The document discusses the success of Arthurs Vauxhall dealership in adopting the "Safe and Sound" warranty offered by WMS Group for their used vehicles. Key points: - Since adopting the warranty in 2013, Arthurs has seen an increase in warranty sales on non-approved used vehicles from below 10% to around 60%. - Customers see the warranty as an attractive proposition and often purchase longer term coverage as it provides peace of mind. - The warranty seamlessly fits into Arthurs' business processes and initial results have been very positive. - Arthurs is focused on providing the same level of care and protection to used vehicle customers as new vehicle buyers. The warranty

1. ARTHURS VAUXHALL ARE ‘SAFE AND SOUND’WITH
The management view
As a result, Steve Hughes, general manager of
the Newtown branch, estimates that their upsell
penetration on warranty sales for non-approved
used marques alone have increased from below
10% to around 60% in the timescale. “We are
finding that our used car customers see the
‘Safe and Sound’ warranty as a very attractive
proposition especially with the endorsement of
Sir Stirling Moss, so purchasing a longer term
is often a natural decision for them.
“Over the years I have seen many developments
within Vauxhall and the retail market as a
whole, and Vauxhall now are market leaders
offering an exciting range, setting the benchmark
through economy and design. But the industry is
changing and Arthurs recognise that our used
car customers deserve the same level of care
and protection as our new car buyers. The
‘Safe and Sound’ warranty products mean that
we are able to secure an even better relationship
with our used vehicle customers, keeping them
as friends for many years to come.
The entire concept and process fits seamlessly
into our business, and although we have only
really just begun our journey with the WMS
Group, the initial results speak for themselves.”
Steve has personally been awarded three
Gold Awards in the Vauxhall academy for
various positions including rental manager,
sales manager and retail operator. Arthurs have
also scooped several prestigious accolades, the
most recent being the 2014 Vauxhall Customer
Excellence award. They are one of the longest
established family owned Vauxhall retailers in
the country.
WIN! One of five pairs of
VIP tickets to the MotoGP
Discover our new range
of service plans
For more information on how 'Safe and Sound' or any of our other warranty products could
work for you, please request a no-obligation dealer pack at www.WMSGroupUK.com.
SEE PAGE 12 FOR DETAILS
Worth
over
£600per pair!
SEE PAGES 4 - 5
We reflect on how our flagship
warranty product has improved the
customer care of two independently
owned Vauxhall dealerships.
Focussing on customer care and improving
retention has become integral to the strategic
objectives of many dealerships in recent
years, and it is this approach which has led the
industry to offer buyers the most comprehensive
levels of motoring protection. Arthurs Vauxhall
are certainly no exception, having embraced
our premier warranty to safeguard their used
vehicle customers against costly repair bills.
Arthurs, of Newtown and Oswestry, first adopted
the ‘Safe and Sound’ warranty at the beginning
of 2013 after thoroughly researching and
comparing many other warranty providers.
Customer care has remained the nucleus of
Arthurs’ growth strategy since their inception
in 1939 and as a result they have witnessed
a consistent programme of internal expansion.
However, after recognising the increasing
demand for non-approved marques, Arthurs
set out to ensure that their used car customers
would receive equivalent warranty protection.
We then created and implemented an extensive
Learning and Development programme in-
line with their corporate objectives, to improve
retention levels and profitability across their
aftersaleschannels.Thecompanyfullyembraced
the ‘Safe and Sound’ concept, automatically
including the warranty within the sale of their
used stock and began offering customers the
option to upgrade to a longer term, supported
by a range of incentives.
Steve Hughes and Chris Venables
THEWMS GROUP
(L-R): WMS Group Account Manager Jim Smith
and Chris Venables, Assistant Manager of Arthurs
TM
Fast LaneWMS Dealer News
FAST
LANE
Trade News & Views from The WMS Group
Issue 7 - May 2014

2. WELCOME to
the Fast Lane.
MOTORMOUTHTRADE TALK
Want to be our next MotorMouth?
Email your views to Steph@WMSGroupUK.com
Turn over to find out about our new service plans2 3
According to the SMMT, March’s
new car registrations were up
17.7% from February to 464,824
units, which was the best March
since the twice-yearly plate change
was introduced in 2004. Year-to-date
registrations had also increased by
13.7% to 688,122 units.
Impressive growth was reflected in the the UK
used car market too, with Experian reporting
that sales had hit a five year high, rocketing
to 6,806,198 units during 2013 - a 0.9% uplift
from 2012. The company state that used
volumes reached their peak back in 2008
capping at 7,208,100 units, so it seems that
the motor industry as a whole is well on the
way to regaining its former position.
Clearly consumer confidence is on the rise
once again, which is most likely due to a
plethora of enticing offers across the board,
and dealers going above and beyond the call
of duty. Businesses these days, regardless
of the industry they operate in, can no longer
get away with doing the bare minimum. This
is particularly prevalent in our company as we
are noticing more dealers gearing towards
providing their customers with our higher levels
of warranty cover for optimum peace of mind
all round.
As a dealer, you may find yourself constantly
‘upping your game’ to compete with others in
the area, which is where the WMS Group can
come in. One of the UK’s leading warranty
firms, we pride ourselves on developing and
implementing long-term business solutions
bespoke to your needs, to give your customers
the best experience possible and many reasons
to come back.
We hope that this issue of Fast Lane will prove
an invaluable read, and don’t forget to enter
our competition on page 12 for your chance
one of FIVE pairs of VIP tickets to the Moto GP
at Silverstone including full hospitality, each
worth £600. Until next time, happy selling!
Warm regards,
John
John Colinswood
Managing Director
This issue’s MotorMouth is TV and radio presenter
Jason Dawe, who feels that Britain needs to stop
complaining and start celebrating all that is great
about our automotive industry.
The British automotive industry has been subject to a kicking in recent times, but I’m tired of being told that
cars are killing the planet and countryside is being lost under a sea of tarmac. I think it’s time to stand up for
what is one of the most vibrant, innovative and exciting industries on the planet. Not only are we Brits the best
automotive engineers in the world, but we have brought more than our fair share of great ideas too. So here’s
my hurrah for the industry I love and some of the people that have made it great!
1. Next time you see an F1 car tearing around the circuit, the
chances are that it was designed, engineered and built in Britain.
No less than 8 out of the 11 teams in this year’s championship
are based in the UK.
2. When visibility drops say a big thank you to Percy Shaw,
inventor of the Cat’s Eye. Legend has it that Percy was inspired
by a real cat that looked at his headlight one night when driving
home and saved him from crashing. Percy’s invention ‘hit the
roads’ in 1934 and has saved countless lives around the world
ever since.
3. Scottish vet John Boyd Dunlop developed the pneumatic tyre
way back in 1888. Initially for bicycles, it found its way onto a car
in 1900 and as they say, the rest is history.
4. Believe it or not we Brits invented traffic lights before we were
even driving cars! The first set, powered by gas, was installed
outside the Houses of Parliament in 1868.
5. In October 1997, the British designed and built the Thrust SSC
which achieved 763mph, the first land based vehicle to break the
speed of sound. This record remains unbroken but the team are
aiming to top 1,000mph. Britain has held the land speed record
for longer than every other country put together.
6. The driving licence was introduced in 1903 but there was
no driving test until 1934, meaning that many drivers were
leaping behind the wheel, completely untrained, with disastrous
consequences. In 1910 the world’s first driving school, BSM, was
set up in Peckham. Since then it’s taught thousands of learners,
including HRH Queen Elizabeth II!
7. Built between 1961 and 1975, the Jaguar E-TYPE was
described by Enzo Ferrari as ‘the most beautiful car ever made’.
Half the price of an equivalent Ferrari, it was the poster car of
an entire era with 70,000 being produced before fuel costs and
legislation killed it off.
8. We Brits have been buckling up for decades and we have
Sir George Cayley, 6th Baronet of Brompton, to thank for it. He
designed a restraint system way back in the early 19th century and
later went on to design the first successful glider to carry a human
being. George was the first person to describe the four aerodynamic
forces of flight: weight, lift, drag and thrust. Clever chap eh!
9. In 1973 British Leyland launched the Austin Allegro. Early
Allegro models featured a ‘quartic’ steering wheel, which was
rectangular with rounded sides. The design was mocked and
soon dropped in favour of a more traditional round steering
wheel. But 40 years on, slip behind the wheel of an Audi R8 or
Ferrari and you will find……a square bottom steering wheel! The
boys at British Leyland were clearly ahead of their time.
10. The Mini. Not the rather portly BMW engineered Mini of the
21st century but the original 1959 model. Nothing short of radical
in its day, clever engineering squeezed a quart of space into a pint
pot making it probably the world’s cleverest town car ever. Even
more impressive was that it was also used for racing, often beating
significantly more exotic and expensive machines.
The Best of Britain’s Automotive...
About Jason
Jason Dawe is one of the UK’s best known motoring
personalities, drawing on twenty five years of TV, radio
and journalistic skills. He is a regular guest on mainstream
programmes, with a portfolio including Top Gear, Watchdog,
The Morning Show, ITV's Used Car Roadshow, Radio
2's Chris Evans Show, Radio 2's Drive Time, BBC Radio
5Live and BBC Radio Scotland.
Jason boasts an impressive journalism
background, having written for the
Times Online, Top Gear magazine,
Used Car Buyer and Autotrader, plus
guest-editing Motor Car Pages. He has
been writing for The Sunday Times for
twelve years and was recently snapped
up by MotorTradeNews, the only trade
publication sent to every franchised
dealership in the country, where he
writes a regular opinion column.
MotorTradeNews.com
The WMS Group are proud to
be sponsoring the 2014 Used
Car Retailer category at the
Motor Trader Industry Awards.
New research from comparison site
MoneySuperMarket has shown that
the average car insurance premium
for March plummeted by 28% to
£390, compared to £545 in Q2 of
2011 when premiums reached their
peak.
The company analysed 49.1 million car
insurance quotes generated between
1st April 2010 and 31st March 2014,
with findings indicating that premiums
are the cheapest they have been in
four years. This analysis also revealed
that Carlisle has seen the biggest
drop (15%) from Q1 of 2013 vs. Q1
of 2014, followed closely by Truro
and Galashiels with a 14% decrease.
Interestingly, six of the top ten cheapest
locations for car insurance were found
to be in Scotland.
Although the trend is downward, a
temporary spike was identified for
March, when the average premium
rose to £399 from £378 in February
- likely due to the influx of new
registrations.
Steep decline was also reflected
in the home insurance sector, with
premiums dropping 21% across ALL
121 postal regions to £126 during the
past twelve months. 11.8million home
insurance quotes were analysed by
MoneySuperMarket over the same
period and again confirmed to be the
lowest in four years.
This will be welcome news for
households struggling with the high
cost of living and undoubtedly help
to ease some of the purse string
pressure.
Clare Francis, editor-in-chief at
MoneySuperMarket, said: “It’s the first
timesincewebeganmonitoringmarket
pricing in 2010 that we’ve seen both
car and home insurance premiums
fall this steeply across the country.
Competition amongst providers is
continuing to drive down the cost of
car and home insurance policies and
it’s important that consumers take
advantage of this. Sticking with their
existing insurer is unlikely to net them
the best deal. Even though the renewal
quote might be cheaper than the price
paid last year, chances are motorists
will be able to save even more by
switching to a different insurer.”
The company rounded off their report
by stating that consumers could
stand to save around £220 for car
insurance and £70 for home insurance
respectively, simply by shopping
around.
By
Steph Newbery
Marketing manager
Insurance premiums plummet

3. WMS SERVICE PLAN WMS SERVICE PLAN
The WMS Group at your service!
In recent years, used car dealers have seen
the gradual erosion of workshop activity and
profit margins due to stiff competition in the
marketplace, which has resulted in a lack of
consumer loyalty across the board.
Our new range of service plans have been designed to
help combat these issues by securing repeat business for
between one and six years at a time, whilst enabling the
motorist to budget for their vehicle’s maintenance over a
fixed-cost period of their choice.
Unique to us, these plans are available for all used cars
regardless of age or mileage. Offering great flexibility, they
are driven by each vehicle’s specific requirements and
supported by a complete range of showroom and point
of sale materials, which are supplied free of charge to
dealerships. All premiums will be collected direct from the
consumer and then held in a secure ringfenced account,
so dealerships do not need to handle any funds.
Personalised maintenance schedules and quotes can be
generated and printed in seconds, powered by a bespoke
IT platform encompassing market leading technology.
Each service plan can be renewed on expiry and is even
transferable to the customer’s new vehicle - and additional
items not covered by routine servicing such as MOT’s,
brake fluid changes and air conditioning regassing can
also be included for a small extra cost. Dealerships can
access detailed management reports at any time, including
a traffic light system which shows them at a glance the
number of services booked in up to one month ahead.
Over the years we have seen many drivers being forced
to scrimp on routine servicing and maintenance, simply
because they cannot afford to have their vehicles repaired.
This is not only a false economy, but also invalidates their
warranty, therefore leaving them out of pocket. Our service
plans are convenient and extremely flexible, so they can
spread the cost over the life of their plan to avoid large
periodic bills. It is also inflation proof, so costs remain fixed
for the duration, and will help to ensure that the vehicle’s
resale value remains protected.
For more information please request a no-obligation
complimentary dealer pack at www.WMSGroupUK.com
or call our dealer helpline on 01844 293 817.
The warranty experts
Visit www.WMSGroupUK.com
Proud partners of
As offered by Unipart Car Care Centres.
Scrimping on routine servicing
and maintenance is a false economy
that will undoubtedly invalidate the
customer’s warranty and lead to
larger repair bills in future.
“ “
Maximise profitability
with our range of
service plans.

4. Visit www.WMSGroupUK.com
SPOTLIGHT ON... JUST FOR FUNDIGITAL VIEWS DRIVE
With Mike Malone
Connect with us on Twitter @TheWMSGroup 76
On the road
NEW
!
MOT CoverCar Warranty LCV/HGV Warranty Breakdown Cover Service Plans
I took the opportunity to join the training division
of a large insurance company, LGH Training, in
1997 before they went on to become the AON
Resource Group. During my 11 years with them
I worked on several motor manufacturer key
accounts before being promoted to head up the
training department in 2005. I left the business
in 2008 to join a large used car supermarket as
their group training manager
What led you to join the WMS Group?
I already knew one of the WMS Group directors,
Eric Stone, and was aware of the company as
my wife Susie works with them as a regional
manager, covering the Midlands area. Having
met a number of people from the business at
different functions, and getting to know what
they were like to work for, I had rather hoped an
opportunity might come up with the business at
some stage. Fortunately, timing was on my side
and I joined on the 1st October last year.
What has been your greatest
achievement at WMS so far?
It is still really early days and the development
work that has been done both with our own
field force and our target dealers will take some
time to show the impact it has made. However,
the early signs are encouraging, with a marked
In our seventh one-to-one interview, we
catch up with Mike Malone, National
Learning and Development Manager for
theWMS Group. Mike lives inWarwickshire
with his wife Susie, and cats Paddy and
Rosie. He is responsible for helping our
corporate dealerships in developing and
implementing bespoke customer-centric
business solutions to ultimately increase
unit turnover and profitability, within the
FCA framework.
Career path to date…
I have worked in the motor industry since
leaving school back in 1979. I started in the two
wheel business as a motorcycle mechanic and
over a 12 year period worked in all departments,
including parts, accessories, clothing and sales,
before eventually opening my own motorcycle
dealership in 1989. I then sold my share to
my business partner in 1991 when I made the
switch over to four wheels, starting in new and
used car sales before progressing to a general
sales manager position.
improvement in the overall volume of business
being written by our ‘Safe and Sound’ dealer
network.
What is your vision for the future?
To qualify my vision for the future I must first
share the following two quotes:
“Insanity is doing the same thing over and over
and expecting different results.” - Albert Einstein
“Nothing stops an organisation faster than
people who believe that the way you worked
yesterday is the best way to work tomorrow.” -
Jon Madonna
So, my vision for the future is quite simply to
‘bring about change’ that will help to position
WMS as the number one choice warranty
provider.
Five things you probably didn’t
know about Mike…
1. Who is your greatest inspiration? The
person who passed on his knowledge and
experience, as well as teaching me the
training technique of “Guided Discovery” - my
old director of training and good friend, Paul
Walker.
2. Favourite food? Anything except cheese! I
do love Indian and Mexican though.
3. What CD you are currently listening to
in your car? It’s a real mixed bag including
Queen, AC/DC, Phil Collins, Cold Play, John
Mayer and loads of 80’s.
4. If money was no object, what car would
you buy? If I had to restrict it to one it would
be a Porsche 911 Turbo in Guard’s Red to sit
alongside my Honda CBR1100XX Blackbird.
5. What is your guilty pleasure? Rocking
out to Meatloaf with my wife in our home bar,
complete with blow up guitars!
It’s a question which I suspect has never
been asked – until this point. It’s important for
the automotive industry though, especially
regarding the digital side of selling and
maintaining cars. The simple answer is
that they all demonstrate something crucial
for motor retailers. Let me explain.
Wayne Douglas Gretzky, nicknamed ‘The
Great One’, has been called the greatest
hockey player ever by sportswriters, players,
and the NHL itself. He is the leading point-
scorer in NHL history with more assists than
any other player has points. He’s the only
player to total over 200 points in one season –
a feat he accomplished four times.
Despite his unimpressive stature, strength
and speed, Gretzky’s intelligence and reading
of the game was unrivalled. He was adept
at dodging checks from opposition players
and he consistently anticipated where the
puck was going to be, meaning he executed
the right move at the right time. Gretzky was
successful because he skated to where the
puck was going, not where it had been. It’s
this attitude that motor retailers need to
adopt if they’re to be successful in the digital
marketplace – it’s also what drives us at
GForces to innovate new products and
services.Themostsuccessfulusersofthewebin
automotive are those who actively engage with
the tools at their disposal, adopt new ones and
look for ways to make them profitable.
One early adopter of our service plan software
concentrated on improving the sales process,
the upshot being better conversion rate and
substantial service plan revenue of over £3m to
date. They acted early and reaped the rewards.
Basil Fawlty is equally important for motor
retailers. If Fawlty Towers was filmed today,
the farcical hotel proprietor would be battling
with Trip Advisor reviews and Twitter – not
face-to-face with guests. In fact, he’d be out of
business before series two was even filmed,
thanks to the internet.
Reputation is massively important nowadays
because we are more connected than ever
before thanks to mobile devices and social
media. We are also happier to complain on-
line because we don’t have to have talk to
someone in person. How many times have
you been in a restaurant, bemoaning the food
quality until the waiter comes over to check
everything is okay... “Yes, lovely thanks” may
well be your response, but on Facebook your
status certainly won’t rate your experience as
‘lovely’.
Previously, dialogue tended to be between
two parties and could be managed by
businesses, but messages posted on social
media have a huge audience and retailers
have almost no control over them. Dealers
can harness the power of these conversations,
however, through tools like Reevoo. Impartial
and from confirmed customers only, it gives
clarity to what your customers really think
of you – aside from the technical benefits to
SEO and the like.
Daunting as a tool like Reevoo may sound,
the advent of the ‘constantly connected
consumer’ hasn’t changed the fundamentals
of making customers happy. So if you’re
providing good customer service, this will be
reflected in reviews which attract new customers
to your business.
When negative comments are posted on
your social media pages, being seen to deal
with them – turning a negative into a positive
– is highly valuable digital currency.
Finally we have the chemical engineer.
Jack Welch, ex CEO of General Electric
(and chemical engineer) saw GE through
phenomenal growth during his tenure. He
had a constant policy; fire the bottom 10%
performers in his management structure
every year, and reward the top 20% – even
when overall performance was great.
He did this because he wanted to invoke
change before he had to. Losing the bottom
10% of his management stopped the rot
before it set in, keeping the business agile
– and motor retailers can take this mantra
to the digital arena. Wessex Garages’ use of
CitNow has been fundamental to its business
for several years, helping to show off used car
stock more effectively and convert a greater
percentage of VHC red work to sale by sending
personalised vehicle walk-arounds to customers.
Now, Nissan has mandated CitNow through-
out its network, but Wessex changed before it
had to – giving it the early advantage.
The links between an ice hockey player,
Basil Fawlty and a chemical engineer and
the automotive industry appear tenuous at
first glance. On closer inspection, however,
the industry can still learn a lot from them.
GForces is a leading provider of internet
software and services for the automotive
industry, helping to promote and sell
vehicles through the use of digital and
mobile technologies and media.
For more information please visit
www.gforces.co.uk or call 0844 247 4523
What have an ice hockey player, Basil Fawlty and
a chemical engineer got in common?
By Tim Smith, Group Strategy Director at GForces.
Basil Fawlty is equally
important for motor retailers.
If Fawlty Towers was filmed
today, the farcical hotel proprietor
would be battling with Trip
Advisor reviews and Twitter –
not face-to-face with guests...
“ “

5. INDUSTRY INSIGHT
9
One of the benefits of being a motoring
journalist is that most press cars come
with a tank of fuel. This is necessary
for the job you understand. The thought
of actually filling up a test vehicle and
paying for it with your own wallet sends
most hacks recoiling in horror. But very
occasionally a car captivates you so
much that you really don’t mind throwing
fistfuls of cash at it when the free juice
runs out.The Audi RS 7 Sportback is one
such motor.
In essence, it represents an unparalleled
version Why did it seduce me? Well, the
car is simply a God on four wheels. It looks
amazing; it delivers more thrills than the fastest
rollercoaster you’ve ever been on; it sits four
adults in total comfort and it’s made exquisitely.
So let’s drill down a bit further into the very
essence of this stunning car and look at the
root of its monstrous muscle.
With the help of its two turbochargers, the
4.0-litre TFSI petrol engine delivers its
formidable peak power of 553bhp between
5,700 and 6,700 rpm, and top torque of
516lb/ft between 1,750 and 5,500 rpm. The
turbochargers boost pressure, helping to
generate incredible accelerative force. This
gives the German goliath a phenomenal
0-62mph acceleration time of just 3.9 seconds
and a governed 155mph top speed.
Audi RS 7 Sportback
Motoring journalist Tim Barnes-Clay reviews the Audi RS 7 Sportback, which
will be entering the used car market shortly.
If you have Autobahn aspirations, then you
can increase the maximum speed to 174mph
by specifying the optional Dynamic package,
and enhance it even further with the Dynamic
plus package, which calls a halt to acceleration
at 189mph. Despite performance of this
magnitude, the RS 7 Sportback nevertheless
manages to keep a firm grip on reality where
economy is concerned. Thanks partly to an
engine startstop system, it can cover up to
28.8mpg on an average run.
In the RS 7, the Quattro permanent all-wheel
drive system enables you to tackle long journeys
in all weather without fear of losing control.
The car is also pinned securely to the road by
an electrically extending rear spoiler providing
additional downforce. And when it comes to
scrubbing off speed there’ll never be a problem,
because behind the huge 20-inch seven
twinspoke alloy wheels are four massive brakes
which provide reassuring stopping power.
The interior of the RS 7 Sportback conveys the
sporting theme with subtlety, but leaves you
in no doubt you’re travelling in a very special
Audi flagship. RS logos appear in the dials
with their white faces and red needles, on the
flatbottomed three-spoke multifunction steering
wheel, in the illuminated entry sills, in the rev
counter and in the displays. RS logos are also
punched into the front RS super sports seats
with their pronounced bolsters, integrated head
rests and honeycomb-quilted Valcona leather
upholstery. The two-seat rear bench, which is
standard for UK models, also has well-defined
contours for optimum grip.
And, as befits the ultimate incarnation of the A7
Sportback, the RS 7 features a list of standard
equipment, and it is possible to upgrade the
inventory even further with a portfolio of driver
assistance, driver entertainment and driver
information systems, including adaptive cruise
control, night vision, a Bang & OlufsenAdvanced
Sound System with 15 speakers and 1,200
watts of total power. Awesome? I think so.
Pros ‘n’ Cons
3 Looks
3 Performance
3 Traction
3 Seats four
7 Cost
Fast Facts
Max speed: 155 mph
0-62 mph: 3.9 secs
Combined mpg: 28.8
Engine: 3993cc V8 24 valve twin turbo petrol
Max. power (bhp): 553 at 3600 rpm
Max. torque (lb/ft): 516 at 1750 rpm
CO2: 229 g/km
Price: £83,495
www.carwriteups.co.uk
Follow Tim on Twitter @carwriteups
“Why did it seduce me?
Well, the car is simply a God
on four wheels.
“
910
INDUSTRY INSIGHT
8
Used car values saw a dip in April as high
numbers of March plate-change trade-ins
hit the market, according to CAP.
In the first two weeks, vehicles up to three
years old and 60,000 miles in the city cars
and SUV segments fell by 2.6%, while most
of the other segments only saw between
a 1.6% and 1.8% decrease. Conversely,
convertibles, coupe cabriolets, luxury
executive models and supercars saw rises
of between 0.1% and 0.7%.
“For most mainstream cars, the increase in
supply - coupled with a reduction in demand
- has begun to undermine the unusually
robust market that has characterised the
past year,” said CAP.
The company added that its April Black
Book monthly print publication was “rapidly
overtaken” by the market and that the May
edition shows values have taken a bigger hit
than a year ago. They reported a book drop
which highlighted the difference between
digital live market value reporting using
Black Book Live and the monthly print price
guide Black Book.
CAP’s strategy is to eventually move from
print to digital to meet the demands of the
market. In 2013, CEO Ian Rendle said that
digital accounted for 94% of its business,
and that the monthly Black Book guide had
a maximum of four to five years left.
Used car values
dip in April
British motorists
‘happiest ever’
The 2014 Auto Express Driver Power
survey has revealed that British
motorists are happier with their cars
than ever before.
Covering the issues that really matter to
motorists such as build quality, reliability
and performance, this years Driver Power
survey showed that satisfaction levels have
increased significantly from its launch in 2002.
Auto Express received an impressive 50,000
responses, and the average satisfaction score
came in at over 88% - an increase of 7% from
twelve years ago.
The Skoda Yeti was voted Britain’s best car to
own for the third year running with an overall
score of 92.7%, followed closely by the Skoda
Citigo and Skoda Superb (92.6% and 91.6%
respectively). The Yeti was also voted the
easiest car to drive, and the Citigo the most
affordable to run.
Steve Fowler, editor-in-chief at Auto Express
said: “Skoda has done a brilliant job of building
cars that people love. They entered the
crossover class with the Yeti in 2009 and it
proved an instant hit, with demand outstripping
supply as soon as dealers opened the order
books. The car’s appeal hasn’t waned, and the
company kept its latest update very simple. It’s
great to see the Skoda Citigo in the top three,
too – it’s a fantastic city car that appeals across
many levels.”
The best performing British car was the MG6,
assembled in Longbridge, West Midlands,
which received an overall satisfaction rating
of 90.9%. “The MG6 marked the dawn of a
new era for the British brand and has proven
very popular with owners,” said Fowler.
The Motor Trader Confidence Barometer,
sponsored by MHA MacIntyre Hudson, recently
polled dealers on Q1 and asked how they
expect the rest of the year to pan out. Almost
three quarters (74.3%) expected profits to rise
by the end of the year compared to 2013, while
10% were not expecting an increase. 67.6% of
the dealers surveyed also expected their year-
on-year profits to be up in Q1.
When asked if they would consider taking on a
new franchise in the next twelve months, 42.2%
responded no, while 32.3% said they would.
Dealers were then asked whether they would be
looking to acquire new property this year - the
majority (57.1%) said they were unlikely, but the
balance were considering such moves with 30%
‘quite likely’ and 13% ‘very likely’. Finally, when
asked whether the positive economic forecast
will prompt many owner-drivers to bring forward
their exit plans, 30% responded yes, while
21.4% disagreed.
Source: Motor Trader
And the survey says...
Dealers upbeat on profitability
outlook for 2014
Got a story? Contact Steph on 01844 293817
or email Steph@WMSGroupUK.com
IMI highlights
dealer training gap
The Institute of the Motor Industry is warning
dealerships not to disregard management
training if they wish to reach their maximum
potential.
This follows on the coattails of their two year
Return on Investment (ROI) study, which has
found significant benefits for the automotive
retail businesses who have invested in
structured learning and development for
management staff.
The IMI reported that management are
currently the least trained group of people in
the automotive sector, with only 9% holding a
management-related qualification, and stated
that there is an increasing need for executive
and senior management to recognise that
aspiring managers are crucial to shaping the
future of their business. Their study rigorously
measured the application of management
training as a means of bridging competency gaps
in an aftersales dealer network management
development programme, and the achievement
of IMI accreditation in automotive management
(AMA). It revealed that for every £1 invested into
training, dealers would stand to see up to a £2
return.
Steve Nash, CEO of the IMI commented: “The
study clearly demonstrates that management
training in all areas will bear fruit for a company’s
bottom line. This industry is often guilty of
promoting people on technical ability rather
than focusing on the skills that become critically
important when they become leaders. The
results shows that management training may
be one of the most important areas businesses
should focus on; with the biggest possible gains
achievable in terms of ensuring a business
is competitive and profitable in a challenging
market environment.”
Analysis shows that dealerships could achieve
a 118% ROI on training delivered to aftersales
management, and a 212% ROI when taking part
in the IMI’s AMA programme. The IMI also noted
a substantial increase in management staff’s
confidence, technical knowledge, skills and
conceptual and analytical abilities.

6. SUDUKO
Fill in the empty fields with the numbers
from 1 through 9.
• Every row must contain the numbers
from 1 through 9
• Every column must contain the
numbers from 1 through 9
• Every 3x3 square must contain the
numbers from 1 through 9
Can you come up with a witty caption for this photograph?
If you can, just email it to comps@wmsgroupuk.com with
‘Caption’ as the subject line. If it’s the winner, you’ll receive
a bottle of bubbly and a mention in the next issue of Fast Lane.
Caption competition
Above: WMS Group’s Sue Malone presenting Terry’s prize
Congratulations to Terry Suttle, service manager at the
EMG Group who won our supercar track day in issue six.
Terry said: “The prize really was as good as described and
the instructors were exceptional. All ten cars had something
special about them from the raw, no electronics Ariel Atom to the
Playstation-like Ferrari 458 Italia. A wonderful prize and I would
encourage anyone to have a go at your next competition. Thank
you so much WMS for such an incredible day!”
Issue 6: Goodwood FOS winner
WIN!
A bottle of
Champagne
PROMOTION JUST FOR FUN
Turn over for The Big One!Visit www.WMSGroupUK.com10 11
Issue 6:
Caption
Competition
Winner...
“Oh Trixie, I am not sure
about this car’s interior, it
has really gone to the dogs!”
Pauline Harding, Chris Allen Ford
I took the multimedia producer job at Metropolis
just over two years ago and love the diversity
of the company’s portfolio of magazines, from
Motor Trader and Laboratory News to travel
retail publications and landscaping titles.
Tell us more about the services you offer.
Primarily, I am ‘the video guy’ covering all
conferences, awards judging and events at
Metropolis. If it moves, talks or shines, I will
capture it! We are currently developing our
‘green screen’offering and I am also doing more
work in front of the camera, which is challenging
and exciting. I still really enjoy shooting stills
though and Motor Trader allows me to flex my
photography muscles on a regular basis.
What have been your career highs to date?
Interviewing Sir Stirling for you was a great
job. He was delightful and it was a pleasure
working with everyone at the event, as they
were all helpful - especially when I asked for
the whole showroom to be rearranged! I have
been to many wonderful places and captured
some very interesting characters, from toilet
cleaners to the Queen. Seeing the way people
live their lives is a compelling vantage point.
How did you get into video production?
I was the chief photographer at the Croydon
Advertiser for many years, running a busy
metro photo desk with a very talented team.
In 2006, my editor-in-chief wanted to vamp up
the website and invited me to take the lead.
I developed the technique of marrying still
photographs with sound gathered on the job. It
was exceptional quality work and went down a
storm. We were mentioned in some very high
places - inhouse at Trinity Mirror, nationally by
industry commentator Roy Greenslade, other
journalism titles, and internationally by the
mighty Pointer Institute in the US. I was then
asked to present to Mirror picture desks across
the country, as at that time the only newspaper
multimedia was poor quality video shot by
reporters.
My friend and very talented cameraman Mark
Thompson, who works for a few major TV
programmes, later allowed me to shadow
him on certain video jobs. Shooting video
was almost a natural progression from stills
photography. It was, and still is, a great journey,
and every day is a new adventure.
The other side of the lens...
I don’t really have any low
points of my career to date. The
money isn’t great considering the
editing time, but the ringside
seat is priceless.
“ “
Any low points?
I don’t really have any low points of my career
to date. The money isn’t great considering the
editing time, but the ringside seat is priceless.
Finally, if you could have one wish, what
would it be?
I love travelling so a few more foreign shoots
would be nice. Also I always (jokingly) ask car
manufacturers or prestige dealers if they want
to give me a car to drive about in. I’m still waiting
for a call from Joe Doyle from HR Owen. We
interviewed him at the Maserati showroom in
South Kensington and I’m sure he was thinking
about it!
David was so impressed with the Safe and
Sound scheme that he took out our warranty
for his own car! To get in touch with him, email
David.Berman@Metropolis.co.uk.
We caught up with David
Berman, video producer and
photographer for Motor Trader
magazine to find out about life
behind the camera and some
of his highlights to date...
David recently interviewed our ‘Safe
and Sound’ ambassador Sir Stirling
Moss OBE at participating dealership,
Hardings Renault. Watch the video at
www.safeandsound.co.uk/dealers/
10
Win!
To enter, simply email your answer A, B or C
along with your business contact information
to Comps@WMSGroupUK.com with ‘Trivia’
in the subject line. Competition closes on the
31st July 2014. Three winners will be randomly
drawn from all correct entries and notified on or
around the 1st August 2014.
One of three 14” steering wheels
signed by Sir Stirling Moss!
TRIVIA
Only one of the following statements
is true – but which one?
A. Stirling Moss completed the famous
Mille Milie race in the slowest ever
time due to a gearbox failure
B. Stirling Moss has a private collection
of over fifty Formula 1 cars
C. Stirling Moss has never passed his
driving test

7. The smell, the noise, the thrill of the race –
it’s just not the same on TV. In August, the
world’s bravest riders and fastest bikes will
be returning to Silverstone for the Hertz
British Grand Prix MotoGP™.
Following 2013’s astounding championship
win by Marc Marquez, this year promises
even more intense rivalry and white-knuckle
riding guaranteed to keep you on the edge of
your seat. Combining non-stop, knee-sliding
action with sheer unadulterated power, these
incredible riders will once again be catapulting
to speeds approaching 200mph, so it is not an
event for the faint hearted.
This issue of Fast Lane we have not one, but
FIVE pairs of VIP tickets to the MotoGP™
raceday (Sunday, 31st August) held at the
world-class Silverstone circuit up for grabs. If
you are one of our lucky winners, you and your
guest will be treated to full hospitality within the
Woodcote suite, with adjoining balcony offering
exceptional view points of Woodcote Corner
and entrance to the national pit lane. Set right
WIN! One of five pairs of
VIP tickets to the MotoGP™
It’s our biggest giveaway yet!
in the heart of the action, this is as close as
you can get to the circuit, guaranteeing the
best possible viewing experience. Take the
opportunity to venture at will out into the crowds,
experience the festival and then retreat to your
comfortable suite without missing any of the
action - it is sure to be an unforgettable day.
For the full terms, visit www.wmsgroupuk.com/
motogp.
What’s included:
l Pair of VIP admission tickets for
Sunday 31st August
l Grandstand seats with excellent views
of the racing action
l VIP parking permit (one permit per pair
of tickets)
l Breakfast, lunch and afternoon tea
l Tea/coffee, soft drinks, wine and beer
l Huge screen opposite the balcony
l Official 2014 MotoGP™ programme
G Z B O N G M A R Q U E Z V
K F A N S R N I S S O R E B
G D R E O O E I T A C U D A
P I B D X S I T D E E D N U
E M E Y J Q F Z S D D I A T
T E R A K B H P I N E W N I
R G A H A M A Y S V O R R S
U L A V E R T E Y E O M E T
C I X R G H O N D A K D H A
C O L A O Z N E R O L R M U
I A R Q M A H A R B A I A H
O O C R U T C H L O W L V P
ABRAHAM
BARBERA
BAUTISTA
CRUTCHLOW
DIMEGLIO
DOVIZIOSO
DUCATI
ESPARGARO
HAYDEN
HERNANDEZ
HONDA
LAVERTEY
LORENZO
MARQUEZ
MONSTER
PARKES
PEDROSA
PETRUCCI
REDDING
ROSSI
YAMAHA
How to enter: All of these words below except one can be found
in this word search. The missing word is the prize answer – all
you need to do is email it to comps@wmsgroupuk.com, along
with your name, business name and address, and contact
telephone number by the 31st July 2014. Good luck!
THE BIG ONE
Subscribe to future issues of
Fast Lane at WMSGroupUK.com
12
Worth
over
£600per pair!