Be prepared for anything!

BCA is advising commercial vehicle sellers that pre-sale preparation is increasingly important at remarketing time. BCA saw a 12% rise in the number of vehicles using professional pre-sale preparation during 2007 compared to the previous year, with corporate sellers such as contract hire, fleet and finance leading the way.

BCA’s UK Business Development Manager - Commercial Vehicles, Duncan Ward explains how pre-sale preparation is vital to take advantage of the current demand for vans in retail ready condition.

He said "The remarketing rules for vans are really no different than they are for cars – proper preparation and good presentation are vital if your LCVs are going to achieve the best possible price in the auction hall. And with the current high demand for well presented vans at almost any age and mileage, there is a massive opportunity for sellers.”

Ward highlights that Smart Preparation – the process of bringing vehicles back to ‘showroom condition’, through paint technology, cold metal dent removal and repairs to interior and trim – can have an important role to play.

He said “This technology has been introduced by BCA to help vendors maximise returns in the auction hall, by ensuring vehicles look their very best when they are sold. Currently vendors are enjoying significant returns on their ‘preparation investment’ and notable improvements in entry to sale ratio.”

“While Smart Preparation is largely used by car vendors, its application can be equally important in the van market, provided vehicles are chosen carefully. For a 2005 model year van at 10,000 miles in good condition, but with a few small dents on 2 panels, Smart Prepared can be a cost efficient choice for the vendor,” said Ward. “However, the return on the investment to bring a 5 year old, 100,000 mile van, without a straight panel to its name, back to ‘showroom condition’ is likely to be less rewarding,” he added.

Vendors are finding the Smart Detailing service valuable for older vehicles, as it presents them in the best possible light. Here, vehicles are trade name deleted, the engine bay is steam cleaned and all the exterior paintwork is polished and de-greased. The end result is a well-prepared vehicle that looks its best whatever the condition may be.

Ward commented "Trade name deletion should be done professionally so that the company's name and logo are removed without damage to body or paint. With proper treatment, potential buyers will be presented with a clean body panel, which the next owner can customise or re-logo. The eventual retail buyer will expect to see a clean panel to rebrand, as appropriate.”

BCA highlights that trade name deletion adds value to the seller – and it is often a legal requirement for contract hire organisations to remove livery of the first life owner. There is also a specific need for livery to be removed in the case of security and courier firms.

Ward said “With the now-commonplace use of vinyl stickers to brand vehicles, trade-name deletion can be conducted to the very highest standards, but it’s worth considering that if it is not done correctly then it can actually devalue the vehicle. Remember, the stickers have actually formed a weatherproof surface over the area they have covered and, once removed, will leave pristine paintwork which may not match the rest of the vehicle! Then there are the examples where the stickers have almost welded on over time.”


He added “In all these cases it is important that the removal is done to the highest professional standards, without damaging the panel. There is the potential for problems to arise when livery is painted on rather than using removable vinyl stickers. While modern technology allows the majority to be prepared without problem, it is important the finish is professionally done, not simply obliterated with more paint.”

“It’s worth remembering in a competitive market, anything the fleet operator can do to make his or her vehicles more desirable, will have a benefit where it really matters – back on the bottom line of the operating company,” Ward concluded.