• Car Dealer Plus
No Result
View All Result
  • Latest
  • Used Cars
  • Live
  • Forum
  • Power 2020
  • Used Car Awards
  • CDX
  • Knowledge
  • Suppliers Guide
  • About Us
  • Latest Issue
  • Top 100
  • CD Plus
  • Latest
  • Used Cars
  • Live
  • Forum
  • Power 2020
  • Used Car Awards
  • CDX
  • Knowledge
  • Suppliers Guide
  • About Us
  • Latest Issue
  • Top 100
  • CD Plus
No Result
View All Result

Making those safety checks to protect your dealership

Car Dealer Magazine by Car Dealer Magazine
May 12, 2008
0
Home News

hpi6.gif

Everyone knows HPI. Especially your customers. When they’re buying a used car, what do they ask – whether you’ve carried out a provenance check, or an HPI check? Quite simply, it’s a generic term. 

 

It is not so by accident, either, but because the company has refused to rest on its laurels. It may have been the first to provide comprehensive vehicle history checks (since 1938, can you believe?) and over the years has constantly kept ahead of the game to ensure this leading position is retained.

 

Of course, everyone knows the benefits of carrying out an HPI Check. It’s how you confirm vehicles are legal and really will belong to the people who buy them (with all information backed up by a £30,000 guarantee, for total peace of mind). 

 

Most manufacturers actually now incorporate the HPI Check as part of their approved used car programmes. It’s an everyday part of the industry that we all take for granted: don’t forget, nearly two in every three of your online customers is worried about the risk of fraud.

 

Steve Reynolds works at dealer group Stoneacre – and he’s a happy HPI customer. ‘The HPI system is the best bar none,’ he told Car Dealer. ‘We’ve used other systems before, and looked at all the other offerings: nothing beats the HPI checking system. It’s fast, efficient, easy to use and, above all, accurate. In the past, we’ve been caught out by HP agreements that the checking system has not picked up. This is simply not an issue with HPI.’

 

But how do you exploit the myriad other features offered by HPI? As Automotive Director Daniel Burgess – pictured right – explained to us, the standard HPI history check really is just the gateway into a legion of services, all of which can help make you money – and keep you fully protected from the strong arm of the law. 

 

The core element, the hub of the system, is Exchange. There are two key services – Manufacturer Exchange, a stock locator service used by major manufacturers, and Dealer Exchange, which is of interest to us. Why? Because if you carry out an HPI Check, you can automatically load the vehicle onto Dealer Exchange at the same time. 

 

It operates like a huge database, which pulls all the specific vehicle information from Glass’s and the DVLA. All you need to do is upload a series of digital images, and it’s ready to publish and therefore go to market – on eBay, Auto Trader, Fish4… over 20 outlets in fact, all of which can be specified precisely by you. It really couldn’t be simpler. 

 

Don’t just take our word on the value of the system, though. HPI has recently signed up exhangeandmart.co.uk, which will use Dealer Exchange as its premier loading partner. Online manager Debra Healy can’t speak highly enough. ‘It stands head and shoulders above other offerings in the marketplace. Not only is it easy to use, but it’s free to our dealer customers.’ Can’t say fairer than that – as exchangeandmart.co.uk’s one million serious browsers per month will surely agree…

 

Our focus last month was SsangYong, and they’ve since signed up to HPI’s Manufacturer Exchange service, too, joining other makers such as Suzuki, Fiat, Alfa Romeo and Lotus. Again, this allows dealers to instantly market their vehicles online, something that certainly convinced SsangYong’s Ian Nicholson: ‘One of Exchange’s many advantages is its independence, meaning our dealer network has complete flexibility over where to market their stock.’

 

But the offerings from HPI stretch yet further and wider. Dealer Steve Reynolds has been streamlining HPI’s various other services into his business for some time now. ‘If there’s one word that sums up HPI, it’s integrity,’ says Steve. He’s a happy customer indeed – particularly with the new services offered. ‘I’m confident, when HPI launches a new service, that it will be easy to use and, more importantly, beneficial to me. Everything that they introduce, I know, will make my life easier.’ 

 

Did you know, for example, that HPI offers on-screen car valuations? Both CAP and Glass’s used car values are offered online, meaning it’s easier to get an idea of where a vehicle is according to your favoured trade guide. What’s more, as Daniel adds: ‘We also offer HPI Valuation, an alternative to CAP and Glass’s that is lower-cost but equally as good. Everyone has their favourite book, but want a second opinion. Since October last year, we’ve been able to say, why not us?’

 

This service is reinforced by the fact that it’s so easy to use. Full integration means it’s no more hassle for the dealer to use HPI Valuation than their other valuation source – Steve again confirms that a key aspect here is ease of use. ‘Like everything HPI brings to market, it’s something that is beneficial to dealers.’   

 

Which brings Steve onto HPI’s ‘Godsend’ for his business: Driveaway. This is a service HPI’s ownership by Norwich Union facilitated – and, in a nutshell, is seven days’ free insurance, which can be arranged immediately from the dealership. And it is no mere headline-grabber. 

 

‘Quite simply, it massively speeds up the deal,’ explains Steve. ‘A decade ago, people were prepared to wait. Not nowadays. People want things straight away – including cars. But, as they’re already prepared and readied before they go on sale, why shouldn’t this be the case?

 

‘The hold-up has always been taxing the vehicle. We used to have to do it in the dealers’ name, send it off to Swansea, get it changed to the customer’s name – it took weeks. With Driveaway, we can generate a cover note right away, in the customer’s name, so tax it while they sip coffee and run through the handover process. It’s an excellent system.’ 

 

Benefits, however, stretch further even than fast turnaround, more intensive (and profitable) use of floorspace and happy customers. ‘Admin also love it, as they’re freed up from chasing communications with the DVLA and all the other associated hassles. It’s a one-step process for them.’ And anything that keeps Admin happy…

 

HPI’s Daniel adds another benefit. ‘It’s a good way of eliminating buyer remorse. There are no more phone calls from the customer during the lengthy waiting period, saying they’ve changed their mind.’

hpi3.gif

 

There are other subtle and smart services on offer, too. Such as V5 Document Check. This ensures the cloning risk is a thing of the past, by validating the V5’s authenticity. 

 

‘We check the V5 serial number and issue date,’ explains Daniel. ‘Crooks struggle to get the issue date, so it’s harder to forge a form from a stolen V5. They actually need to have seen the original V5.’ This service is unique to HPI, too. Oh, and all HPI certificates are available by e-mail. So, if a car is clean, the dealer can run the check and immediately give customers the forms. This is immensely beneficial: there are times when it could even be a deal-clincher. 

 

CLOCKING ON

HPI’s National Mileage Register has been running for over a decade now, with one stated aim – eliminating clocking. Records come from a wide array of sources, but HPI has recently clinched some fantastic relationships with major manufacturers. This has taken the records held from 80m to an amazing 125m. 

 

‘We’re sourcing warranty data from major manufacturers such as BMW, Toyota, Ford and Land Rover,’ explains Daniel. ‘This is good quality data, too, as dealers are very careful about using the right mileage for warranty data, in case of auditing. Warranty information is a good source of 0-3-year-old information, though we also use data from Mondial, Warranty Group, Car Care Plan and so on, for older cars.’

 

Prestige car retailer Sytner has also just come on board. Employed across more than 100 dealerships UK-wide, Sytner will use all aspects of HPI’s provenance checks, including the National Mileage Register. HPI will provide all manufacturer-approved checks and mileage investigations. What convinced them? HPI’s ability to offer a tailor-made service. 

 

And staying on the luxury theme, Bentley Motors has just been given HPI ‘Approved’ status. That means all Bentley’s dealers can use HPI for provenance checks. Offering added reassurance to Rooney, Lampard and legions of other Premiership football players…

 

It’s not something that’s a problem with Wayne, but for most other customers, a problem remains in the industry: finding out who they are and getting their vitals. 

 

’30 years ago, when I worked in the industry, taking down names and addresses was a real issue,’ explains Daniel. ‘And this remains the case! My partner and I were buying a new car recently: we went round 15 dealerships and only one took our details.’

 

Which is why HPI offers the CRM (customer relationship management) sheet. It’s ingenious. A print-out sheet that the dealer can fill in as they talk to the customer, for uploading later. It brilliantly has a box for the car’s registration, too. Take five seconds to fill this in, and a mass of data will be back-filled, saving further time and proving even more useful to the dealer. ‘It’s not sophisticated, but it’s a really practical tool,’ says Daniel. 

 

Even for former conquests, HPI has an offering, which saves time and money, and improve lead management, too: Customer Watch. ‘This uses DVLA data to see if former sales have since changed hands,’ explains Daniel. ‘Privacy laws means we can’t say who the new owner is, but we can tell dealers if the car is still owned by their customer – so they can target proactive marketing and also not send out service reminders to vehicles that have since changed hands.’ This is an ingenious tool that the switched-on dealer will find many more uses besides the most obvious.

 

Indeed, that’s something which sums up the entire arsenal offered by HPI – particularly as you can be sure that it’s all powered by the largest, most accurate and most powerful database in the business. 

 

Look at HPI not as a mere provenance check provider but, if you’re canny, an entire toolbox of tools to help you speed up sales, better serve existing customers, target new ones… and ensure the dodgy ones out there are quickly wheedled out before they cost you a penny of precious profit.  

 

With another battery of new products due before the end of the year, the strength of the offer will only increase, too. You certainly know HPI – but maybe now it’s time you got to know it better.

 

Related Posts

Reading Crown Court, via PA, Nov 2020
News

Prestige dealership owner and wife must fork out nearly £60,000 for wrecking listed mansion

March 5, 2021
Nissan Leaf charging on the road
News

Investigation: Incentivising used electric car buyers with govt-backed interest free loans could hugely boost adoption

March 5, 2021
Used Car Prices
News

Exclusive: Find out what the fastest and slowest selling used cars in February were on Auto Trader

March 5, 2021
Scales of Justice
News

Man to face trial after denying setting fire to seven cars at used car dealership

March 5, 2021
Porsche Taycan Cross Turismo
News

March 5 round-up: New coronavirus variant tracked; Surge testing expanded; Taycan Cross Turismo; Cyprus holidays possible

March 5, 2021
Chester Crown Court exterior
News

Ford dealership defrauded by employee who got customers to pay more than £11,000 into his own bank account

March 5, 2021

Want the latest news?

Sign up to Car Dealer's daily news email updates

Subscribe
How many car dealerships does each manufacturer have in the UK? Car Dealerships Locations List 2021 revealed
News

How many car dealerships does each manufacturer have in the UK? Car Dealerships Locations List 2021 revealed

February 24, 2021
Used Car Awards with Mike Brewer and James Baggott graphi
News

Who won what at the Used Car Awards 2020? Mike Brewer reveals our winning car dealers

February 11, 2021
Car Dealer issue 156 front cover and Used Car Awards
Online Magazine

Out now: Car Dealer issue 156 features our Used Car Awards, H.R. Owen CEO Ken Choo and lots more

February 23, 2021
Used car market stronger than ever as August sees sales up by nearly 50 per cent for Big Motoring World
News

Opinion: Here are 10 reasons why I think there’ll be a rapid recovery in car sales when lockdown ends

February 16, 2021
Trophy Cars forecourt
News

Investigation: Meet the hyper-specialist car dealers making their money from weird and wonderful motors

February 11, 2021
Become a Car Dealer Plus member and get more out of this website including free legal advice
News

Become a Car Dealer Plus member and get more out of this website including free legal advice

January 15, 2021
Car Dealer Top 100 – The list in full of the most profitable car dealers in the UK
Car Dealer Top 100

Car Dealer Top 100 – The list in full of the most profitable car dealers in the UK

February 10, 2021
Bitcoin ATM terminal
News

Will car dealers in the UK accept Bitcoin for payment? Dealers speak out after Tesla plans to accept cryptocurrency 

February 18, 2021
  • Latest
  • Used Cars
  • Live
  • Forum
  • Power 2020
  • Used Car Awards
  • CDX
  • Knowledge
  • Suppliers Guide
  • About Us
  • Latest Issue
  • Top 100
  • CD Plus
Call us: 020 8125 3880

© 2020 Blackball Media

No Result
View All Result
  • Car Dealer Plus
  • Latest
  • Used Cars
  • Live
  • Forum
  • Power 2020
  • Used Car Awards
  • CDX
  • Knowledge
  • Suppliers Guide
  • About Us
  • Latest Issue
  • Top 100

© 2020 Blackball Media

Log In
Register
Register
Server C