The flexibility of the solutions we provide means they can adapt to the needs of every business, giving dealers added peace of mind and the support they need to operate confidently in a competitive marketplace.”
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Cooper Solutions welcomes Auto Trader move to bypass physical auctions
And says the new approach to fleet remarketing should prompt motor retailers to rethink their practices too
Cooper Solutions is applauding news from the new and used car digital business giant, Auto Trader, that it is to bypass the traditional remarketing of fleet vehicles via physical auctions. The move to sell direct to dealers instead, should herald a much needed shift in mind set and future auction practices used by motor retailers themselves, it says.
Barry Cooper, Managing Director for Cooper Solutions explains, “Auto Trader has put the spotlight on the legacy networks of physical sites of the UK’s leading auction companies, which in this day and age bring a financial burden indirectly shouldered by dealers who sell stock via these channels.
“Given the business model of physical auction houses, it’s no big surprise that they need a high transaction cost to pay for their overheads. We conducted our own research to validate this point. After looking at over 71,000 car sales, we confirmed that physical auction fees are typically bigger than the profits that selling retailers make and therefore significantly reduce the sellers profit. Given the current pressure on margins this simply isn’t good for business for today’s retailers.
“The move by Auto Trader not only enriches the used stock now available directly to retailers, it opens the door for them to follow suit for trade stock. Sytner Group has been proving for many years that digital auction is their optimal route to market and now Auto Trader is on the same track.
“By pushing the direct online remarketing approach for fleet, Auto Trader confirms our own position since we launched our trade-to-trade online auction site, FullAuction. As the message gets louder and more influential as power houses get behind its logic, we would hope that more retailers will be tempted away from the more traditional legacy remarketing channels and towards a more profitable digital disposal route.”
FullAuction from Cooper Solutions, is a trade-to-trade digital auction site which operates in a similar fashion to Auto Trader’s new fleet disposal platform. With FullAuction, the maximum buyers fee is £33, as much as 10 times less than a physical auction fee for the same car, meaning retailers make more money from the sale. In addition, the new remarketing models, including FullAuction, reduce the time to dispose of stock, which means dealers get the money in the bank quicker, boosting their bottom line.
Removing the stress from dealership life
Watch our second vlog to find out about one of the ways we try to remove the stress from dealership life.
Test drives drive sales
Cooper Solutions highlights the power of the unaccompanied test drive as EV and Hybrid popularity rises
Cooper Solutions is calling upon dealers to recognise the power of an unaccompanied or 48 hour test drive as new research from What Car? reveals more and more consumers expect to test drive more than two models the next time they buy a car. Nearly 32% of car buyers surveyed by daily rate insurance provider, Cooper Solutions, said that an extended test drive would increase the chances of them ‘falling in love’ with the vehicle they were test driving. Despite this, data from Cooper Solutions shows the average test drive offered by dealers lasts just 46 minutes.
Of particular interest to dealers will be the view of What Car? that the rise in choice and popularity of electric or hybrid vehicles will increase demand for test drives of these vehicles, but that it will be a new experience for millions of drivers and they will want to understand what they are buying. This is supported by the findings of the Cooper Solutions survey that revealed 1 in 4 car buyers like to test a car to make sure it fits their lifestyle, which is all the more important if a customer is considering switching from a petrol or diesel vehicle to an electric or hybrid model.
The study also shows that the all-important test drive is more likely to seal the deal, with 43% of buyers saying they would use an extended test drive as an opportunity to show off a potential purchase to friends and family to gauge their opinion and a staggering 89% – admitted that a positive response from loved ones would likely rubberstamp their decision.
Dealers will be concerned to learn that the study by What Car? also showed that 62% of buyers still find contact with dealers difficult. However, the good news is that half of car buyers surveyed by Cooper Solutions said they would feel more positively about a dealer if they were offered an extended or unaccompanied test drive which would help them make a better informed purchase decision.
Dean Pipitone, Director of Cooper Solutions explains: “Those dealers allowing their customers to fully immerse themselves in the driving experience over an extended period of time, are much more likely to benefit. Dealers need to actively encourage customers to go beyond trying out the comfort and the way the vehicle handles in terms of performance, instead focusing on how the car can satisfy their daily needs. Most importantly, it’s the opportunity for other people to admire and envy a potential purchase, particularly if this is an upgrade, where the test drive process substantially increases the chances of a sale.”
*The Cooper Solutions survey results are based on 200 responses from consumers aged 18-55+ conducted by Gorkana Surveys.
Cooper Solutions announces launch of new series of webinars
Our first vlog!
And it’s all about the launch of a new series of webinars.
Cooper Solutions Invests In Technical Expertise
Gayan Thilakarathna appointed Software Developer
Cooper Solutions is appointing Gayan Thilakarathna as Software Developer, as part of its ongoing commitment to investing in talent. Gayan brings 10 years of experience in software development and will play a key role in driving forward technological innovations that will help strengthen its Cooper Solutions services to the dealer community.
Gayan’s experience includes coding, as well as design and analysis, which will be invaluable in his new role. Gayan says, “This is an exciting opportunity for me to use my existing skills to design software that supports the specific needs of dealers, by delivering accessible solutions that can be easily integrated into their business.”
Barry Cooper, Managing Director for Cooper Solutions, comments, “Gayan’s appointment to the team demonstrates our focus on continually enhancing our software to deliver the latest solutions. By investing in the expertise of our software development team our customers will gain access to the cutting edge technology designed to assist with the changing demands of the marketplace and have confidence that they are using the latest IT solutions to help meet their business needs.”
Computers Find Their Forever Home
Two of our redundant computers have recently found their forever home.
Our IT Support Analyst John installed the computers at Emscote Pre-School in Warwick, where they will replace outdated equipment, enabling the children to grasp keyboard skills, whilst playing educational games.
Investing In IT Expertise
Cooper Solutions Appoints John Hutchin as IT Support Analyst
Cooper Solutions continues to invest in expertise that will strengthen its support services to its dealer community, with the appointment of John Hutchin as IT Support Analyst. John will be looking after front-line technical assistance, as part of Cooper Solutions’ commitment to delivering professional digital and software solutions backed by a seamless level of customer service.
John joins Cooper Solutions after 14 years working for computer services and repair specialist, Click OK, in Warwickshire, where he honed his skills in a customer-facing business. This experience will be invaluable for his new role, providing technical support for all hardware and software issues across Cooper Solutions.
Barry Cooper, Managing Director for Cooper Solutions comments, “John is a valuable addition to the team and brings a particular interest in IT security, which will help us deliver added peace of mind to customers using our services. By investing in the expertise of our IT team, our sales department has the confidence to sell our solutions to our customers, knowing they are harnessing the latest technology which will deliver on performance, thanks to robust IT support.”
Automotive Systems UK Partners With Cooper Solutions
Harnessing FullAppraisal to streamline the sales process and deliver an enhanced customer experience for retailers
Cooper Solutions has chosen Automotive Systems (UK) Ltd to help users of its mobile vehicle appraisal tool, FullAppraisal, to deliver a faster and more professional part exchange process to boost the customer experience.
FullAppraisal integrates seamlessly with ASUKL’s existing software, eliminating the need for multiple data entry and reducing time during customer transactions. Retailers using ASUKL’s platforms can now input customer details and vehicle data whilst at the vehicle side, using their mobile device. Crucially, the integration of FullAppraisal with ASUKL’s software means retailers are fully compliant with FCA Regulatory Treating Customers Fairly guidelines, ensuring best practice in people and systems. The robust software provided by ASUKL also tracks sales, reduces time spent inputting data, helping retailers sell more and boost profits.
Tim Sherriff, Director of Automotive Systems (UK) Ltd says: ‘Working in partnership with Cooper Solutions and integrating our systems has a number of benefits to the retailer. The platforms fit seamlessly into retailers’ existing sales processes, delivering a more streamlined and professional customer experience. Now sales executives have to input customer details just once online, via their mobile device, creating a slick and professional impression.
“FullAppraisal also delivers data through digital appraisals, allowing it to be easily transferred to the ASUKL platform. This means we can track sales and collect data in one simple reporting system. Using both systems together means our retailers have peace of mind that their FSA compliance is robust whilst offering clear and concise advice to their customers.”
Simon Whicher of Cooper Solutions, adds: “We are looking forward to working closely with ASUKL in this exciting new venture in our joint mission to streamline retailers’ sales processes. FullAppraisal helps motor retailers embrace electronic appraisals, for faster, more accurate data collection at the vehicle side which, together with FCA compliance, creates a modern, professional image for the business and enhances customer experience.”
September 2017
46% Of Consumers See Smart Technology As A Vital Part Of The Showroom Experience
Cooper Solutions survey highlights the benefits of technology for dealerships looking
to boost their customer journey
With the showroom car buying experience continually evolving, a new poll by Cooper Solutions reveals just what are today’s consumer expectations. 46% of consumers surveyed said that dealers who use the same smart technology that they use in their own homes on a daily basis, such as touchscreen TVs and tablets, offer a far more ‘positive customer experience’.
Over half (56%) of those surveyed believe that dealers who use smart technology offer a more ‘efficient’ car buying process, whilst 73% said that those dealers who don’t use technology for the benefit of the customer are not being as ‘professional’ as they could be. Therefore, those dealers that are embracing the latest innovations available to them today, are benefiting from a perceived higher degree of professionalism compared to those who don’t.
The ‘swapper’ – the customer who part exchanges their car – has particular expectations when it comes getting a vehicle valuation. Over a third (33%) of consumers surveyed revealed they would be more ‘confident’ if a dealer provided an electronic valuation; 67% of all those surveyed believed a more traditional type of valuation wouldn’t be as accurate.
Barry Cooper, Managing Director of Cooper Solutions comments: “Our research shows that as many as 68% of car buyers believe that dealers who are not using smart technology in the showroom are not being as transparent about the sales and services they offer as they could be.
“Take for example the vehicle appraisal process; it’s crucial the way this is conducted, calculated and communicated to the prospective customer in securing a sale. Those dealers who take a ‘Wizard of Oz’ approach to appraisals – disappearing behind closed doors to produce a quote – seriously underestimate the impression this leaves with the customer. One properly appraised vehicle will return the cost of an iPad, and offer greater reassurance to the buyer that they are getting the best market price for their part exchange, plus it could engender a greater level of trust.
“Today’s tech savvy car buyers expect a seamless experience, from initial research using a dealer website through to the visit to the showroom itself. As our research demonstrates, those dealerships utilising the latest smart technology such as tablets, TVs and smartphones to assist with the customer journey, are one very large step ahead of the competition.”
July 2017