Not long ago it was an unwritten convention among coach dealerships that they should hold an open day (or two), enticing customers with a mix of generous hospitality and the prospect of a good deal on a new or used vehicle. However, changes of ownership combined with a more challenging economic environment have effectively sidelined such events.
However, the good news is that, given the right circumstances, the concept is not dead. Or, at least that is the case as far as Alexander Dennis (ADL) is concerned.
Despite electing to let 2017 slip by without one of its traditional open day events at its Anston, Sheffield, retail sales outlet, there were compelling reasons to invite customers to its premises over two days last week.
ADL inherited the Anston site as part of the 2007 re-acquisition of Plaxton Holdings Limited, which had been independent since TransBus International's demise in 2004, created Britain’s largest coach and bus manufacturing operation.
Anston had traditionally been a used coach sales outlet but, in the wake of a subsequent merger of its retail coach and bus sales teams under Arthur Whiteside, Managing Director UK Sales, ADL has developed its plan to create a one-shop sales centre for all manufacturer’s products and an open book policy regarding trade-ins.
And, it’s a strategy that has led to particularly successful 2017, resulting in a wide range of vehicles waiting for potential buyers.
Given that the event coincided with school holidays there was a good chance operators would warm to the idea of somewhere to visit, if for no other reason than to meet others in the industry and chew-over current conundrums such as what to do with Euro 5 vehicles.
Nevertheless, the buoyant Anston-based retail sales team lined-up some special attractions that included bacon butties, promotional prices on some used stock, very popular test drives, and the opportunity to become acquainted with ADL’s latest developments devised to enhance new and used coaches and buses.
Meanwhile there have been changes of personnel at Anston. Simon Wood had been promoted to General Manager Coach Sales following the retirement of long-serving Mick McElhone at the end of 2017.
Simon reports to Richard Matthews, Retail Sales Director, who enthuses about what he regards as the three pillars of ADL and Plaxton’s success – i.e. “the three Ps – products, people, and process.”
And Richard makes no secret of the fact that the number of vehicles in stock had been swollen by an intake of part-exchange vehicles during an exceptionally good period of retail sales, including Plaxton Panther coaches on Volvo B8R underframes and ADL Enviro200 buses. He says: “The sales team had a big job to do, what with 300 buses, 200 coaches and 150 used… all retail.”
Looking at the full yard, he said: “I’m glad we have them at this time of year… it reflects success.”
But, what about the Euro 5 stock that might be difficult to move because of the growing requirement for Euro 6 in London and other cities?
“We could do a lot of things, including after treatment, but we don’t yet know what will comply. However, we have to protect the people who buy our products, so we’re selling things at what we think are the correct price.
“What we can’t do is dump vehicles on the market because it’s not a long-term problem.”
Meanwhile Open Day visitors were faced with two long lines of used vehicles that ranged from a 2000 East Lancs-bodied Dart priced at £3,000, through to 2015 Euro 5 Plaxton Leopard-bodied Volvo B9Rs for £159,000.
The fact that buses featured alongside the coaches is just one consequence of the five-year-old decision to merge the retail sales teams. And it is a move heralded as a success by General Manager Used Sales Martin Dunleavy who pointed to the first of a batch of Wrights-boded Volvo B7Rs and Mercedes-Benz Citaros taken in from Go South Coast as part-exchange for 41 new ADL Enviro200s. He says: “Ten have already been sold and we’re confident that the others will soon find buyers.”
Whereas some in the industry resist any attempt to bring coach and bus sales under the same umbrella, ADL is defying the received wisdom, and there was further proof of the success of merging the two in the shape of an ADL400 demonstrator.
The 10,000th two-axle low-floor double decker produced by ADL, is built to a very high, coach-like specification geared to attracting the growing number of retail sales for this type of cost-effective, high-capacity vehicle.
Furthermore, the benefits of ADL as a group being responsive to its customers are to be seen in the wide range of options available on the Panther coach body. Also, the best-selling, low-height Leopard coach is future-proofed for 70-seat upgrades by having twin tracks installed on the Scarborough production line.
In similar fashion, the Enviro200 is pre-prepared for seatbelts, adding to the residual value of both vehicle types, while a willingness to adapt used stock to meet second or third-life requirements could be seen in the first 91-seat 15-metre Plaxton Panther.
In short, the Open Days fulfilled ADL’s aims of promoting used stock, introducing the restructured sales team, and providing further evidence that the Plaxton brand is alive through a company-wide willingness to adapt products to suit operator needs.
Find out more: www.plaxtoncoachsales.co.uk
