200 tied on 29 units each.

Rounding out the top five was the Fiat Ducato on 27 vans.





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STATSTALKNEW VEHICLES

NEW VEHICLES COMPETITIVE FINANCE

BROUGHT TO YOU BY:


NEW PASSENGER MAKES

MAKEDEC '18

DEC '17

Movement% Change

Market Share

TOYOTA 2176 2397 -9.2 28.3HOLDEN 772 669 15.4 10.1MAZDA 712 645 Up 1 10.4 9.3MITSUBISHI 504 662 Down 1 -23.9 6.6HYUNDAI 492 445 Up 1 10.6 6.4NISSAN 425 354 Up 2 20.1 5.5VOLKSWAGEN 366 178 Up 6 105.6 4.8SUZUKI 330 490 Down 3 -32.7 4.3KIA 327 251 30.3 4.3FORD 252 210 20.0 3.3HONDA 225 363 Down 4 -38.0 2.9SUBARU 179 179 0.0 2.3MERCEDES-BENZ 166 194 Down 2 -14.4 2.2JEEP 120 162 -25.9 1.6SKODA 70 79 Up 2 -11.4 0.9LEXUS 66 66 Up 3 0.0 0.9HAVAL 63 35 Up 7 80.0 0.8AUDI 59 146 Down 3 -59.6 0.8LAND ROVER 58 76 Down 1 -23.7 0.8SSANGYONG 47 50 Up 1 -6.0 0.6OTHER 272 500 -45.6 3.5TOTAL 7681 8151 -5.8 100.0

NEW PASSENGER MODELS

MAKE MODELDEC '18

MAKE MODELDEC '17

TOYOTA COROLLA 732 TOYOTA COROLLA 1116

TOYOTA RAV4 515 TOYOTA RAV4 516

TOYOTA HIGHLANDER 326 MITSUBISHI ASX 287

MAZDA CX-5 252 TOYOTA YARIS 272

VOLKSWAGEN TIGUAN 221 MAZDA CX-5 227

NISSAN X-TRAIL 210 SUZUKI SWIFT 188

MITSUBISHI OUTLANDER 202 TOYOTA HIGHLANDER 182

TOYOTA CAMRY 191 NISSAN QASHQAI 176

MAZDA MAZDA3 175 MITSUBISHI OUTLANDER 160

NISSAN QASHQAI 169 KIA SPORTAGE 159

MITSUBISHI ASX 166 HOLDEN CAPTIVA 156

SUZUKI SWIFT 163 HONDA CRV 144

KIA SPORTAGE 161 NISSAN X-TRAIL 142

TOYOTA YARIS 160 TOYOTA CAMRY 136

HYUNDAI KONA 136 HYUNDAI TUCSON 131

HYUNDAI SANTA FE 126 HYUNDAI KONA 129

HOLDEN ASTRA 124 MAZDA CX-9 115

HOLDEN COMMODORE 124 HYUNDAI SANTA FE 113

TOYOTALANDCRUISER PRADO

117 HOLDEN COMMODORE 105

HOLDEN CAPTIVA 98 MAZDA MAZDA3 103

NEW COMMERCIAL MODELS (UNDER 3500KG)

MAKE MODEL DEC '18

MAKE MODEL DEC '17

FORD RANGER 604 FORD RANGER 597TOYOTA HILUX 588 TOYOTA HILUX 442MITSUBISHI TRITON 405 HOLDEN COLORADO 439NISSAN NAVARA 240 MITSUBISHI TRITON 284HOLDEN COLORADO 233 NISSAN NAVARA 191TOYOTA HIACE 121 ISUZU D-MAX 153MAZDA BT-50 116 MAZDA BT-50 145MERCEDES-BENZ X-CLASS 107 TOYOTA HIACE 137ISUZU D-MAX 104 FIAT DUCATO 81FIAT DUCATO 92 ISUZU N SERIES 75

Another record year for new vehicle registrations

There were 161,519 new vehicles registered during 2018 – a record

setting effort, with the market 1% up on the previous year.

The latest registrations

released by the Motor Indus-try Association (MIA) figures show that’s 1648 registra-tions above 2017’s overall result and the fifth year in a row of increases.

However, December 2018 was down 3.6% or 420 units on December 2017.

“Given current global economic factors, distribu-tor expectations for 2019

indicate a softening of the market. Further steady growth in the new vehicle sector above 2018 outturn is not expected.” MIA chief executive David Crawford says.

Total registrations of passenger and SUVs for 2018 were slightly down 0.4% or 403 units on 2017 vol-umes, but commercial

vehicles were up by 4% or 2049 units.

Toyota dominated new vehicle registrations in 2018, with 20% of the market or 32,260, followed by Ford on 10% at 16,366.

Holden, Mitsubishi and Mazda ranked third, fourth and fifth, with 13,046, 12,320 and 12,238 vehicles regis-tered in 2018.

In the luxury sector pas-senger and SUV sector, Mercedes-Benz retained the











BROUGHT TO YOU BY:


NEW AROUND THE COUNTRY

PASSENGER REGISTRATIONS

DISTDEC '18

DEC '17

% CHANGE

WHA 166 171 -2.92AUC 3823 3711 3.02HAM 343 359 -4.46THA 69 86 -19.77TAU 229 245 -6.53ROT 105 103 1.94GIS 20 26 -23.08NAP 171 157 8.92NEW 67 113 -40.71WAN 86 62 38.71PAL 225 197 14.21MAS 60 71 -15.49WEL 475 561 -15.33NEL 72 85 -15.29BLE 46 68 -32.35GRE 5 10 -50.00WES 0 1 -100.00CHR 1444 1752 -17.58TIM 34 38 -10.53OAM 4 4 0.00DUN 129 224 -42.41INV 108 107 0.93TOTAL 7681 8151 -5.77

NEW COMMERCIAL MAKES (UNDER 3500KG) – YEAR-TO-DATE

FIA

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GR

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ALL

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LDV

MA

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A

MER

CED

ES-B

ENZ

MIT

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ISH

I

MIT

SUBI

SHI

FUSO

NIS

SAN

SSA

NG

YON

G

TO

YO

TA

VOLK

SWAG

EN

OT

HE

R

TO

TAL

18-Jan 101 808 66 66 16 46 385 64 258 153 172 57 318 284 94 780 165 204 4037

17-Jan 63 788 67 45 0 42 383 68 271 87 154 40 219 276 83 698 123 266 3673

% diff 60 3 -1 47 10 1 -6 -5 76 12 43 45 3 13 12 34 -23 10

18-Feb 59 788 47 50 8 68 366 64 304 102 169 48 368 384 63 946 110 172 4116

17-Feb 64 713 66 35 8 45 364 97 255 101 186 51 282 346 52 747 76 246 3734

% diff -8 11 -29 43 0 51 1 -34 19 1 -9 -6 30 11 21 27 45 -30 10

18-Mar 69 1047 49 99 17 55 427 80 322 191 159 73 382 315 64 1225 160 244 4978

17-Mar 92 897 47 102 0 53 393 122 350 114 190 83 365 290 68 1103 115 255 4639

% diff -25 17 4 -3 4 9 -34 -8 68 -16 -12 5 9 -6 11 39 -4 7

18-May 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0

17-May 75 971 72 95 0 61 348 96 351 76 186 62 501 244 44 1125 118 320 4745

% diff -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100 -100

18-May 80 1132 64 67 18 55 412 80 319 159 197 94 437 466 21 789 205 297 4892

17-May 75 971 72 95 0 61 348 96 351 76 186 62 501 244 44 1125 118 320 4745

% diff 7 17 -11 -29 -10 18 -17 -9 109 6 52 -13 91 -52 -30 74 -7 3

18-Jun 61 1186 57 122 16 70 581 56 415 255 202 97 507 365 23 900 244 290 5447

17-Jun 63 1230 119 86 26 65 666 84 460 126 202 85 466 291 45 1299 232 259 5804

% diff -3 -4 -52 42 -38 8 -13 -33 -10 102 0 14 9 25 -49 -31 5 12 -6

18-Jul 71 799 23 59 20 60 418 55 294 162 186 135 363 239 13 868 161 357 4283

17-Jul 72 40 3 66 15 56 350 71 339 76 206 148 342 228 54 845 143 972 4026

% diff -1 1898 667 -11 33 7 19 -23 -13 113 -10 -9 6 5 -76 3 13 -63 6

18-Aug 102 908 22 74 19 72 407 58 268 155 212 166 346 283 21 958 157 333 4561

17-Aug 104 833 38 95 14 65 384 63 332 115 241 100 278 256 35 1114 147 242 4456

% diff -2 9 -42 -22 36 11 6 -8 -19 35 -12 66 24 11 -40 -14 7 38 2

18-Sep 111 901 18 133 20 60 287 80 299 126 201 113 0 452 32 989 132 523 4477

17-Sep 157 875 51 85 8 63 380 75 321 110 205 125 373 267 38 1153 133 233 4652

% diff -29 3 -65 56 150 -5 -24 7 -7 15 -2 -10 -100 69 -16 -14 -1 124 -4

18-Oct 173 978 21 52 49 63 411 62 254 206 173 187 402 289 20 1123 153 287 4903

17-Oct 126 948 50 95 21 54 334 48 259 122 193 167 330 219 43 1047 128 231 4415

% diff 37 3 -58 -45 133 17 23 29 -2 69 -10 12 22 32 -53 7 20 24 11

% diff -2 9 -42 -22 36 11 6 -8 -19 35 -12 66 24 11 -40 -14 7 38 2

18-Nov 121 1064 21 60 30 67 431 44 304 159 156 173 487 286 5 1023 128 257 4816

17-Nov 130 943 59 61 9 56 340 38 319 144 188 162 339 193 29 869 148 278 4305

% diff -7 13 -64 -2 233 20 27 16 -5 10 -17 7 44 48 -83 18 -14 -8 12

18-Dec 93 647 27 32 30 37 240 71 199 106 116 188 405 240 7 725 138 169 3470

17-Dec 82 657 43 97 10 53 473 45 285 118 145 68 285 191 26 595 81 166 3420

% diff 13 -2 -37 -67 200 -30 -49 58 -30 -10 -20 176 42 26 -73 22 70 2 1

YTD 18 1101 11061 456 861 257 707 4677 758 3517 1918 2076 1432 4273 3871 391 10924 1875 3400 53555

YTD 17 1093 9663 653 927 111 661 4737 897 3825 1275 2224 1141 4078 3064 557 11405 1534 3662 51507

%diff 1 14 -30 -7 132 7 -1 -15 -8 50 -7 26 5 26 -30 -4 22 -7 4

2018 market leader spot with 2251 registrations, followed by Audi with 1811 registra-tions and BMW with 1649.

“The market for these brands softened during 2018 compared to the 2017 outturn signalling a distinct pending softening in the rest of the vehicle market,” Craw-ford says.

For the fourth year in a row, the Ford Ranger remained both the top commercial vehicle model and the top model overall with 9904 registrations, up 484 units compared to 2017.

The Toyota Hilux came in second with 8086 reg-istrations, also up on 2017

volumes by 980 units. The Toyota Corolla was the third highest selling model for the year with 7300 registrations.

In terms of vehicle seg-mentation, the top two seg-ments for the year were SUV medium vehicles with 17% share (27,162 units) followed by the Pick Up/Chassis Cab 4×4 segment with 15%

(23,870 units).SUV compact and SUV

large round out the top four spots with 13% and 12% each of the market with the small vehicle segment filling fifth place with 10% of the market.

In December, Toyota remained the overall market leader with 26% market share












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18-Jan 12 178 187 0 1 7 846 0 777 524 553 82 762 73 62 1025 188 77 626 423 89 54 140 82 342 591 2490 300 57 250 10798

17-Jan 7 154 198 2 1 15 778 0 1381 405 540 71 603 111 55 779 222 73 647 478 73 58 106 60 236 728 1644 474 44 207 10150

% diff 71 16 -6 -100 0 -53 9 -44 29 2 15 26 -34 13 32 -15 5 -3 -12 22 -7 32 37 45 -19 51 -37 30 21 6

18-Feb 5 169 144 0 1 4 395 0 602 412 489 142 512 76 69 773 166 70 489 269 86 35 104 64 157 577 1013 342 47 203 7415

17-Feb 3 176 160 0 4 23 611 0 654 373 606 56 513 93 62 755 245 45 547 346 48 22 104 93 305 624 990 355 48 189 8050

% diff 67 -4 -10 -75 -83 -35 -8 10 -19 154 0 -18 11 2 -32 56 -11 -22 79 59 0 -31 -49 -8 2 -4 -2 7 -8

18-Mar 6 193 232 0 1 4 504 0 673 636 551 143 617 83 71 858 200 66 722 371 99 37 164 59 291 605 1196 341 53 274 9050

17-Mar 11 203 196 0 2 55 625 0 711 519 686 94 626 107 66 905 253 59 691 341 56 34 72 81 242 734 1213 386 63 199 9230

% diff -45 -5 18 -50 -93 -19 -5 23 -20 52 -1 -22 8 -5 -21 12 4 9 77 9 128 -27 20 -18 -1 -12 -16 38 -2

18-Apr 8 140 126 0 0 8 312 0 540 317 398 88 511 60 61 760 183 46 486 354 84 20 116 42 373 539 712 258 51 255 6848

17-Apr 3 134 147 0 1 13 499 0 543 148 562 129 497 87 38 10 710 46 423 487 30 29 86 65 189 512 961 325 44 278 6996

% diff 167 4 -14 -100 -38 -37 -1 114 -29 -32 3 -31 61 7500 -74 0 15 -27 180 -31 35 -35 97 5 -26 -21 16 -8 -2

18-May 6 176 161 0 0 5 487 0 660 399 831 153 618 135 66 879 187 65 600 268 84 30 130 52 342 543 1779 336 50 233 9275

17-May 20 231 144 0 2 26 524 0 681 318 561 120 549 105 58 886 202 52 527 382 32 36 118 73 304 544 1245 423 45 178 8386

% diff -70 -24 12 -100 -81 -7 -3 25 48 28 13 29 14 -1 -7 25 14 -30 163 -17 10 -29 13 0 43 -21 11 31 11

18-Jun 22 213 170 0 0 5 443 0 695 521 823 169 639 124 66 862 207 56 727 394 71 33 170 69 323 563 1558 413 53 336 9725

17-Jun 21 190 2 0 2 31 459 0 686 440 829 127 626 123 0 940 280 73 667 361 60 29 154 83 387 677 2011 430 50 443 10181

% diff 5 12 8400 -100 -84 -3 1 18 -1 33 2 1 -8 -26 -23 9 9 18 14 10 -17 -17 -17 -23 -4 6 -24 -4

18-Jul 8 123 125 0 0 2 404 0 532 443 505 65 555 113 67 817 190 45 604 461 83 19 143 60 362 554 1202 278 6 274 8040

17-Jul 18 169 168 0 3 11 444 0 537 467 391 84 569 73 59 811 167 54 592 381 80 22 108 72 292 520 975 303 29 206 7605

% diff -56 -27 -26 -100 -82 -9 -1 -5 29 -23 -2 55 14 1 14 -17 2 21 4 -14 32 -17 24 7 23 -8 -79 33 6

18-Aug 16 141 122 0 0 0 520 0 529 425 609 109 562 118 67 841 199 53 702 434 88 27 144 48 321 596 1334 342 62 230 8639

17-Aug 8 164 143 0 0 16 472 0 686 496 407 104 631 107 47 814 218 77 638 447 104 41 161 61 306 513 1397 327 34 187 8606

% diff 100 -14 -15 -100 10 -23 -14 50 5 -11 10 43 3 -9 -31 10 -3 -15 -34 -11 -21 5 16 -5 5 82 23 0

18-Sep 15 175 129 0 0 4 468 0 626 489 566 143 592 69 81 812 191 35 766 456 57 34 133 68 325 562 1955 366 72 242 9431

17-Sep 11 205 196 0 1 22 673 0 1006 295 531 89 556 106 66 875 163 59 647 390 91 22 111 43 292 552 2320 297 35 201 9855

% diff 36 -15 -34 -100 -82 -30 -38 66 7 61 6 -35 23 -7 17 -41 18 17 -37 55 20 58 11 2 -16 23 106 20 -4

18-Oct 20 113 95 0 2 0 310 0 1023 477 656 210 611 71 67 1077 163 41 756 403 67 25 146 50 349 512 3875 345 73 228 11765

17-Oct 8 127 142 0 0 12 518 0 1006 386 814 102 585 73 70 903 191 53 641 389 62 20 76 89 303 555 3408 272 50 254 11109

% diff 150 -11 -33 -100 -40 2 24 -19 106 4 -3 -4 19 -15 -23 18 4 8 25 92 -44 15 -8 14 27 46 -10 6

17-Nov 17 133 120 0 0 0 3 0 965 443 877 140 592 88 65 754 211 37 627 408 43 23 119 32 277 507 2076 361 41 584 9543

18-Nov 6 163 161 0 28 33 603 0 1149 414 637 116 489 117 65 904 231 44 710 440 80 27 106 60 312 491 2358 280 52 213 10289

% diff 183 -18 -25 -100 -100 -100 -16 7 38 21 21 -25 0 -17 -9 -16 -12 -7 -46 -15 12 -47 -11 3 -12 29 -21 174 -7

18-Dec 18 59 40 0 2 0 252 0 772 225 492 120 327 58 66 712 166 18 504 425 25 11 70 47 179 330 2176 366 30 191 7681

17-Dec 7 146 139 0 0 14 210 0 669 363 445 162 251 76 66 645 164 35 662 354 65 15 79 50 179 490 2397 178 46 244 8151

% diff 157 -60 -71 -100 20 15 -38 11 -26 30 -24 0 10 1 -49 -24 20 -62 -27 -11 -6 0 -33 -9 106 -35 -22 -6

YTD 18 153 1813 1651 0 7 39 4944 0 8394 5311 7350 1564 6898 1068 808 10170 2251 609 7609 4666 876 348 1579 673 3641 6479 21366 4048 595 3300 108210

YTD 17 123 2062 1796 2 44 271 6416 0 9709 4624 7009 1254 6495 1178 652 9227 3046 670 7392 4796 781 355 1281 830 3347 6940 20919 4050 540 2799 108608

%diff 24 -12 -8 -100 -84 -86 -23 -14 15 5 25 6 -9 24 10 -26 -9 3 -3 12 -2 23 -19 9 -7 2 0 10 18 0

NEW COMMERCIAL MAKES (UNDER 3500KG)

MAKEDEC '18

DEC '17

Movement% Change

Market Share

TOYOTA 725 595 Up 1 21.8 20.9

FORD 647 657 Down 1 -1.5 18.6

MITSUBISHI 405 285 Up 2 42.1 11.7

HOLDEN 240 473 Down 1 -49.3 6.9

NISSAN 240 191 Up 1 25.7 6.9

ISUZU 199 285 Down 2 -30.2 5.7

MERCEDES-BENZ 188 68 Up 5 176.5 5.4

VOLKSWAGEN 138 81 Up 3 70.4 4.0

MAZDA 116 145 Down 2 -20.0 3.3

LDV 106 118 Down 2 -10.2 3.1

OTHER 466 522 -10.7 13.4

TOTAL 3470 3420 1.5 100.0

(2900 units), followed by Holden with 9% (1012 units) and Mitsubishi with 8% market share (909 units).

Toyota was also the market leader for passenger and SUV registrations with a massive 28% market share (2175 units) followed by Holden with 10% (772 units) closely followed by Mazda with 9% market share (712 units).

The top selling passenger and

SUV models for the month were the Toyota Corolla (732) followed by the Toyota RAV4 (515) and the Toyota Highlander (325 units).





STATSTALKSECONDHAND


SECONDHAND REGISTRATIONS − DECEMBER 2018SALE TYPE WHA AUC HAM THA TAU ROT GIS NAP NEW WAN PAL MAS WEL NEL BLE GRE WES CHR TIM OAM DUN INV TOTAL

Cars 2018

Public to Trader 234 4541 913 176 540 129 55 364 200 141 573 102 969 188 73 38 1697 96 2 379 253 11663

Public to Public 1896 13324 2983 613 1814 919 387 1355 912 567 1584 457 2889 1033 429 163 37 4778 464 98 1949 1040 39691

Trader to Public 556 6001 1345 278 825 392 165 653 383 240 729 204 1619 306 143 63 2 2159 189 23 715 401 17391

Cars 2017

Public to Trader 314 4494 1002 129 509 125 70 348 210 95 552 124 1063 248 106 18 1671 82 9 441 258 11868

Public to Public 1867 13977 3053 647 1881 969 354 1449 864 602 1548 476 3049 1010 429 163 28 5019 521 99 1934 1020 40959

Trader to Public 591 5896 1391 294 838 362 157 613 346 226 734 239 1526 298 175 67 4 2813 205 34 687 428 17924

Cars % Change

Public to Trader -25.5 1.0 -8.9 36.4 6.1 3.2 -21.4 4.6 -4.8 48.4 3.8 -17.7 -8.8 -24.2 -31.1 111.1 1.6 17.1 -77.8 -14.1 -1.9 -1.7

Public to Public 1.6 -4.7 -2.3 -5.3 -3.6 -5.2 9.3 -6.5 5.6 -5.8 2.3 -4.0 -5.2 2.3 0.0 0.0 32.1 -4.8 -10.9 -1.0 0.8 2.0 -3.1

Trader to Public -5.9 1.8 -3.3 -5.4 -1.6 8.3 5.1 6.5 10.7 6.2 -0.7 -14.6 6.1 2.7 -18.3 -6.0 -50.0 -23.2 -7.8 -32.4 4.1 -6.3 -3.0

Motorcycles 2018

Public to Trader 4 132 21 4 29 7 11 4 5 12 3 50 5 1 39 18 4 349

Public to Public 77 522 144 51 93 53 15 87 54 38 83 22 166 81 33 11 253 34 5 91 47 1960

Trader to Public 21 159 47 11 39 18 1 19 16 16 18 5 52 7 2 2 39 4 2 11 13 502

Motorcycles 2017

Public to Trader 2 129 29 26 11 3 3 22 7 34 11 2 27 1 10 4 321

Public to Public 80 572 152 29 103 29 9 82 68 24 73 16 156 76 22 8 6 251 30 9 67 43 1905

Trader to Public 17 141 43 3 44 14 3 21 16 5 18 6 39 7 7 1 1 49 5 1 14 10 465

Motorcycles % change

Public to Trader 100.0 2.3 -27.6 11.5 0.0 33.3 66.7 -45.5 -57.1 47.1 -54.5 -50.0 44.4 -100.0 80.0 0.0 8.7

Public to Public -3.8 -8.7 -5.3 75.9 -9.7 82.8 66.7 6.1 -20.6 58.3 13.7 37.5 6.4 6.6 50.0 37.5 -100.0 0.8 13.3 -44.4 35.8 9.3 2.9

Trader to Public 23.5 12.8 9.3 266.7 -11.4 28.6 -66.7 -9.5 0.0 220.0 0.0 -16.7 33.3 0.0 -71.4 100.0 -100.0 -20.4 -20.0 100.0 -21.4 30.0 8.0

Trucks 2018

Public to Trader 68 780 213 48 99 38 34 82 38 48 133 40 158 49 30 9 245 33 59 87 2291

Public to Public 363 1724 505 135 359 166 77 243 156 115 257 117 376 185 84 33 7 728 84 23 373 201 6311

Trader to Public 187 883 292 85 133 107 74 149 86 55 172 64 233 70 54 21 2 314 43 8 143 100 3275

Trucks 2017

Public to Trader 68 665 227 16 89 22 31 100 46 25 143 27 102 45 32 4 223 26 3 88 57 2039

Public to Public 347 1859 500 97 385 131 114 253 167 82 287 87 327 174 58 41 26 712 83 33 280 155 6198

Trader to Public 144 725 289 58 203 72 58 143 86 45 155 44 175 68 41 15 1 331 52 13 143 96 2957

Trucks % change

Public to Trader 0.0 17.3 -6.2 200.0 11.2 72.7 9.7 -18.0 -17.4 92.0 -7.0 48.1 54.9 8.9 -6.3 125.0 9.9 26.9 -100.0 -33.0 52.6 12.4

Public to Public 4.6 -7.3 1.0 39.2 -6.8 26.7 -32.5 -4.0 -6.6 40.2 -10.5 34.5 15.0 6.3 44.8 -19.5 -73.1 2.2 1.2 -30.3 33.2 29.7 1.8

Trader to Public 29.9 21.8 1.0 46.6 -34.5 48.6 27.6 4.2 0.0 22.2 11.0 45.5 33.1 2.9 31.7 40.0 100.0 -5.1 -17.3 -38.5 0.0 4.2 10.8

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Slow end to second-hand year

The continuing demand from pub-lic buyers is shown in the figures by a solid increase of 2% in dealer

to public transactions (and the cor-responding increase of Public – Dealer due to trade-ins) 2018 vs 2017.

This came despite a slow end to the year, according to Turners, who re-leased commentary as part of their used

car market report.“The demand for second-hand ve-

hicles is still strong. The fact that 2018 has remained flat on 2017 despite the massive decline in import sales bodes very well for people looking to buy and sell cars domestically, within New Zealand,” the report says.

Used import figures have dragged

the overall market for used cars down.“The second-hand vehicle market for

December 2018 was around 6% down versus December 2017 in a slower month, once again dominated by a lack of Ex-Overseas Registrations. This is mainly due to supply from Japan still not reaching the levels of 2017.”


STATSTALKTRUCKS

STATSTALKBIKES


USED BIKE MAKESMAKE DEC '18 DEC '17 % CHANGE MARKET

HARLEY DAVIDSON 100 95 5.3 37.7HONDA 28 19 47.4 10.6DUCATI 27 30 -10.0 10.2TRIUMPH 20 14 42.9 7.5YAMAHA 17 16 6.3 6.4KTM 10 10 0.0 3.8SUZUKI 10 8 25.0 3.8BMW 9 22 -59.1 3.4KAWASAKI 8 14 -42.9 3.0HYOSUNG 5 9 -44.4 1.9OTHER 26 28 -7.1 9.8TOTAL 260 265 -1.9 100.0

NEW BIKE MAKES

MAKEDEC '18

YTD '18

DEC '17

% Change

Market Share %

YAMAHA 82 956 106 -22.6 12.5SUZUKI 81 1305 154 -47.4 12.3HARLEY DAVIDSON 66 889 64 3.1 10.1KAWASAKI 56 562 35 60.0 8.5HONDA 42 665 57 -26.3 6.4FORZA 29 263 20 45.0 4.4KTM 29 388 55 -47.3 4.4BMW 28 331 59 -52.5 4.3TNT MOTOR 27 402 25 8.0 4.1TRIUMPH 22 502 47 -53.2 3.4MOPED 21 229 11 90.9 3.2PIAGGIO 21 216 23 -8.7 3.2FACTORY BUILT 18 238 42 -57.1 2.7VESPA 18 192 18 0.0 2.7ROYAL ENFIELD 14 190 17 -17.6 2.1DUCATI 11 157 14 -21.4 1.7SYM 11 44 6 83.3 1.7INDIAN 10 140 15 -33.3 1.5APRILIA 9 197 27 -66.7 1.4KYMCO 6 58 5 20.0 0.9OTHER 55 641 115 -52.2 8.4TOTAL 656 8565 915 -28.3 100.0

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NEW BIKE MODELSMAKE MODEL DEC '18TNT MOTOR ROMA 2T 27HARLEY DAVIDSON STREET 19 STREET 500 19FORZA CICLONE 18SUZUKI GSX150 FDZA GIXXER 17YAMAHA YZF R3 AJ2 15FORZA CAPRI LX 11KAWASAKI EX 400G L 11YAMAHA MT-03 LAJ 11FACTORY BUILT ARIIC 10MOPED YIBEN YB50QT 10

Bike registrations up year-on-yearM

otorcycle registra-tions made a small gain year on year,

just over 50 units ahead on 2018.

A total of 8565 units were registered, compared to 8501 in 2017.

For the month registra-tions fell heavily, with the December result of 656 down 28.3% from the same month in 2017.

While Suzuki lead for the year, Yamaha claimed the award for the month - down 22.6% to 82 bikes for a 12.5% market share.

Suzuki was just one bike behind on 81 units, down 47.4% for a 12.3% stake.

Harley Davidson was third on 66 units, up 3.1% for a 10.1% share of the market, followed by Kawasaki on 56 and Honda on 42.

Basic scooters again topped the market, with the TNT Roma leading on 27 units, and the Forza Cyclone third on 18 bikes.

Fitting in-between was the Harley Davidson Street 500 on 19 bikes.

The Suzuki GSX150 FDZA Gixxer was fourth on 17, fol-lowed by Yamaha with the YZF R3 on 15.

Used imports end year downThe market for used

import bikes ended the year

with a slight drop - down 1.9% to 260 units.

Harley Davidson contin-ues to be the clear leader, with 100 units, up 5.3% for a 37.7% market share.

Honda was second on

28, up 47.4% for a 10.6% market share, while in third, 27 Ducatis were registered - down 10% for a 10.2% stake.

Triumph took fourth spot on 20 bikes, followed by Yamaha on 17.

AUTOTALK JANUARY 2019 | www.autotalk.co.nz | 37 AUTOTALK JANUARY 2019 | www.autotalk.co.nz | 37

NEW TRUCK MAKES (OVER 3500KG)

MAKEDEC '18

DEC '17

% CHANGE

MARKETYTD '18

YTD '17

ISUZU 95 132 -28.0 24.7 1240 1312FIAT 46 25 84.0 12.0 464 359HINO 37 53 -30.2 9.6 707 661MERCEDES-BENZ 34 27 25.9 8.9 528 488FUSO 32 96 -66.7 8.3 856 842ALEXANDER DENNIS 22 5.7 150 25IVECO 22 29 -24.1 5.7 270 258UD TRUCKS 20 18 11.1 5.2 271 267LDV 14 3.6 28DAF 10 6 66.7 2.6 279 253OTHER 52 87 -40.2 13.5 1893 1803TOTAL 384 473 -18.8 100.0 6686 6268

USED TRUCK MAKES

MAKEDEC '18

DEC '17

% CHANGE

MARKETYTD '18

YTD '17

ISUZU 36 40 -10.0 22.4 578 577HINO 33 25 32.0 20.5 404 339MITSUBISHI 24 24 0.0 14.9 227 278TOYOTA 21 35 -40.0 13.0 432 438NISSAN 19 11 72.7 11.8 192 170FIAT 3 24 -87.5 1.9 40 47FORD 3 3 0.0 1.9 34 12KENWORTH 3 2 50.0 1.9 22 27IVECO 2 4 -50.0 1.2 29 5MAZDA 2 1.2 52 29OTHER 15 26 -42.3 9.3 273 335TOTAL 161 194 -17.0 100.0 2281 2257

STATSTALKTRUCKS

New and used commercial registrations down in DecemberN

ew and used com-mercial vehicle registrations saw a

sharp decline in Decem-ber, both down nearly 20% year-on-year.

Total registrations of new trucks and buses over 3500kg GVM sits at 384 units for the month.

This is down 19% com-pared to the 473 units in the same period the previ-ous year.

A total of 6686 new trucks and buses hit the road in 2018 compared with 6268 in 2017.

Isuzu is market leader

for the month of De-cember with 95 units registered and a 25% market share. However, the brand was down 28% year-on-year with 132 registered in the same period in 2017.

Fiat is in second place, up 84% with 46 units registered and a 21% market share.

Hino comes in third, down 30% with 37 units registered and a 10% market share.

Mercedes-Benz fol-lows, up 26% with 34 units registered, Fuso down 67% (32), Iveco down 24% (22), UD Trucks up 11% (20) and DAF up 67% (10).

Meanwhile, total used imported truck and bus registrations were down 17% year-on-year with 161 units

registered in December.This compared to 194

units in the same period in 2017.

Isuzu lead the used com-mercial import market for the month with 36 units registered and a 22% market share.

This was down 10% com-pared to 40 units in the same period the previous year.

Hino comes in second, up 32% with 33 units registered and a 20.5% market share.

Mitsubishi comes in third, unchanged with 24 units registered and a 15% market share.

Toyota follows, down 40% (21 units), Nissan up 73% (19), Fiat down 87.5% (3), Ford unchanged (3), Kenworth up 50% (3), and Iveco down 50% (2).

TRIBUNALTALK

The purchaser needed a ute with enough space to carry his tools and

his two dogs and sought a durable and reliable vehicle for work and personal use.

He found a 2016 Fo-ton Tunland with about 31,500km clocked up purchased for $29,634 in December 2017.

The purchaser reports the vehicle was fine until mid-April 2018. He began to have difficulty shifting the vehi-cle into gear (reverse, first, second and third). He also noticed the vehicle was mak-

ing a high pitched squealing noise under braking.

He returned the vehicle to the trader who, while willing to fix minor issues, needed to refer the vehicle to another dealership that had recently replaced it as the authorised dealer for Foton vehicles.

The new dealer found there was a problem with the synchromesh in the gear-box. A replacement gearbox supplied by Foton NZ was in-stalled on or around May 18, 2018 and rear brake shoes were deglazed.

At the time these prob-lems occurred, the vehi-cle’s odometer recorded 40,152km, just over 8500 km more than when purchased.

The franchise dealer had the vehicle for 18 days to carry out these repairs. Throughout this period, the original trader gave the purchaser a loan vehicle to drive.

Initially, the vehicle it gave him was unsuitable for his work use, so it was swapped for a ute. Unfortunately, while in his possession, the ute was hit by another vehi-cle while parked roadside. Since then, the trader has been endeavouring to recover a $500 insurance excess in respect of repairs to the loan vehicle.

Recovery of this sum appears to have become a point of contention be-tween the parties, though the trader accepted that it was not an issue that the Tribunal needed to resolve.

When his vehicle was returned on May 22, 2018, the purchaser noted that its brakes seemed to have improved at first. Later, the squeal in the brakes re-turned, primarily when the air temperature was cold.

At the Tribunal hearing, the traders’ representa-tives attributed the squeal to a hard compound in the brake pads. They indicated they would be happy to replace the brake pads with quieter ones.

About one month later, after the purchaser had driven the vehicle a further 1000km, he started to have problems with the gearbox

again. It asked him to come back so the vehicle could be inspected, which he did on June 22, 2018.

In an email to the pur-chaser of the same date, the trader confirmed he had also found the selection of re-verse, first and second gears was difficult. The trader did not think it was able to adjust the clutch free play to im-prove the issue and advised it would need to return to the franchise dealer.

Likewise, the trader’s staff member confirmed the fran-chise dealer would need to carry out further diagnosis under the manufacturer’s warranty to find out why the traction control light was intermittently staying on.

The purchaser responded to Brendan Foot Motors on July 2, 2018, that he wished to reject the vehicle and seek a full refund of the purchase price.

The trader’s representa-tive replied to the rejection email acknowledging that the gearbox fault, which had already been repaired under warranty, had re-developed.

It recorded that, on June 22, 2018, it had performed a quick check on the vehicle to see if it was a clutch adjust-ment issue. The workshop felt that the clutch was at its correct adjustment and rec-ommended the vehicle go to the franchise dealer to view under warranty.

The trader did not consider the issue with the vehicle warranted rejection under the Act and that the purchaser needed to give the manufacturer the opportu-


an independent choice

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TRIBUNALTALK

nity to remedy the fault.Reluctantly, the purchaser

handed over the Foton again, but he noted that: “... should something go wrong in a short period like what previ-ously happened, I want full refund of the purchase price. Is that fair?”

On July 6, 2018, the vehicle was sent back to the franchise dealer for further warranty repairs.

It identified that the slave cylinder on the gearbox needed to be replaced to address the gear shifting issue and that the engine control module needed to be replaced to solve the problem of the traction control light coming on intermittently.

It had the vehicle for a further 12 days between July 6 and July 18, 2018. The trader supplied a ute for this period.

On July 11, 2018, the trad-er’s representative updated the trader on the repairs.

The purchaser replied re-cording his concerns that the Foton Ute could not be fixed to a satisfactory state. He re-quested the trader to provide him with his “full confidence that I will not experience any further issues of the same sort for a reasonable period?”

If the trader was unable to provide that guaranteed assurance now, he indicated that he wished to reject the vehicle and request a full refund.

The trader responded: “Our workshop team have inspected your vehicle and do not consider the issues you have experienced to be a major fault. We do not accept your claim under the Consumer Guarantees Act, and we feel confident the issues have and can be, rec-tified by the manufacturer’s representative.”

When he picked up the

vehicle on July 18, 2018, the purchaser immediately noticed it was driving dif-ferently. He reported the clutch did not engage until just before releasing the clutch pedal.

The following day, he sent an email to the trader in which he rejected the vehicle again.

The trader’s repre-sentative on July 20, 2018, replied saying both dealer-ships were happy with the vehicle and he would seek advice from management.

The purchaser was un-satisfied with this response. He attempted to return the car on July 23, 2018, but the trader’s representative refused to take it back. He sought a second opinion from AA Motoring, who iden-tified oil leaks at the bottom of the transmission assembly.

He took the ute back to the trader, who cleaned up the oil.

However, within a couple of days, oil had returned in the same spot, indicat-ing that the newly replaced gearbox was leaking oil. He advised the trader the gear-box was leaking.

The purchaser also ad-vised the trader the AA had informed him the vehicle’s battery was in a low state of charge and that, twice, when he had tried to turn the key the ute would not start.

On August 6, 2018, the purchaser advised the trader that he was:

“ ... done talking and trying to resolve this with you ... it is unacceptable for a vehicle of this age with low mileage to have serious faults with its key components. Again, I am requesting a refund of the full purchase price.

A settlement meeting on August 22, 2018 was unsuccessful and both par-ties agreed to proceed to a Tribunal hearing.

On September 8, 2018 the purchaser returned the ute to the trader again, but on the condition it was for faults to be investigated, not to fix them. Despite the clear instructions, repairs to the vehicle were done by the franchise dealer.

The purchaser took advice from a number of sources in relation to the clutch.

On September 20, 2018, the purchaser emailed Ebbett Foton, the New Zealand distributor.

Finally, on September 25, 2018, the purchaser took the vehicle to a clutch special-ist. Its report states both the clutch master cylinder and slave cylinders are operat-ing correctly. The release point, however, is very high compared to other Foton’s it had seen.

On September 27, 2018, he tried starting the ute unsuccessfully. He has not driven the vehicle since.

The Tribunal’s adjudicator noted that in the relatively short time the purchaser has owned the vehicle, it has been in the workshop for over a month on several different occasions with nu-merous faults.

“I consider that the accu-mulated defects in Mr Cole’s vehicle have all contributed to his loss of confidence in its reliability. When he pur-chased it, he did not expect that such a late-model, low-mileage vehicle that he had bought as a reliable work vehicle would need to spend so much time on so many different occasions being repaired.”

The rejection was upheld, with the dealer to col-lect the vehicle, take on its credit contract and refund the deposit.

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0800 263 264 | [email protected]’s friendly team can offer you flexible solutions to finance the purchase of your new vehicle.

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0800 676 864 | [email protected]: Steve Owens, Chief Executive OfficerHelping dealers “Make Profits Grow”. Spe-cialist F&I training, support and products to retail motor vehicle traders.

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NEWSTALK

Fact – Your dealer finance facility is competitive, conveni-ent and confidential.

One of the most common reasons people attend our F&I training seminars is to learn more effective techniques to convert the so-called “cash customers” – and with practice and discipline, it’s not difficult.

Before you even begin the process of trying to cash-con-vert, it’s important to learn as much as you can about your customer by engaging in conversation with them, let them talk more than you, learn as much as you can about them and then try to gain some common ground.

Ask open-ended questions like “where are you taking your new car this weekend?” The value of this type of question is, not only do you learn something about them (to help you build rapport) but it also reinforces ownership.

Ask – “How are you intending financing the purchase of your new vehicle?” If they say cash you might express amazement or concern that they would consider using cash to finance the purchase of a motor vehicle.

Your first objective is then to determine if they really are a cash buyer or if they’ve just borrowed funds from somewhere else (so you know if you’re dealing with a cash conversion or a bank conversion).

Ask – “When you say cash are you talking about cold hard savings or are you borrowing from somewhere else?”

If you establish it really is their own cash you can then proceed with the cash conversion process, which includes:- • Understanding as much as you can about the customer

and their circumstances. • Their possible future needs for finance. • Helping them understand that you have a finance facil-

ity available in the dealership that is competitive and convenient and that allows them the opportunity to own their new vehicle without disturbing their cash (that they may have saved hard for). Don’t always assume though that cash necessarily means savings.

• Implementing our cash conversion exercise to illustrate the benefits of borrowing from you and maintaining their returns on their cash in the bank.

It’s important to note that the benefit of a cash con-version exercise is not just to show a customer how little the difference is between the interest paid on your credit contract versus the interest earned on their savings, but more-so their possible asset strength after the loan has been repaid due to the discipline of compulsory savings (via the payments on their credit card) versus voluntary savings.

If you’re interested in learning more about our cash con-version process and increasing your finance sales through more effective techniques to convert cash/bank customers, call me now and let me help you introduce the Provident profit factor into your business.


The importance of the finance sale


DIARYTALK

THE DIARY AutoTalk’s group editor Scott Morgan looks at the month gone by on AutoTalk.co.nz

December 3Kiwi in Cruise controlNew Zealand-born Dan Am-mann will run General Motors’ autonomous vehicles opera-tion Cruise Automation from January 1, 2019.

He is deeply familiar with Cruise’s business and tech-nology and its team and will be its chief executive officer, the company says.

MTA faces up to challengesA busy 2018 has brought record highs in new and used vehicle sales but plenty of challenges too, the Motor Trade Association says in its latest annual report.

Leaps in new technology and the growing EV industry are among them.

Concerns over retail fuel price prompt studyRetail fuel will be the first sec-tor investigated as part of the Commerce Commission’s new “market study” model.

Prime Minister Jacinda Ardern and commerce and consumer affairs minister Kris Faafoi announced the market study, after giving the com-mission new powers to look at parts of the market which are of particular concern.

December 4Ranger back on top as passenger cars fallThe market for new passenger vehicles took a steep drop in November, down 7.3% or 746 units year-on-year.

That saw the total passen-ger car market for the month fall under 10,000 units to 9543.

AutoPlay sale next

step in international expansionWell known Kiwi automo-tive software and service firm AutoPlay has taken a big step in its push offshore, becoming part of the Australian-based Marque Group.

AutoPlay was founded at the turn of the millennium by well-known director Craig Brown and business partner Chris Nottingham. While Nottingham has since retired, “Brownie” as he is known, will continue to lead AutoPlay as managing director.

December 5Trade Me bidding war heats upUS-based private equity firm Hellman & Friedman has upped the stakes in the battle for Trade Me ownership, offer-ing $6.45 per share.

The proposal is higher than British company Apax Part-ners, which is offering $6.40 per share.

December 6Imports take dramatic hitThe market for used import vehicles has dived dramatically as a slowing market and stink bug delays hit.

Registrations of used im-port passenger vehicles were down 25.2% for the month to 11,156 units from 14,924 this time last year. One mitigating factor in the fall, however, is that last year’s total was his-torically high.

Family favourite takes New Zealand Car of the YearA family-friendly SUV has beaten tough competitors to win the 2018 New Zealand Car

of the Year.The Forester is the first

Subaru to take the New Zea-land Motoring Writers’ Guild’s accolade and also only the second sports utility to take the prize, the first being the 2017 holder, Skoda’s Kodiaq.

Fuel pricing investigation beginsThe Commerce Commission investigation into retail fuel pricing is now under way.

The market study is look-ing into factors that may affect competition for the supply of retail petrol and diesel used for land transport throughout New Zealand.

December 7Audi looking for bigger pond with Q8While seven-seat premium SUVs have proven popular, and have been a particular success for Audi with its Q8 model, the local distributor had not had an offering for some time in the five-seat market.

With the Q8 they are excited to be back, noting the five-seat market is bigger than their tra-ditional seven-seat playground. Think Range Rover, Porsche Cayenne and the five-seat op-tions from BMW and Mercedes Benz ranges.

December 10Toyota NZ opens Warehouse expansionExtra space to accommodate parts has been created as part of Toyota New Zealand’s latest warehouse expansion in Palm-erston North.

It was officially opened last week with dignitaries, local neighbours and the local school in attendance.

Are Japanese snow tyres safe?Dealers are being encour-aged to inform buyers if a used import they’re selling has Japanese snow tyres.

However, Imported Motor

Vehicle Industry Association (VIA) chief executive David Vinsen says it’s also a case of purchasers being informed about what they are buying.

December 11Gammie out as NZTA regulatory failures continueFergus Gammie has resigned as the chief executive of the New Zealand Transport Agency off the back of huge failures in the body’s regulatory work.

Gammie, who has been in the role around two years, tendered his resignation to the board and it was accept-ed. He will end his tenure on December 31. A replacement had yet to be announced.

December 12Motoring commentators commend Murph and Holden Instigating a national driver training programme, backed by Holden New Zealand, has put Greg Murphy in the win-ner’s seat with Kiwi motoring commentators.

The motorsport icon today became the latest recipient of a prestigious prize presented by the New Zealand Motoring Writers Guild.

UDC Finance delivers record profitMotor vehicle lending has played a large part in UDC Fi-nance’s record net profit after tax of $65.3 million for the financial year.

That’s up 6% on the previ-ous period.

December 13AA announces its Car of the YearThe AA Driven Car of the Year has been revealed as the Mercedes-Benz A-Class.

The judges were impressed



DIARYTALK

AussieTalk Diary AutoTalk Australia’s editor Scott Murray looks at the month gone by on autotalk.com.au

with its artificial Intelligence technology and driving expe-rience.

December 17New road safety package unveiledA $1.4 billion, three-year pro-gramme to make New Zealand’s highest risk roads safer will save lives, the government says.

The Safe Network Pro-gramme will see improve-ments like median and side barriers, rumble strips, and shoulder widening introduced to 870 kilometres of high vol-ume, high-risk state highways by 2021.

Large SUVs score five starsThe new Holden Acadia and BMW X5 three-litre diesel vari-ants have picked up top safety marks from the Australasian New Car Assessment Pro-gramme (ANCAP).

The Acadia impressed across the range of assess-ment areas with high scores

for Adult Occupant Protec-tion (94%), Child Occupant Protection (87%), Vulnerable Road User Protection (74%) and Safety Assist (86%).

MoT fraudster to be deportedA former Ministry of Trans-port senior manager jailed for stealing $726,000 from the organisation has been granted parole and will be deported from New Zealand.

Joanne Harrison was jailed for three years and seven months last February but was granted parole at a December 6 hearing, NZ Herald reports.

December 18New dealerships added to HSV familyNew Zealand’s latest HSV dealerships have sprung up in South Auckland and the Manawatu.

Manukau dealership Davie Motors Holden and Robertson Holden in Palmerston North have added the HSV Colo-rado Sportscaster, Chevrolet

Camaro and Silverado models to their range of new cars.

December 19Alpha airbag recall repairs hit 65%Commerce and consumer affairs minister Kris Faafoi is cautiously optimistic about how the alpha Takata airbag recall is progressing.

The latest figures show 55,314 or 65% of all affected vehicles have been repaired, while another 1555 have received an interim repair and 6461 have been deregistered.

December 20Ola trumpets Kiwi successRidesharing company Ola is excited about its success in the New Zealand market so far.

Operating out of Auckland, Wellington and Christchurch, Ola says it’s signed up 4000 drivers and ticked over 25,000 rides since it arrived in New Zealand on November 6.

NZTA slammed over Thompson and Clark’s use of registryThe NZ Transport Agency has been caught up in the con-troversy surrounding private investigators Thompson and Clark’s surveillance of New Zealanders.

Thompson and Clark used the Motor Vehicle Register to match names of environ-mentalists undertaking lawful activities with number plates more than 4000 times since 2011.

December 21Conference to explain how to reduce emissionsReducing New Zealand’s emissions will step up in 2019, with transport expected to play a key role as more zero emissions vehicles become available.


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December 4EasyCars announces Facebook Marketplace integrationDealers using the EasyCars dealer management system can connect with potential customers via Facebook Mes-senger.

Dealers using EasyCars will be offered advice on promoting and selling used car inventory directly on Market- place, along with integration on Messenger.

December 11

Buffett takes over SA’s compulsory vehicle insurance bookBerkshire Hathaway, owned by billionaire Warren Buffett, is investing in South Austral-ia’s motor insurance industry.

SA state government treasurer Rob Lucas says Berkshire Hathaway’s Re- insurance Division will take over management of the Motor Accident Commis-sion’s “back book” of Com-pulsory Third Party (CTP) vehicle insurance claims.

December 13

Australia takes international road safety gongThe CARRS-Q team from Queensland University of Technology has won the Prince Michael International Road Safety Award.

The university’s Centre for Accident Research and Road Safety-Queensland post- graduate education pro-gramme has earned the high praise from judges for the numbers of masters and PhD students being educated.

December 17AADA welcomes government’s code of conduct commitmentA promise to introduce an Automotive Code of Conduct

that will regulate the relationship between OEMs and new car dealers is being welcomed by the Australian Automotive Dealer Association (AADA).

The release of the 2018-19 Mid-Year Economic and Fiscal Outlook (MYEFO) shows that government will develop the code as part of its support for small business.

December 18Electrification overtaking internal combustionHalf of Australia’s new car buyers are “seriously consid-ering” a hybrid.

According to Roy Morgan research, over a third (36.2%) of new car buyers are also increasingly curious about getting themselves into a fully-electric car.


DIARYTALK

TransportTalk DiaryTransportTalk New Zealand editor Nigel Moffiet looks at the month gone by on www.transporttalk.co.nz

EVTalk Diary EVtalk New Zealand editor Geoff Dobson looks at the month gone by on www.evtalk.co.nz

December 3Mainfreight expands Sydney airfreightMainfreight has upgraded its Sydney airfreight storage facilities.

The branch has under-gone a full refurbishment and increased its footprint from 745 to 3133 square metres.

Upgrades include three chillers (350m2), one freezer (169m2), one rapid cooling room, two quarantine inspec-tion rooms and two fumiga-tion chambers that can be used all-year round.

December 11

Truckometer shows flattening trendThe ANZ Truckometer showed heavy traffic was down for the month of No-vember after a strong lift the previous month.

The heavy traffic index eased 1.9% month-on-month after a 4.6% gain in October.

The light traffic index, which gives a six-month lead on the broader economy, rose 0.1% m/m, with annual growth continuing to slow.

December 12TR Group and DT Driver Training sign deal

Fleet management company TR Group is teaming up with online driver training provider DT Driver Training.

The partnership will assist the Master Drive Services brand adding further options for both light and heavy vehicle training.

December 17Hino kicks off New Year with Rugby World Cup promotionHino is offering customers the chance to win an all-expenses paid trip to the 2019 Rugby World Cup in Japan.

Eight lucky winners will see the All Blacks take on South Africa and will also get a tour of the Hino factory.

The competition will be open to anyone who buys a Hino between January 1 and June 30, 2019.

December 19NZ Scania technicians win world champsA group of New Zealand Scania technicians have come out on top at the world championships.

The five-man team, All Torque, All Noise, consists of Daniel Halton, Tom Hicks, Scott Cann, Braden Olsen and Craig Lucas. They come from CablePrice Whangarei.

December 28TIL renews Farmlands contractPacific Fuel Haul, a division of TIL Logistics, has renewed its fuel transport and distribution contract with Farmlands Co-operative, with the signing of a long-term, strategic supply contract.

December 5$100m green fund announcedInvestment in electric ve-hicles and energy efficient commercial buildings are encouraged with the Gov-ernment’s launch of a $100 million green fund.

Green Investment Finance Ltd will run independently of the Government with a mar-ket focus and aim to reduce New Zealand’s greenhouse gas emissions.

December 14EVs fleet at retirement villageFree use of electric cars is being offered to residents at a Christchurch retirement village.

The Park Lane Arvida Retirement and Care village at Addington has four new EVs, including two Hyundai Ioniqs and a BMW i3, for residents at its 26 Living Well stage one apartments.

December 17Kiwi wins inaugural Jaguar I-Pace eTrophy raceKiwi Simon Evans has won the inaugural Jaguar I-Pace eTrophy race, making history in Saudi Arabia on December 15.

The Team Asia New Zea-land driver started in pole position after qualifying was cancelled due to heavy rain in Riyadh.

December 19NZ joins international declaration on zero emissions vehiclesNew Zealand has signed up to the Birmingham Declara-tion on Zero Emissions Ve-hicles, committing to a zero emissions future for transport.

Climate change minister James Shaw endorsed the declaration during his visit to London.

December 21Conference to explain how to reduce emissionsReducing New Zealand’s emissions will step up in 2019, with transport expected to play a key role as more zero emissions vehicles become available.

So expert local and inter-national speakers will talk

about how to make emis-sions reductions at the Ener-gy Management Association of New Zealand (EMANZ) conference in Wellington on May 29 and 30.

December 24Waiheke wants to be world’s first EV residential islandAuckland’s Waiheke Island has embarked on a plan to become the world’s first elec-tric vehicle-only residential island by 2030.

It already has about 86 EVs among a permanent population of about 9000, summer visitor numbers pushing that to 45,000.

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industry news

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