P.7 P.14 P.6 COVER: TEAMWORK DRIVES MASERATI AFTERSALES MANAGER ADRIANO GIORGI - Autotalk
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THE AUSTRALIAN VEHICLE DEALER’S NEWS SOURCE
JULY 2020 .COM.AU
COVER:
TEAMWORK DRIVES
MASERATI AFTERSALES
MANAGER ADRIANO
GIORGI
P.6
HOW PEOPLE WANT
TO BUY CARS POST
COVID-19
P.7
DEALER SOLUTIONS
LAUNCH AUTORADAR
PLATFORM
P.14
HELLO THERE, ROBERT BARRY: EDITOR AUTOTALK
Alliances will protect mass-market manufacturing
M
ore than ever in the new normal In May, Mercedes-Benz called time on That Navara badged Triton is looking
post COVID-19, alliances between the X-Class Ute which was built alongside pretty likely I reckon.
car manufacturers will be critical the Nissan Navara and the Renault Meanwhile, a light commercial and EV
to ensure that mass-market production Alaskan at Nissan manufacturing plants in alliance between Ford and Volkswagen,
can continue. Barcelona, Spain and Cordoba, Argentina. means the next Amarok will be
Alliances do have their ups and downs Despite huge marketing efforts the Benz developed and built entirely by the Blue
as we’ve recently seen with Renault- 1-tonner never took off. Oval on a new Ranger platform. Ford will
Nissan-Mitsubishi in what is now a new Following the introduction of the also develop vans for the two brands.
post-Carlos Ghosn era. Renault-supplied Mitsubishi Express van Volkswagen will supply the EV chassis
Before Ghosn became the chief executive to the Australian market, it is not unlikely from its 100% electric I.D family to Ford
officer of both Renault and Nissan in May that a future Navara, Triton and Alaskan so it can develop and market vehicles
2005, the first person to lead two Fortune might sit on the same platform much like for Europe which will sit underneath its
500 Global companies simultaneously, he the new Mazda BT-50 and Isuzu D-Max. flagship EV, the Mustang Mach-E.
was known as “Le Cost Cutter” at Renault Mitsubishi has previous form in “badge But the big daddy alliance of them all
and the Keiretsu Killer at Nissan. engineered” cars and utes. The Fiat will be the forthcoming 50/50 merger
There is no doubt Ghosn had an ego Fullback pick-up marketed in the UK and between Fiat Chrysler Automobiles (FCA)
which may have led to his downfall. Europe is essentially a rebranded Triton. and Groupe PSA (Peugeot, Citroen, DS,
History tells us he was offered the top job Let’s also not forget the past Vauxhall, Opel).
at the ailing Ford Motor Company in 2006 collaborations between Mitsubishi The potential savings the merged
but turned it down because he wanted and Peugeot/Citroen which saw the entities are going to be able to make
to be both CEO and chairperson. Bill Ford Mitsubishi Outlander, ASX and i-Miev through the rationalisation of platforms,
Jr was not about to relinquish the chair, morph into the Peugeot 4007, Citroen engines, transmissions, electric and
and still hasn’t. C-Crosser, Peugeot 4008, Citroen C4 electronic architecture as well as staff and
Anyway, digression aside, the Alliance Aircross, Peugeot Ion and Citroen C-Zero. manufacturing plants will be enormous.
recently announced a leader-follower The Alliance says the new leader-follower There will be pain for many as the
strategy which will be applied to 50% scheme is expected to deliver model company’s transition post-merger but for
of its new models in development by investment reductions of up to 40% for the consumer there will be added value
2025. Standardisation will be pushed vehicles fully under the scheme. and greater efficiency.
further from platforms to upper bodies,
Each company will focus on its core Enjoy your reading this month.
and in each product segment the leader
regions with the aim to be among the
company will develop and engineer a
most competitive and to serve as a
vehicle for all three brands with support
reference point for the others.
from the follower companies.
Nissan will be the reference point for
The Alliance says it will continue to build
China, North America and Japan; Renault
on product sharing in light commercial
in Europe, Russia, South America and
vehicles but its commercial partnership
North Africa; and Mitsubishi Motors in
with Daimler AG has come to an end.
ASEAN and Oceania.
2 Australia JULY 2020
THE KEY TO QUALITY LIES IN
CONSISTENT EXECUTION
McGrath Subaru Liverpool dealer principal Greg Hook says that staff retention and a relentless focus on
customer service and satisfaction are keys to running a multi award-winning dealership.
E
arlier this year the McGrath Subaru “Subaru is a unique marque where most
Dealership in Liverpool NSW enjoyed of our models are all-wheel-drive, that
another successful evening at the sets us aside from most other marques in
2019 Subaru Retailer of the year Awards. the market today,” Hook says
Dealer principal Greg Hook again took “It gives us the opportunity to create a
home for the team, the Sydney Retailer uniquely positive experience from our
of the Year award for the fourth time in first contact point all the way through
five years. their ownership cycle which results in a
lot of our sales coming from our repeat
Hook was also awarded the National customer base and referral business.” GREG HOOK
Quality Retailer of the year award as well MCGRATH SUBARU DEALER
“We commissioned our Liverpool PRINCIPAL
as re-stamping his membership into the
showroom specifically for the Subaru
1000 Club for the sixth year running.
brand, our staff and customers love the In 2019 McGrath Subaru Liverpool was also
He joined only five other dealerships
atmosphere which it creates and we have
throughout Australia who sold more bestowed the surprise honour of selling
been very honoured to have so many of
than 1000 new Subarus in 2019. the one millionth Subaru sold in Australia.
Subaru Australia and Subaru Japan senior
He attributes the dealership’s ongoing management visit us,” he says. “From a simple handover, it became
success to the retention of its 40-strong Subaru began operations in Australia in something that the [one millionth]
long-serving staff that make up the 1973, the brand reached 100,000 sales in customer says she will remember for life.
whole dealership and their dedication 1987 and became exclusively all-wheel- Attention to the smallest details in making
and focus on customer experience and drive in 1998 until they introduced the BRZ the day a success was a hallmark of every
satisfaction. into the model line-up. team member involved and showed a
JULY 2020 Australia 3
commitment to quality that shines through At the time both the customer and In recognition of the importance of the
in every customer interaction.” Subaru dealership staff were unaware of the millionth car sold in Australia all were
Australia says. significance of the transaction, salesperson honoured that Subaru Corporation
Pola Abdula delivered the Forester to Jennie chairman Yasuyuki Yoshinaga
Hook says being the dealership to deliver
in the normal manner, going through the presented the keys of the Forester to
the one millionth Subaru vehicle in
dealership’s usual process of explaining all Jennie and her family. They were also
Australia was a very happy and unexpected
the cars features and benefits. gifted a 10-day trip to Japan, including
event because it could have happened Tokyo and Kyoto for all the family.
to any of the more than 120 dealers To mark the occasion after the car was
delivered, McGrath Subaru invited Jennie, Colin Christie says the Australian
throughout Australia.
husband Phillip, daughter Jessica and distributor was honoured that chairman
“We were having a very good month son Thomas back to the dealership for an Yoshinaga made time in his schedule
and when Subaru Australia notified us official handover ceremony. to come to the special dealership
we were the selling dealer of the one ceremony.
Subaru Australia managing director Colin
millionth Subaru in Australia we were all “It went over incredibly well, Jennie and
Christie, new vehicle manager Bill Psomos
over the moon,” he says. her family were all quite overwhelmed
and salesperson Pola Abdula welcomed the
The car in question was a Subaru Forester Truong family back to the dealership for the by all of the special attention and the
2.5i-S purchased by Jennie Truong of ceremony along with dealership staff and amazing gift of a trip to Japan for the
Fairfield East, NSW. Subaru Australia Sydney team members. whole family,”
“For me seeing Jennie and her family so
happy and hosting the Subaru chairman
was a huge honour.
“I had previously met Mr Yoshinaga
in his role as Subaru Corporation’s
managing director when he presented
me with both the National Retailer of
the Year as well as the Sydney Retailer of
the Year awards in 2016.
“It’s not often if ever that you
have Subaru royalty visiting your
dealership.”
Hook says that he and the whole
McGrath Subaru team are looking
forward to achieving even greater results
for them and their customers in the
coming years.
“Safety and achievement are in our
DNA,” he says.
4 Australia JULY 2020
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JULY 2020 Australia 5
DEALERTALK
PERSEVERANCE AND
SELF-BELIEF PAYS OFF
Maserati Artamon employee Adriano Giorgi has won the
Maserati Australia after sales manager of the year award in
the two years since it was established. His automotive career
began at age 13 and wasn’t always smooth sailing.
or money earned there,” he says. “I am Giorgi says it is teamwork that is the
actually grateful as it taught me discipline key factor to running a successful and
and skills that I use to this day. award-winning after sales operation.
Giorgi started his apprenticeship “We run an small team that have a
at the Ampol garage but left in his constant desire to be better. How you
second year as his employer was climb a mountain is more important than
paying him under the award wage reaching the top, and will ultimately
and refused to rectify this. determine if indeed, you make it to the
He says this was a crucial lesson in top,” he says.
ADRIANO GIORGI career progression, “because there Giorgi says there are two main key
comes a point when you need to know performance indicators (KPI) set by the
your worth, your rights and whether manufacturer that determine the award
A
driano Giorgi started his somewhere else will pay off in the long the aftersales teams compete for.
automotive career by working term.” One is based off workshop performance
for an Ampol Garage in Concord “It also made me highly aware of how and the other is a composite of certain
West during his school holidays from to be a mindful manager, rewarding and metrics and customer satisfaction.
the age of 13. acknowledging my team, being aware “The second set is usually more difficult,
During his first year the mechanic of where they’re up to on their own as they are based on emotion and
misunderstood his name and called journey and what I should challenge perception. Most of us have a technical
him Andrew because Giorgi says he was them with next, and paying respects background, and sometimes these are
too scared to correct him. His duties where they are due, he says. the most difficult to implement strategies
were cleaning the workshop and the Giorgi says that he has embraced for,” he says.
resident dog, as well as carrying out light the twists and turns of his dynamic
mechanical work when an extra (and “However, the clients are reassured in
automotive career, from servicing knowing that their vehicle is being looked
smaller) pair of hands were needed. everyday cars to restoring and after by the best there is.
“It was a tough career introduction, maintaining classics and supercars.
but it laid the foundations of my strong “The KPIs are achieved not through
“It’s a real treat to be able to work on rushing at the end of the month to meet a
work ethic, which has undoubtedly led and drive so many cars that I grew up
me to success,” he says. target, but taking the necessary individual
idolising - cars that I genuinely never steps every single day to ensure we are
Giorgi’s first mechanical job was even thought I would see,” he says. consistent, with no surprises when that
removing the cylinder head from the He says he is extremely grateful to have monthly report comes through,” he says.
engine of a KB Ford Laser with zero the position of aftersales manager.
direction. It took a lot of trial and error Outside of working hours Giorgi produces
and about 60 hours of labour for which “By nature, I like to do things a little a podcast called Lifestyle Pirates, and is a
he was paid $1 per hour. Unlike today differently, and encourage my team to signed artist and music producer with an
he says, back then the variables didn’t speak up with new ideas. If things can EDM group called Elucidus.
matter. be done better, we will implement it – “The music and production industry is
we won’t just talk about it, he says. something completely different to the
Cleaning the workshop floor with caustic
soda was not only unpleasant it wrecked “I have an internal drive to be the best, automotive game, and somewhere I can
his safety boots and Giorgi bought a new and working for some of the world’s have a different creative outlet,” he says.
pair every six months, saving several most powerful brands, with my team
weeks wages to do so. being some of the most driven and
resourceful people, I always push myself
“Despite the seemingly harsh and further. We have a mentality of success
exploitive conditions, I valued what I being the only outcome.
was learning more than the time spent
6 Australia JULY 2020
DEALERTALK
HOW PEOPLE WANT TO
BUY CARS POST-COVID-19
Head of Gumtree Cars (a divison of Gumtree Australia) Richard
Dicello says consumer sentiment towards buying cars has changed
drastically and quickly in a post COVID-19 world. RICHARD DICELLO
P
rior to COVID-19, consumer attitudes how Australians think about—and shop for safe trade measures, dealerships have
and behaviours toward buying cars - the cars in our lives. However, the survey the opportunity to eliminate customers’
and vehicle maintenance were fairly also revealed that certain aspects of the concerns that would otherwise lead them
consistent. car-buying journey remain unchanged by to further delay their car purchase.
Consumers purchased their vehicles the pandemic. Other markets are reporting similar
without having concerns about the Amongst the vast majority of Gumtree’s trends: A global survey conducted by
buying process, the cleanliness of the car intenders, their reasons for buying consulting business Capgemini with
dealership or their vehicles and the a car have not shifted as 76% of buyers more than 11,000 consumers from 11
impact of a global pandemic on their say there is no change in their reason for countries found that health and safety
finances. buying a car; with replacing or upgrading concerns will continue to shape consumer
Cleanliness was reserved primarily for the their current vehicle remaining top of the behaviour even after this crisis subsides.
household, and consumers only thought list for vehicle purchases.
A NEW VERSION OF THE DEALERSHIP
about physical safety in the context of HEALTH AND SAFETY ARE THE NEW
safety ratings and car crash safety features. The “new normal” will certainly continue
NUMBER ONE to see the adoption of digital technology,
As a result of COVID-19, consumer attitudes However, other aspects of the car buying given numerous trends showing an
and behaviours toward the automotive journey are quite different now compared increase in online shopping. That said,
industry, and car-buying in particular, to a few months ago. Gumtree’s survey consumer sentiment indicates that
have changed drastically within a very highlights a host of new issues and dealerships are here to stay with a slight
short amount of time. priorities that car dealers must factor positive shift in buyer preference for the
Gumtree Cars conducted a COVID-19 in and adapt to in order to meet new dealer showroom.
Consumer Sentiment Survey to shed light customer demands.
However, it is also becoming clear that
on new consumer demand and to help car The most impactful change COVID-19 has car buying is not returning to business as
dealers adapt as they get back into gear. brought on is a new customer-demand usual. Only dealerships who understand
for safe trading, with potential car buyers what customers want and adapt to a clean
CAR INTENDERS ARE STILL KEEN TO BUY
asking dealerships to take social distancing and safe way of selling cars will be able to
As part of the research, Gumtree has been very seriously. bounce back.
tracking the anticipated delay in vehicle
According to the Gumtree survey, today’s For those who do this well, they will
purchases as a result of COVID-19.
buyers expect COVID-19 safe protocols as likely experience a boost in sales in the
In positive news for dealers, the survey the new way to trade and they believe they upcoming months.
revealed that 95% of Gumtree car buyers are here to stay for the foreseeable future.
are still actively looking to purchase Find out more about Gumtree’s COVID-19
In order to drive car buyers into their Consumer Sentiment Survey: https://
their next vehicle, despite the COVID-19
dealerships, dealers are well-advised www.gumtreeforbusiness.com.au/
disruption.
to expand their offerings to include dealer-tool-kit/
The survey, which was conducted from 1:1 appointments and virtual video
April 30 until May 18 with 2758 Australian inspections, safe test drive options and
respondents, reports that only a small remote 3rd party inspection and additional
minority of car intenders are postponing finance options as well as free return
their purchase. 87% of car buyers stated periods.
that they still intend to purchase a car
Additional asks include comprehensive
within the next three months.
car cleaning and disinfectant solutions,
Key reasons to delay a car purchase that clear dealership opening and service
were listed are concerns around test- times and overall dedication towards
drives, concerns around non-essential following the Government’s social
travel and wanting to ask specific distancing rules.
questions about the car in person.
By prioritising the implementation of
The outbreak has significantly changed
JULY 2020 Australia 7
DEALERSOLUTIONS
THE AUSTRALIAN USED VEHICLE
MARKET MARCH TO MAY 2020
Cox Automotive Australia Retail Solutions through its brands, Digipurple, Dealer Solutions and Kelley
Blue Book has compiled a market insights report of the effects of COVID-19 on the Australian used
vehicle market from March to May 2020.
C
ox Automotive Australia Retail Solutions with solid increases in engagement, leads,
chief executive officer Michael and conversions,” Sommerton says.
Sommerton says the insights report on
“There is no doubt, the market has
market trends are thankfully showing signs
dramatically shifted and the way in which
of recovery.
we buy and sell cars will be far more digital
“In the case of the used car market, and contactless than ever before,” he says.
the trend activity on delisted vehicles
is the best it has been in 12 months,” Sommerton says that now more than ever
Sommerton says. Cox Automotive is focussed on partnering
with OEMs and dealers to help make
Delisted vehicles are an indicator on the intelligent decisions and informed choices
volume of vehicles being sold in a given through digital channels.
MICHAEL SOMMERTON month.
“The market never really went away. It did
COX AUTOMOTIVE AUSTRALIA RETAIL SOLUTIONS
CHIEF EXECUTIVE OFFICER
“Buyers have returned to dealership get smaller, but in-market buyers were
websites to research, browse, and buy cars ready to pull the trigger. We actually had
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8 Australia JULY 2020
DEALERSOLUTIONS
to act quickly otherwise we would lose Cox Automotive sees a continued demand May compared to April, and customer
the sale to another dealership,” a South for vehicles pushing the 7, 14, and 30 engagement strengthened during the peak
Australia dealer says. rolling averages beyond the usual rebound. of the COVID-19 period with customers
Some of the reasons for this trend could viewing more pages and spending more
MARKET TRENDS SUMMARY be due to the discounted prices dealers time of dealer websites in April and May
In the used car market rolling averages have offered to reduce growing stock levels, compared to March 2020.
staged a positive turnaround from the start buyers holding back sales since February,
Tracking closely with unique visitors to
of May and continue strong upwards trends or the availability of cash from early
websites, total leads also dipped 14.29% in
exceeding previous highs for many of the superannuation access under COVID-19
April compared to March before recovering
rolling average indicators. legislation.
strongly, up 35.7% in May 2020.
On average it took 26 days for dealers to May 2020 reported an 88.4% increase in
The fall in leads was not as large as the
sell vehicles in May 2020 compared to 18 delisted vehicles compared to April 2020.
drop in total visitors. This, combined with
days during the same period in 2019. Compared to the same period last year, the
the page view and time on site numbers,
number of delisted used vehicles increased
Digital advertising is costing less and indicates that customers who remain in
33% from May 2019 to May 2020.
delivering more. Due to a decrease in market are of a high quality.
digital buying across Google and Facebook, There was a 13.2% decline in active Leads from vehicle detail pages increased
dealers who continued to advertise used vehicle listings in May compared to by 51.5% from March to May 2020.
saw lower marketing spend and better April 2020 but a 7% increase in active
performance. used vehicles listings in comparison to The Utes and 4WD categories made up
May 2019. 47% all of vehicle searches on the dealer
Dealer website customers shifted to more website platform directly correlating to the
serious buyers across the Cox Automotive On average, active used vehicles were listed introduction of the government’s instant
network which led to a jump in lead to in the market for 26 days in May compared asset write off scheme.
sales conversions from chat and form to April 2020 which reported an average of
submissions. 24 days. In May 2019, active used vehicles THE POWER OF DIGITAL ADVERTISING
were listed for 18 days.
Due to lower costs in digital advertising and
USED VEHICLE MARKET PERFORMANCE a decrease in purchasing competition in
SNAPSHOT Cox Automotive says by reviewing the last
six months of price points at which vehicles May, dealers who continued to advertise on
Following the decline in delisted vehicles were delisted and applying a 14- and 30- Google and Facebook saw up to twice the
with the effects of COVID-19 lockdown and day rolling average (to allow for the effects return on website traffic, page views, total
expected negative buyer sentiment in late of COVID-19), it sees a buyer preference/ sessions, calls and engagement compared
March, rolling averages staged a positive stock availability for cars in the $23,500 to to dealers who paused all digital marketing
turnaround from the start of May and $24,000 range. during COVID-19.
continue strong upwards trends exceeding
previous highs for many of the rolling Analysing website chat and form leads
CONSUMER ACTIVITY AND BEHAVIOUR
average indicators. INSIGHTS from a group of new car franchise
websites, it was found that these leads
Although mid-April is known for a short Cox Automotive has more than 700
converted to sales on average at 34%.
downturn with the Easter period, delisted websites across its dealer platform and says
vehicles slowed well ahead of Easter. despite the sharp drop in April compared
Despite long-term uncertainty over to March, the recovery in May has been
COVID-19 the market recovered by week impressive.
one of May to normal levels as it did in There was a 59.9% increase in unique
2019 post-Easter. visitors across the website platform in
JULY 2020 Australia 9
RECORD MAY AUDIENCE ACHIEVED BY
CARSALES.COM.AU
C
arsales.com.au says it has set a new The carsales editorial audience also grew
record in May 2020, achieving a in May. A new record unique audience of
unique audience (UA) of 4.8 milion 1.4m engaged with editorial content across
people, according to Nielsen’s digital carsales auto sites (carsales.com.au and
ratings monthly report. motoring.com.au).
The UA was 35% higher than May 2019 Carsales reports it is the preferred new
and the Ford Ranger was the top new car destination and interest in soon-
vehicle searched online. to-be released cars is soaring with 61%
The website says it served 33.3m sessions of intenders shopping at carsales when
in the month – also up 35% on the same looking to buy a new car.
KELLY CORDNER
month last year. It says its new car content has also come
Visitors to carsales.com.au spent an average out on top against key competitors as
of more than 37 minutes onsite over the the most enjoyable (75% surveyed), the “90.1% of searches on carsales listings
course of the month, the company says. best quality reviews (60%) and the most don’t specify new or used vehicles, or they
interesting (79%). select both new and used,” Cordner says.
“There’s a genuine intent to buy that’s
underpinning the unprecedented period “The unique connection of carsales editorial The sizeable increase in new car research
of car-shopping activity,” carsales chief content to dealer and automaker inventory and shopping activity comes at a time
marketing officer Kellie Cordner says. cements its increasing importance and when social distancing measures have been
influence in the car-buying journey,” eased and many buyers have re-evaluated
“It’s providing dealers and brands with Cordner says. their transport preferences, carsales says.
both immediate sales opportunities and
prospects to keep warm over the coming “With just one click on carsales, buyers It also says the extended Instant Asset Write
months,” Cordner says can transition from researching a car via Off allowance and the usual strong run
editorial content, to browsing a dealer or into the end of financial year are also likely
an automotive brand’s virtual showroom to have contributed to the record level of
and making an informed purchase decision audience and engagement.
– all from the comfort of home.
The Ford Ranger, Mitsubishi Triton
“Our written and video reviews and and Toyota HiLux were the three most
comparison tests continue to inspire and popular new cars searched on carsales
educate a broad range of Australian car in May 2020.
shoppers about the merits of different
Key models in the medium SUV segment
models, makes and segments – whether
were also well represented in the carsales
they be consumers with limited
top 20, with the Toyota RAV4, Volkswagen
auto understanding or those more
Tiguan, Mazda CX-5, Mercedes-Benz GLC-
knowledgeable.
Class and Hyundai Tucson all featuring.
“The record engagement with
carsales editorial content highlights
how important it is to have new cars
available on site for consumers to
research and purchase.
10 Australia JULY 2020DEALERTALK
MG APPOINT FIVE NEW DEALERS
M
G Motor Australia has appointed dealerships positioned at key locations MG Motor offers a seven-year unlimited
five new dealer partners to its across Victoria for our growing customer kilometre warranty and a seven-year
growing sales network. base to access,” Ciao says. roadside assistance package.
The new dealerships, all in Victoria, include “We look with optimism to the future Ciao says the COVID-19 pandemic has
the now open Brighton, Mornington and ahead which includes the range topping tested the Australian automotive industry
Shepparton locations, with Bendigo and MG HS, as well as our all-electric ZS EV for many months at a business and
Mildura to open later in June. arriving in Q4 2020. We’re bringing our personal level, and he says never before
This expansion brings MG Motor’s new and trusted dealer partners on the has community, compassion, support and
national dealer network to 57 sites. MG journey as we continue to grow in this pulling together been so important.
market.” “MG stands united with its dealerships
MG Motor Australia and New Zealand chief
executive officer Peter Ciao says the brand There are now 14 MG Motor dealerships in its optimism, and hopes for a brighter
has been working hard to best support its across Victoria, providing full sales, service second half of 2020 for our customers and
dealer partners. and aftersales care. Each new dealership community,” Ciao says.
will offer MG’s full range of vehicles,
“We’re making further investment in
including the MG3 Auto, the MG ZS SUV,
Australia through this expansion, with our
and its new offering, the MG HS SUV.
AADA 2020 CONVENTION RESCHEDULED TO 2021
Due to the uncertainty of achieving Further communication will follow “The rescheduled convention
a September date for the Australian regarding this. will herald a time when we can
Automotive Dealer Association (AADA) Convention director Patrick Tessier come together to celebrate a new
Convention due to COVID-19 risks, the OAM says the Australian automotive beginning and share the unique
event has been moved to March 15- industry is a resilient and robust and innovative ideas that will be
17, 2021. business. needed to secure a new and changed
The rescheduled AADA convention be landscape.
“Our nation’s franchised new car
held at the ICC Sydney. dealers are essential to the fabric “The AADA convention office will be
The theme for the convention of every community, providing open on Tuesday’s and Thursday’s for
is “Essential Reinvention – The employment, apprenticeships and an extended period, subject to further
Dealership of Tomorrow.” continued prosperity,” Tessier says in a announcements, as we follow the
statement. necessary protocols to protect our staff
The AADA convention office will provide
and our families,” he says.
all speakers, presenters and interested “Clearly these are challenging times that
parties an opportunity to review and or will test our collective metal. I am sure
resubmit their content in light of the that as an industry we will continue
COVID-19 challenges that the industry to work together and forge ahead to a
will face in the coming months. brighter and prosperous future.
JULY 2020 Australia 11DEALERTALK
NEW GUMTREE MD SEES
BRIGHT ONLINE FUTURE
G
umtree Australia’s newly appointed “We are seeing a significant shift in
managing director Mark Kehoe consumer behaviour as a result of
says he sees a bright future for the COVID-19 as more Australians look to NEW GUMTREE MD
online business. shop locally and online. It is a pivotal MARK KEHOE
Kehoe says he joined the business at a moment for the business, where there
critical moment for Gumtree as social is an opportunity to leverage our
distancing drives a step-change in leadership in this space for buyers and to solidify Gumtree’s position as the
consumer behaviour that could see more sellers alike,” Kehoe says. go-to online trading destination for all
Australians demanding the convenience “I’ve worked in digital and ecommerce of life’s needs.
of online buying and selling. businesses for more than 20 years, and “This role is more important than ever
He was one of the founding members at Gumtree I’m excited to be leading an as online consumer behaviour goes
of online retailer and auction house, iconic brand benefiting local Australian through a step-change as Australians
GraysOnline, and a former head of digital communities. emerge from COVID-19 restrictions and
at Virgin Australia and, most recently, “Gumtree plays an important role continue to look for ways to connect
executive director at Flamingo AI. facilitating safe trading in vibrant, in their community, support local
Kehoe says he will be focused on driving local communities, providing economic economies and make some extra cash,”
prioritisation for motors, delivering opportunity for Australians and delivering he says.
growth on the platform and cementing scale and insights for partners.
Gumtree’s position as a trusted, local “I’m eager to contribute to the
community marketplace. development and growth of the brand
BLINKER SEES 52% INCREASE IN DEALERSHIP ENQUIRY
A
ustralian car subscription Dealerships can now check credit and technology to transform organisations,
software provider Blinker.com.au fraud risk indicators in real-time with the with a focus on enhancing customer
says it has seen a 52% increase advanced proprietary credit assessment experience.
in enquiries from car dealerships since algorithm.
Blinker managing director Michael Higgins
the lockdowns came into effect. Blinker chief technology officer Jeremy says the new platform will also see benefits
Blinker says the pandemic has led to Gupta says the new platform has been for consumers with car subscription now
consumers being more wary of taking on honed through working with dealership available at more local dealerships around
car loans, and changes in work habits has groups around Australia to develop a Australia.
contributed to the decrease in new car product that suits their specific needs.
“By far the highest demand we’ve seen is
sales around the country. “We have redesigned the platform in for customers looking to subscribe to hybrid
Hence, Blinker has announced its biggest response to feedback and insights directly and electric vehicles. With subscription, this
platform update yet for dealership from dealer customers, providing them means people can stay up to date with the
customers. with the tools to completely own the latest in-car technology which we know is
relationship with consumers,” Gupta says. the most important thing new car buyers
The release includes a major design refresh look for,” Higgins says.
and enhancements to allow car dealerships “The updates include the ability to have
and OEMs even more control over individual custom branding on communications and
subscriptions. tailored subscription plans, whilst we
have also introduced a raft of algorithm
Blinker says the platform can now upgrades to equip businesses with
be integrated with other third party accurate, real-time data to make informed
automotive, CRM and notification software, decisions about potential subscribers.
ensuring the solution fits seamlessly with
existing software used by car dealerships. Gupta joined Blinker.com.au in late 2019
and has been involved in the development
A new dashboard feature gives each client of this updated cloud-based platform.
a detailed overview of their organisation’s He was previously CTO at Cox Automotive JEREMY GUPTA MICHAEL HIGGINS
subscription programme at a glance. Australia and specialises in leveraging
12 Australia JULY 2020DEALERTALK
CHRISTIE APPOINTED INCHCAPE
AUSTRALASIA MD IN EXECUTIVE RESHUFFLE
KATE GILLIS COLIN CHRISTIE CHRISTIAN DINSDALE AMANDA LEANEY
S
ubaru and Peugeot-Citroen distributor, consumer brands, including 17 years with The latest Inchcape changes follow the
Inchcape Australasia Limited (IAL), has Waterford Wedgwood, and three years announcement in February of George
appointed Colin Christie as its new as marketing director of Europe, Middle Ashford’s promotion to the role of APAC
managing director. East and Africa for the Wedgwood, Royal chief executive officer which includes
Christie was the former MD at Subaru Doulton and Waterford crystal brands. reporting lines from Australia and New
Australia. He will now oversee all of IAL Subaru Australia marketing general Zealand.
operations including Subaru Australia, manager Amanda Leaney receives the “These latest changes enable us to
Subaru New Zealand, and Peugeot- added responsibility for centralised reshape and redesign our broader
Citroen Australia (PCA), along with the marketing to her portfolio, including business as we move into a new era,”
group’s retail operations and AutoNexus customer journey, consumer planning Christie says.
the logistics provider. and insights. “We will be able to leverage our
Christie also assumes the role of Subaru Leaney joined Subaru in 2005 as national scale, capability and alignment across
Australia chairman. The IAL executive team retail advertising manager. Since then distribution, logistics and retail to achieve
will report directly to Christie. she has covered multiple roles, including fantastic outcomes for our people and
Christie has worked with Inchcape for 24 national marketing manager, national customers alike.”
years, the past three as Subaru MD. Before The Australasia marketing director and
that he was Subaru’s sales and marketing PCA acting managing director Ben Farlow
director, and previously held senior roles is departing the business, following the
“We will be able to leverage
in finance, aftersales and other roles across structural changes outlined above.
the Inchcape group. our scale, capability and
IAL APAC CEO Ashford praised Farlow
Inchcape Australasia’s current finance alignment across distribution, for having made “a very significant
director Christian Dinsdale is promoted to logistics and retail to achieve contribution to the development of our
the role of Subaru Australia MD. Dinsdale marketing and digital capabilities during
has worked across various operational and
fantastic outcomes for our his tenure”’
finance roles at Inchcape for the past 10 people and customers alike.” “I would like to take the opportunity
years, including the role of Subaru general to thank Ben for his achievements.
manager finance and operations. He leaves a very positive legacy at
PCA marketing general manger Kate Gillis digital and network marketing manager, Inchcape having developed people,
becomes a member of the IAL executive national advertising manager and national capability and delivered great
team in a newly created role of PCA product training manager. outcomes. We wish him every success
general manager. in the future,” Ashford says.
Before joining Subaru, Leaney worked in
Gillis started with Inchcape in November London as a communications coordinator
2017 as marketing GM for the Trivett retail for the Department of Health, following
business, moving to PCA as marketing GM marketing and communications roles
in July 2019. across various automotive retail companies,
She has a background with global including Inchcape Automotive Retail.
JULY 2020 Australia 13DEALERTALK
DEALER SOLUTIONS LAUNCHES
AUTORADAR USED-CAR DATA
PLATFORM
C
ox Automotive company Dealer AutoRadar leverages dealer used cars dealers in Australia are used to with similar
Solutions is launching new market that are aggregated through the Dealer products.
insights platform for used-car data Solutions’ inventory distribution platform “At the same time, we offer unique
called AutoRadar. and can provide insights on dealer’s features that set our product apart such
Gillian Allen, product manager for inventory regardless of which advertising as a valuation module powered by Kelley
AutoRadar, has been working with her destination vehicles are listed on. Blue Book, the ability for dealers to access
team of data engineers to develop a “We have been engaging key customers via insights on inventory regardless of which
product that delivers intelligent insights a pilot programme for many months. The export destination it is listed on and, access
with a live market view and inventory programme has allowed us to capture and to an inventory analysis tool that provides a
analysis tool to allow dealers to optimise implement feedback to ensure we launch market comparison across the dealer group
their pricing strategy. a product that provides all the features as well as per individual rooftop locations.
“We have paid extra attention to the
way we display the information relying
on images and graphs in multiple
colours to allow users to navigate easily
through the platform, which is accessed
via our existing dashboard,” Allen says.
Michael Sommerton, Cox Automotive
From Roadside Assistance Supplier Australia Retail Solutions CEO, highlighted
to Solutions Partner the importance of AutoRadar and what
it means for the Australian automotive
365RoadsideAssistance.com.au industry.
“Finally, there is a new player in town.
Your business can now connect with a leading national Partner of With our new market insights product,
dealers can access used-car data pulled
choice delivering nextgen roadside technology and service
from multiple sources allowing dealer
principals to have access to solid market
intelligence to optimise their pricing
strategy,” Sommerton says.
“We are leveraging years of experience
in automotive data management and
distribution, and now that Kelley Blue
Book is part of our suite of products,
we are also able to integrate vehicle
valuations seamlessly with AutoRadar.
“This, and our unbiased approach to the
GROW TODAY market, means that we are in a unique
CLICK HERE TO LEARN MORE position to offer a competitive product in
terms of features and price that will entice
dealers to use AutoRadar to back up their
pricing decisions with intelligent data,”
Sommerton says.
AutoRadar is available now and is
offering a free 30-day trial to all users.
Dealer Solutions customers can be set
up in minutes, and those dealers that
do not use Dealer Solutions for their
data distribution services may also
take part of the 30-day trial and access
We’re supporting Manufacturers, Dealerships, Finance and Insurance groups in AutoRadar’s full set of features.
launching white-labelled APP’s and custom portals that drive innovation through
seamless Customer experiences and a dynamic Provider network.
Partner. Connect. Grow.
sales@365assistance.com.au
02 8705 5497
14 Australia JULY 2020DEALERTALK
AUSSIE MUSCLE CAR FETCHES $99K ONLINE
A
refurbished Hemi Orange 1971 four- number plates on offer, the top seller was that could be further improved brought
speed manual Chrysler VH Charger the New South Wales triple digit plate $25,000 and a 1950 Jaguar MKV ‘Modified’
R/T coupe sold for $99,000 in “280”, which attracted the auction’s top Saloon professionally re-powered with a
Shannon’s timed online auction that closed 80 bids before selling for $220,000. The rebuilt Holden 3.3 litre in-line six-cylinder
on June 3. Victorian triple-digit plate “474” received engine and matching four-speed manual
The Charger is believed to have been the 58 bids before selling for $145,500. transmission, sold for $20,500.
third R/T coupe built and possibly the The top-selling four-digit Heritage plate At the other end of the Jaguar price scale,
earliest surviving example in Australia, was NSW ‘2.360’ at $92,000, while the top a Special Equipment XK120 Roadster
according to the auction house. Victorian four-digit plate was ‘1.717’ for sold above its pre-auction estimate for
Shannon says 98 of the 101 lots were sold $83,000 and the best five-digit result was $151,000, while an Australian-delivered
and buyers paid good prices for classic the VIC plate ‘77.888’ at $71,500. 1956 XK140 Fixed Head Coupe went for
vehicles and heritage numerical number Restored former working vehicles $125,000.
plates from NSW and Victoria. produced some of the outstanding results Other classics included a left-hand drive
It says a last-minute duel between two of the online auction, with a 1949 Ford 1972 Plymouth Barracuda Coupe that sold
enthusiasts for a 1977 Porsche 911 Turbo V8 ‘Single Spinner’ Ute attracting 38 bids for $53,351 after a bidding duel, while a
3.0 coupe saw $164,500 paid for the before bringing $45,000; a restored 1960 restored 1970 Mini K1100 sold for $29,000
vehicle. Holden FB Ute sold for $43,000 after after a flurry of late bidding.
20 bids and a 1970 Holden HG Belmont The six classic motorcycles in the auction
A factory right-hand drive 1960
Panel Van offered with no reserve sold for were in high demand, with a 1969
Mercedes-Benz 190SL Roadster that had
$23,000 after 39 bids. Velocette 500cc Sportsman selling for
been restored some years ago garnered
$161,500. “Project” vehicles were also very popular an outstanding $39,500, while a 1960
with online bidders, with a 1955 MG TF Harley-Davidson FL Duo Glide attracted 50
Shannon says there were 32 bids for a
1500 selling for $40,500 after 42 bids, bids before selling for $38,500.
left-hand-drive 1965 Chevrolet Corvette
while a rare 1958 MGA 1500 Fixed Head The auction team is now preparing and
327/350HP Convertible which sold for
Coupe similarly offered with no reserve sourcing entries for another Shannon
$92,000.
brought $27,500. Timed Online Auction, which will be
Following the official completion of the
Meanwhile, a very attractive 1936 SS 1½ running for a week this time from
auction, the 1957 Porsche 356 A “improved
Litre Saloon that came to auction requiring Wednesday, August 19-26.
coupe” sold in its $170,000-$190,000
interior completion, sold with no reserve
guiding range.
for $18,500; a 1948 Jaguar MKIV 1½ Litre
Amongst the 21 black and white heritage Saloon with a Jaguar Heritage Certificate
JULY 2020 Australia 15DEALERTALK
BMW EXPANDS ACCREDITED
REPAIRER PROGRAMME
FORD OFFERS SELF-DRIVING DATASET
TO SPARK R&D
B
MW Australia is rapidly expanding accident or repair work. to OEM standards, but actually repair to
its accredited national vehicle repair BMW body shops have model-specific a much higher level so they can capably
programme. computerised body alignment benches to withstand another impact, ensuring
It will enable the repair of BMWs to a check alignment of vehicle body points, superior cabin integrity for all occupants.”
structural integrity and quality that the Kinematic Diagnostic System (KDS) The training programme is also
matches or exceeds the levels of the to return suspension geometry to OEM designed to future proof the work
factories where the vehicles were tolerances and the Diagnostic Information of local professionals in providing
manufactured. System (DIS), which can determine the them knowledge and education of
A new globally-certified training extent of vehicle damage before work new generation automotive design,
programme provides accredited body shops commences. engineering and construction techniques
the ability to repair carbon-fibre and the The company provides a training career and how to deal with the intricacies of
structural elements involved in electric repairing highly complex vehicles.
vehicles. “As we transition into more mainstream
adoption of electric vehicles and
THE NEW MULTI-STEP TRAINING “Our aim is not to repair autonomous technologies, we are seeing
PROGRAMME COVERS THE FOLLOWING an increased requirement for chassis and
ASPECTS: BMW vehicles to OEM
bodies to balance strength, weight, flex
• Carbon-fibre repair standards, but actually and rigidity,” Meierbeck says.
• Insurance assessor training repair to a much higher “BMW vehicles now include increased
• Structural repair level so they can capably levels of high strength steel, aluminium,
• Panel replacement withstand another impact, aluminium steel composites, carbon,
plastics and thermal plastics, and we
• Electric vehicle overview ensuring superior cabin therefore need to ensure our people are
• Model technology updates integrity for all occupants.” educated and fully informed of every
• Painter training detail.
• Glass replacement “This is where such a high quality training
programme plays such an important role
The training programme allies with a and, when combined with our technical
pathway for specialists to ensure they
bolstered technical infrastructure for capability, further differentiates a BMW
receive updated modules and training
national BMW body shops that provide Bodyshop from a conventional body shop,”
information in light of BMW’s new and
greater coverage for BMW customers. he says.
refreshed product portfolio.
BMW paint and panel repair BMW Australia has 45 Accredited BMW
“BMW Australia and its partnered
professionals are trained in the global body shops across Australia.
body shop network employs the most
programme work with cutting-edge
progressive techniques for vehicle repair,
techniques.
including for the very latest BMW models,”
These include aviation-standard BMW Australia Aftersales head Reiner
methodologies to ensure the vehicle Meierbeck says.
performs to its highest standard and
“Our aim is not to repair BMW vehicles
also carries a superior finish following an
16 Australia JULY 2020Aftermarket | Parts and Accessories
ONLINE SEMINARS TO RE-BOOT
AUTOMOTIVE BUSINESSES
by people who know and understand the online seminar brings the experience of
Capricorn Group CEO David Fraser intricacies of the automotive aftermarket international customer service guru Shep
industry. Hyken directly to your desktop.
A
utomotive co-operative Capricorn is The first online seminar that is freely Hyken details how life-long customers
committed to providing COVID-19 available is titled “Your Business can be created during times of crisis.
support services to its members and Reboot Kit.” “We encourage our members and preferred
preferred suppliers across Australia and
It is presented by Capricorn Group CEO David suppliers to ensure that they make the
New Zealand.
Fraser, business coach Rachael Sheldrick most from these two online seminars along
It says this coincides with both countries (The Workshop Whisperer) and Capricorn with the COVID-19 support that is available
working towards a return to normal Automotive CEO Bradley Gannon. via our online information portal, The
automotive repair, sales and servicing Workshop,” Group CEO David Fraser says.
This online seminar addresses the three key
business operations.
objectives that all automotive workshops To view these online seminars Capricorn
Capricorn is providing a range of COVID-19 should be actioning to adapt and grow. members should visit The Workshop,
business support services through its user- (www.theworkshop.capricorn.coop).
These include the establishment of
friendly online information portal known as
a business game plan - a strategy to To learn more about Capricorn or to
The Workshop.
preserve finances and accelerate business become a part of the cooperative structured
It has added two new online seminars to growth, details of key government automotive aftermarket buying group, visit
The Workshop that have been produced assistance packages, along with details of www.capricorn.coop.
specifically for its members across Australia additional resources that are available to
and New Zealand. the industry.
The online seminars provide specialised Another online seminar is titled “Delivering
business support information presented Amazing Customer Experience”. This
NARVA LIGHTS WORLDPOLY’S BUTT
WELDING MACHINES
Butt welding equipment manufacturer early morning to late at night, which
Worldpoly has selected Narva to supply is why Worldpoly specified the Narva
all lighting in its new Australian-made equipment on its latest models.
PolyForce500 models.
Two Narva Explora 14-inch single row LED
Butt welding machines are used in light bars, four Model 8 LED white marker
Australia and globally to join lengths of lamps, a Hi Optics LED rotating beacon and
HDPE (high-density polyethylene) pipe, a HDRV Surface mount dual USB socket are
for a variety of construction, gas, mining, part of the machine’s standard equipment.
water, agricultural and other applications.
Worldpoly managing director Rob Hall
The PolyForce500 range is capable of says the company used Narva products The IP66 and IP68-rated Model 8 LED
joining pipes of up to 500mm diameter on several other models and that the marker lamps deliver more subtle lighting
and Worldpoly has machines catering for equipment had stood up well to the tough within the immediate work area. The SAE
pipe diameters ranging from 40mm to life in the field. Class 1 LED rotating beacon provides plenty
3600mm. The process involves using the of warning that the PolyForce500 is in use.
“Our customers are making a large
machine’s hydraulic clamps to secure the
investment when purchasing a These machines also feature a Narva
ends of each pipe while a heating plate is
PolyForce500 unit and we can’t afford HDRV Dual USB socket, allowing mobile
applied to the ends.
to be let down by any component of the phones and other devices to be charged
When the correct temperature is reached machine, including lighting,” Hall says. in the field.
the hydraulic clamps butt both ends
The Explora light bars, which feature 12 x The first PolyForce500 machines are
together under force, holding them in
5W high power LEDs (5700°K) producing already working with customers in
position while the bonding process takes
1 LUX at 275m, are installed at each end Northern Queensland with several others
place to ensure a high-quality seal.
of the machine. The bars are rated to IP68 now in the manufacturing cycle.
Most butt-welding machines operate in and IP69K for dust and water ingress.
remote and demanding locations from
JULY 2020 Australia 17Aftermarket | Parts and Accessories
INITIATIVE
MELBOURNE
TAKES OVER GPC
MEDIA PLANNING
AND BUYING seeking a new media agency was part of
those plans.
“The pitch process was intense. It showed us
who Initiative really are and provided a lens
“Finding the right media partner for our into their approach to media and business.
business is key to our continued success,” They showcased high levels of professionalism
GPC general manager marketing ANZ Diana Di and superior strategic thinking, balanced with
Genuine Parts Company (GPC) ANZ, has
Cecco says. tactical and integrated communications.
appointed Initiative Melbourne to manage its
media planning and buying portfolio. “It is quite a cluttered media market out there “It was easy to see they were passionate
so it’s important that our future agency met and performed well under pressure. Most
The handover became effective in June
our business needs and were a perfect fit importantly, there was genuine chemistry
covering both the Australian and New
from a values perspective. We’re delighted between our teams from the very first
Zealand markets.
to appoint Initiative Melbourne as our media meeting. The sum of this made the decision
GPC ANZ manages a portfolio of automotive
partner and excited about how they will obvious,” Di Cecco says.
aftermarket retail and trade brands,
deliver in the key areas.” “Generations of Australian motor enthusiasts
including but not limited to, Repco, NAPA and
GPC ANZ has been evaluating each of its have grown up on GPC’s brands, like Repco,
Sparesbox.
agencies and found media services were as the go-to source for automotive supplies.
Its pursuit to find a new media agency
being significantly underserviced. We are thrilled to be selected to help them
comes soon after launching revised brand
accelerate their customer connectivity.
propositions and an internal business “Agencies should be an extension of the
“Like most organisations, GPC is
transformation. The appointment will assist marketing team and not simply book ad
adjusting to new parameters of customer
GPC enhance its future marketing campaigns spots. There’s more to it than that. We want
relationships across their brand portfolio
and activations. to more effectively communicate with existing
and we are focused on helping lead the
GPC ANZ says it has undergone significant customers, engage prospective customers and
way,” Initiative Melbourne managing
transformation which has seen it drive build customer-based brand equity. That’s
director Sarah James says.
business efficiency, productivity and true what marketers do. We can’t do it alone. We
agency partnering. So, it seemed timely that need exceptional partners,” Di Cecco says.
OPTIBELT BELT TENSION TESTER
REDUCES DOWN TIME
O
ptibelt says its TT line frequency belt. Tension recommendations can be
tension tester provides an accurate taken from Optibelt specifications CAP drive
and fast test of drive belt tension design calculations or the Optibelt App.
by measuring the frequency of vibration, It is interference free with measuring
resulting in extended belt and pulley life methods EM: electromagnetic waves and
and a reduction in down time. AC: acceleration integrated. If there is too
The compact design of the TT line tester much movement when testing the red
offers universal application possibilities. It lights will turn off and the display will
is designed for even the most difficult to show “Rapid Move” until the tester is
reach places making it ideal for checking steady at which point the display will show
the tensions of V-belts, ribbed belts, ‘Ready’.
kraftbands and timing belts. The TT tension tester can also be used on
After switching it on, the appliance is ready long centre distances due to a wide high
to transfer data immediately with the frequency range of AC: 1-16Hz and EM:
measuring head held over the belt. Two red 6-600Hz. The tester can be used on 300
LED lights in the measuring head combine belt measurements before the battery
into one at a distance of 40-65mm to requires recharging and is not affected by
position it accurately over the belt. The UV light.
The Optibelt TT comes in a kit containing
tensioned belt is then made to vibrate by For those hard to reach belt spans, the the tension tester, measuring head,
plucking it by fingers or striking it with an measuring head has a flexible goose neck charger, USB cable and a clipper for holding
object. and a 250mm cable AC. The unit has a the measuring head and is available from
The tension tester immediately starts taking large easy to read back lit display screen of automotive, transport and industrial
readings showing the results in hertz (Hz) 43mm wide and 53mm high, a USB port for wholesalers.
regardless of the condition or colour of the recharging and an automatic switch-off.
18 Australia JULY 2020You can also read
