Mazda MD Jeremy Thomson told Car Dealer the firm would be having a real push on PCP finance schemes to help keep bringing customers back into showrooms.
‘We’ve got a particular emphasis at the moment on PCPs because of the trade cycle management,’ he said.
‘This quarter we’re really trying to drive PCP business and that’s incentivising dealers and their customers to focus on this trade cycle management of finance products.
‘It’s very easy to sell zero per cent finance and be successful in doing that, but over a few years there’s a degree of losing customers at the end of the term as they go after the next cheapest deal.’
That’s why Thomson has launched a range of attractive finance deals on the entire range.
‘We’re going to focus on that going through this year,’ he added. ‘It takes a bit of adjustment for dealers – multi-franchised dealers in the network are comfortable with it.
‘It’s about planning not for next year, or the year after, but putting an underlying strength in the business that will stay there for some period of time.’
PCP force customers back into dealerships at the end of the term and are successful at generating repeat business for dealers.
‘As long as it’s been sold in the right way and both parties go into it completely clear as to why you’re doing it, they’re great,’ said Thomson.
by JAMES BAGGOTT