Consider the used buyer when buying new vans.

LCV operators who fail to consider the specification needs of used van buyers when they buy a new vehicle will lose out when they eventually resell it, according to Glass’s chief commercial vehicle editor George Alexander.

“The average LCV operator is no expert on what will best bolster residual values,” he said.  “When buying a new van, it is wise to consider how it will be perceived when offered as a used van and to whom it will appeal.

At auction, the worst residual value performers in the LCV segment are those originally purchased by fleet or rental buyers who did not know how to suitably spec the vehicle to meet the second user’s requirements.

Understandably, the first owner may wish to promote his company’s name with a logo. However, said James, “the next owner will not, or at least it will be a different name and logo. So why permanently paint on sign-writing when this vehicle is due to change hands within 24 months?

“Consider the use of removable vinyl decals instead, and ask your dealer for advice on the most resaleable colours.  Plywood lining is also certain to prove a wise investment, as dents caused by unsecured loads damage sales prospects.

“If the auction hall is your chosen wholesale route when the time comes to dispose of the vehicle, speak to the auctioneer well before the they are due to be defleeted.  Hopefully, this will ensure that lots arrive on the optimum day to be offered to the right mix of buyers, who are then given every incentive to bid strongly. 

“Does the vehicle look as good as it could?  If not, do something about it.  Keeping the interior as well as the exterior clean is a chore that should not be allowed to slip.  Ignoring the fast approaching time for disposal, hoping it will simply happen without incident, is not an option; a pro-active approach will maximise resale prices.”

Furthermore, with the impending EC Whole Vehicle Type Approval directive, it will become more important for buyers to differentiate between varying build qualities and be prepared to pay more for the best.  For example, said James, “if a manufacturer offers a high-standard 3.5-tonne tipper body that incorporates the best materials, technologies and safety features then, as a used vehicle, it will merit a significant premium over lesser product.”