Motability ‘soft landing’
September 28th, 2009 by Richard Aucock
ONE way to soften the blow when scrappage does finally end could be Motability sales, say experts.
Network Automotive says Motability sales could provide a soft landing when the scheme ends.
These have not fallen by anything like the same amount as regular car sales. Proving, says MD Colin Bruder, that they’re one of the few sectors of the market to prove recession resilient.
It’s something Car Dealer Magazine actually bought up back in August, too, in an exclusive story.
Despite this, some car dealers are underplaying it, he says. ‘There is certainly potential for them to generate more business.’
Even better, it’s both profitable and ongoing business. ‘Motability represents a huge portion of the new car market and one that offers a wide range of profit opportunities to the well-prepared dealer. Certainly, it has the potential to take some of the sting out of the end of the scrappage scheme.
‘Of course, some manufacturers and dealers say they have pulled back from the Motability sector because pricing is very competitive at the entry point. However, from our observations, others are working hard to maximise sales.’
Dealers do, though, need to ensure they have the right skills for Motability. These include:
• How to market to potential customers
• Enable vehicle modifications when required
• How to operate scheme paperwork
Don’t forget, he said, ‘Motability is a specialised market, and very few dealers find sustained success without some external help.’
Missing a trick on Motability?
Tags: motability, scrappage
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