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I appreciate that many dealers will almost intuitively have a feel for what sells and what customers want. That said, I love a bit of data to add to that gut instinct. With this in mind, I thought I'd share some stats and insights on LCVs that might prove helpful;

82% of private van buyers, buy a used van

16% of vans are purchased for private use only

All of this is from the Department of Transport's (DoT) most recent van usage statistics.*

When it comes to stocking LCVs, there are some other data considerations that may prove to be of interest or at least, reinforce insights.

Most privately owned LCVs are purchased by SMEs and sole traders who typically operate higher specification vans than their corporate fleet counterparts.

Despite cost sensitivity issues, LCVs acquired by SMEs, and sole traders tend to be at higher specification levels. Features such as air conditioning, alloy wheels, metallic paint and enhanced in-car entertainment are typical.

The reasons given by SMEs for this approach are that they want their vans to be as comfortable as possible given their role as a 'mobile office' and that their vans are often used for business and personal purposes.

Going an extra step, SME/sole trader buyers are also keen to have their vans personalised to their needs and as a mobile adverting platform. SMMT research highlights strong demand for bespoke conversions, fit-outs and professional livery. It isn't just a van or pick-up these buyers are seeking. Instead, many are looking for a vehicle that promotes their professionalism and expertise.

The insights on the likely demand for a high spec LCV/pick-up may not be new news, and I recognise that sourcing such stock is often challenging right now. However, perhaps the insight that I hope might provide you with a marketing/profit edge is the customisation angle.

SMEs tend to be 'time-poor'. When buying their next LCV/pick-up, could you help buy them time by providing a comprehensive 'tailored' service? Upscaling the vehicle spec, signwriting and fit out all spring to mind.

With recent research showing that LCV owners are looking for a more personalised and bespoke vehicle to fit their needs, take a look at the latest LCV and SME stats to tailor your marketing and customer experience.

LCVs and SMEs - scale, spec and opportunity

Inflation is starting to bite for us all. I want to share some thoughts on how dealers can adapt to the changes this might mean for F&I in managing customers. Today’s typical customer is often a Millennial or even Gen Z. Until the last six months, they had no experience of inflation or rising interest rates. When it came to finance, access to finance was easy.

Much has changed, and if the economists are correct, there is more change ahead, including a greater focus on affordability by lenders, which is entirely realistic given the trends in inflation.

With this in mind, here are five ways to enhance customers’ F&I experiences from my experience in the showroom, as a customer and as someone old enough to have experienced inflation and rising interest rates.

Coach your Sales Team – it isn’t just customers for whom the current economic backdrop is a shock; it will also be team members. Set up a coaching session, ideally with someone who has been through it, to help them appreciate the implications of rising inflation/interest rates. The goal should be helping to manage customer expectations.

Walk in the shoes of customers – a challenging economic backdrop often makes access to loans more difficult. It is something that was seen at the outset of the Covid-19 pandemic. Recent news headlines about banks reigning in access to credit in areas such as cutting access to overdrafts have been appearing. The increase in Bank of England Base Rate will mean higher interest rates for many. Beyond this, some people will find it harder to get a loan acceptance, or that acceptance may come at the cost of higher interest rates. Dealer finance is not immune from this trend, but as history shows, at MotoNovo, we continue to lend and find ways of saying yes in challenging times.

Be obsessive about transparency – I love the notion of ‘hidden in plain sight when it comes to F&I. Absolute integrity and transparency are about selling yourself as a person and selling trust and can work wonders. People buying products and services they know with all the detail is a perfect and highly attractive approach.

Be ready for people trading down – it seems inevitable that some customers will be seeking to reduce their outgoings, and the car will be one area of potential cost saving. Bear this in mind in your stock mix and marketing and be ready to manage such opportunities.

Reach out to existing customers – let your existing customers know that you can be flexible and imaginative in helping customers in these changes times. While some people are aware of the possibility of trading down; don’t take such knowledge for granted, consider being proactive.

With inflation rising, take a look at Head of Field Sales, Richard Irving's, top tips for enhancing the customer experience during these changing times. 

Five ways to enhance customers finance experience

Sustainability is becoming increasingly important in business, and dealers are not immune from this focus. Sustainability measures how a business integrates environmental, social, and governance practices into operations and can sometimes be shortened to ESG.

It is no longer just a ‘nice to do’; regulatory changes and societal pressures are joined by other drivers for change. According to the CBI, two-thirds of investors consider sustainability factors when investing in a company. In motor retailing, increasingly OEMs expect their networks to embrace sustainability into their business decision making. While from a regulatory perspective, from 1 April 2023, the Minimum Energy Efficiency Standards (MEES) regulations come into force and will apply to all existing commercial leases. Landlords will be prohibited from continuing to let commercial property with an Energy Performance Certificate (EPC) rating of ‘F’ or ‘G’.

Sustainability practices will become crucial for businesses of all sizes, relying upon both ‘carrot and stick’ levers to get business leaders on board and it can be good for business. To put this in context, a study by IBM found that 57% of consumers are willing to change their purchasing habits to help reduce negative environmental impact.

We will continue to highlight sustainability issues in the months ahead. I thought it would be fitting to focus this initial story on three tangible steps all dealers can take now to start their journey by looking at some low-level environmental changes. With ‘carrot’ and the potential to save money in mind, we have sought ideas that can happen now.

Switching to energy-saving LED light bulbs

Fit motion sensor on lights to ensure lights are only on when triggered

Switch appliances off rather than leaving them on standby

Longer term, you might consider fitting rooftop photovoltaic panels, solar thermal panels, and thermal pumps.

Replacing your taps with spray taps can reduce the volume of water coming out of the tap without diminishing pressure quality

Switching to duel-flush toilets and high-efficiency urinals will save water

Get your team on board with saving water through awareness training to educate them on everyday habits

Looking further ahead, you may want to consider rainwater reuse systems and the potential to recycle car washing water.


Recycling waste is one of the most commonly implemented sustainable initiatives in the UK car industry. While manufacturing may lead, dealers can get on board and do their bit.

Complete a ‘waste & recycling audit’ to assess if you can recycle more. From plastic bottles to paper/card; from oil to old tyres and batteries. At the same time, seek ways that you can reduce the waste that is produced by your business currently.

Calculating your carbon footprint gives you an overview of how much greenhouse gas you are responsible for emitting as a business and start on the journey to reduce it. As a starting point, use a carbon calculator, such as Carbon Footprint Ltd, to calculate your footprint using conversion factors.

Good luck with your Sustainability & ESG journey!

Tom Harding, Head of Sustainability, Aldermore Bank


Hear from Head of Sustainability, Tom Harding, on the three key steps dealers can implement right now to start their sustainability journey. 

Three steps every dealer can take to start their sustainability journey

The demand for MotoNovo Finance's distinctive Supplier Direct Funding service continues to gain momentum. A record performance in July fuelled an acceleration that saw the funding service break through the £35m barrier.

Based upon funding Supplier Direct Funding's average of 22 vehicles, the service saves dealers an average of four days in time and over £1,000 in cashflow terms per year. The time saving has proved particularly attractive to the dealer community.

Instead of dealers paying auction companies for stock purchased and then manually keying in each vehicle to their stocking plan, Supplier Direct Funding pivots the model entirely. Under the digitised model, the auction company loads the vehicle onto the dealer's stocking plan, and MotoNovo pays the auction business.

The simple, fully automated digital shift delivers repeatable time and money saving benefits for dealers and takes the friction out of the historic auction house purchasing/stock funding model.

The removal of manual vehicle detail inputting saves time, enhances accuracy and removes the traditional 'pay & reclaim' method

Dealer convenience – automatic stock loading lightens the audit requirements and streamlines the process considerably

The modest Fiat Panda that saw Supplier Direct Funding pass the £35m milestone provided a perfect example of the service and its promise to take time, cost and effort out of stock purchase and funding.

The successful online bid by a dealer in South Wales for the car on offer at Aston Barclay's Prees Heath centre in Shropshire saw the car purchased, funded and added securely onto the dealer's stocking plan in just a few minutes. All the dealer needed to do was bid and confirm Supplier Direct as the funding source.

It is a speed and agility that Chris Rowthorn, Director of Motor Sales Operations at MotoNovo Finance, believes will be vital as the dealer community faces a more challenging market backdrop. He reflects:

 "Supplier Direct Funding is a great case study for marginal gains. As dealers look to be leaner and more agile against a changing trading landscape, it is a great example of helping dealers to benefit from an approach that embraces an 'every penny is a prisoner' principle every time a car is purchased. The service's success is seeing more of our dealers embrace the model. It is a trend mirrored by more remarketing companies. It is a win for all players."

Press release issued by MotoNovo Finance, August 2022

Helping dealers free up cashflow and expand their forecourts, we're now supporting our dealer partners with over £35 million worth of funded vehicles through Supplier Direct Funding. 

News - August 2022

LCVs and SMEs - scale, spec and opportunity

Five ways to enhance customers finance experience

Three steps every dealer can take to start their sustainability journey

Stock funding levels surge at MotoNovo Finance

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