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With used stock supply remaining tight and dealers looking to optimise the opportunities created by the cost of living crisis to purchase older stock, buyers are keen to engage with physical auctions. This is the conclusion of an in-depth assessment of trends undertaken by MotoNovo Finance.

The key findings centred upon the opportunity to inspect stock physically;

View vehicles of grades and conditions that would usually be filtered out with initial online searching of catalogues.

Visual checks and doors open to pick up any odour, identify any illuminated warning lights and conduct an overall interior inspection.

Audible check to assess any unexpected engine, exhaust, or transmission noises.

It also presents an opportunity to study the competition, understand their buying power, and see what stock is bought.

Support for physical auctions is more than just the traditional stock buying and networking, as Chris Rowthorn, Director of Motor Sales Operations at MotoNovo Finance, observes;

"Rather than the sterile nature of online purchasing, where bidding is often seen as a game of chance, physical opportunities are seen as a game of chess, where all of the senses are engaged in assessing the stock on offer and the competition. It is especially true for in-demand smaller cars."

As one buyer noted, the appeal of physical auctions is the chance to 'buy right'. Where demand outstrips supply, buyers can see and smell the cars, evaluating the condition in a way that cannot be replicated online. With in-demand small vehicle stock exceeding CAP Clean value commonly, regardless of mileage, gauging the time and cost of any remedial or preparation work, has a precise bearing on a buyer's bidding capability. Conversely, where there is less demand, as seen in larger luxury vehicles, the opportunity to 'bag a bargain' is easier when the car has been assessed.

Appraising the stock on offer is one primary reason for attending auctions. The other, more subtle reason is to assess the competition, as Chris concludes;

"The findings of an assessment designed to help us enhance our stock funding tools provided us with a welcome insight into buyers in the current market. On the one hand, much like used car buying consumers, the work reinforced the importance of seeing and touching the stock. However, what was even more revealing was the value buyers felt in seeing their fellow buyers in action and how it shaped their buying strategies."

Press release issued by MotoNovo Finance, March 2023

Find out why dealers are opting for physical auctions to expand their forecourt. 

Why dealers value physical auctions

Consumers are undertaking greater pre-purchase analysis of running and reliability costs.

Buyers are seeking longer finance repayment periods.

Overall, there is greater buyer hesitancy in making a purchase decision.

These are three key findings from a detailed research project on the cost-of-living crisis undertaken for MotoNovo Finance involving dealers and consumers.

The report indicates evident changes in buyer behaviour driven by the economic changes of the last year, identifying some of the critical challenges facing dealers in sourcing stock and accommodating customers’ financing wishes.

That buyers undertake research online before contacting a dealer is well established. However, the research level has increased significantly to an almost forensic level as buyers seek to drill down to instil cost certainty.

When they arrive in showrooms, customers have assessed a broad range of cost-related attributes, often from a wide range of media. Information sought by buyers included fuel efficiency, clear air zone status, insurance, road fund licence, tyre and servicing costs. Some also seek insights on reliability and repair costs, and then there are finance costs.

Research over many years indicates that customers car buying journeys often start with an idea of what they can afford per month. However, this can be a challenge in the current environment. Lenders of all types have adjusted their lending criteria in light of the prevailing economic landscape, interest rates have increased, and people’s capacity to access headline rates often depends on their credit status.

Commenting on the position MotoNovo’s Commercial Director Debbie McKay reflects;

“The challenge and opportunity for dealers is ensuring detailed information is easily accessible across their promotional material, not just in tables but in descriptive commentary, which is often a customer’s first port of call. It is also important to be open and compliant about finance. An increased focus on creating informed buyers delighted to make positive buying decisions has never been more important.”

Take a look at our latest customer research and how the cost of living crisis is changing buyer habits. 

The cost of living crisis - dealers need to match forensic buyers

You may remember that last year, we launched The Extra Mile Awards to recognise and celebrate our dealer network. Shining a spotlight on dealerships who go above and beyond, provide excellent customer service, consider the wider community and are always forward thinking in their approach to business, we’re catching up with some of our latest winners. Meet White Horse Motors, CarFinance 247 and County Garage Ford. 



What do you think was the driving force behind your win?

We have an excellent team that strives to ensure that we offer the highest levels of customer service possible to our clients and that our cars are presented immaculately at all times. We believe that this along with our family-run business ethics is the driving force behind us winning the award and hopefully winning more in the future.

How would you describe your relationship with MotoNovo?

Our relationship with MotoNovo is based on trust, loyalty and a shared interest in giving our mutual clients the highest level of service possible.

What MotoNovo product/initiative has made a positive impact to your dealership?

MotoRate has made a very positive impact on our business and has been a breath of fresh air overall to be honest, it’s a seamless product for ourselves, MotoNovo and our clients. 



What do you think was the driving force behind your win? 

From their first day, our employees understand the importance of supporting our local community and are just as committed as we are to making a difference. Their enthusiasm, commitment, and selflessness when it comes to our charitable initiatives helps our contributions transcend the financial and actively improve young peoples’ lives. Countless team members have come back from visits to the Manchester Youth Zone feeling more connected to their community and inspired to do more. It’s a cause that unites us all and is key to our company culture.

Tell us a bit more about your work with the Manchester Youth Zone? 

We’ve been working with Manchester Youth Zone for five years and are proud to have been able to support them in several different ways. Alongside an annual financial donation, we’ve sponsored family food parcels and helped to pack and distribute them. We also participated in the MYZ 100 challenge, have volunteered to run activities at the centre, donated TVs and laptops, funded a new sensory room and revamp of the Makers’ Space, purchased a minibus, and helped support young people build their own businesses by judging the centre’s take on Dragon’s Den. Almost all our team members have been involved with the Youth Zone in one way or another, whether it’s visiting the centre to work directly with children and young people, contributing to our annual Christmas toy drive, or taking part in fundraising challenges such as Tough Mudder, the Manchester 10K, or our regular quiz nights.  

What does winning this award mean to you? 

While our support of Manchester Youth Zone isn’t about winning awards or getting credit for us, it still means a lot for our efforts to be recognised and to have the opportunity to spread the word about the charity’s vital work even further. We encourage all our employees to use one paid day a year to support the community – it’s called our Make a Difference Day. We’re honoured to receive this award and are committed to continuing to dedicate time and resources to improving young peoples’ lives in Manchester.  



The overall customer journey is something that we have carefully cultivated over a number of years. Every decision we make, we try to ensure we have the customer journey and positive experiences at the centre of the discussion. I believe that's why customers choose to make their Premium Vehicle purchase with us time and time again. 

What MotoNovo tools help enhance the customer experience?

To be recognised for our efforts in ensuring good customer experiences and an overall great customer journey reinforces our ethos of having that at the heart of the way in which we conduct business. MotoNovo is a partner who share those values and their digital offering goes hand in hand with providing a positive customer journey, whether that be Self-Serve or their online calculator which enables our customers to experience a seamless purchase. 

Hear from White Horse Motors, CarFinance 247 and County Garage Ford on how they became the latest to join the Extra Mile Awards winners circle. 

Meet our latest Extra Mile Award winners

For this year’s International Women’s Day, I thought I would look at the progress in gender parity worldwide. As well as promoting gender equality in the motor and financial services sectors, I am passionate about my belief that gender equality is a global issue that resonates beyond our shores.



COVID-19 Impact - the economic and social consequences of the pandemic and geopolitical conflict paused progress and worsened outcomes for women and girls worldwide. Progress towards closing the gender gap stalled in most countries.

Education - nearly half a billion women and girls aged 15 years and over are illiterate. However, estimates show that based on current trends, the educational attainment gender gap can be fully closed in 12 years. The promise of economic empowerment remains unfulfilled.

The gender gap in labour force participation among adults (25-54) has stagnated over the past 20 years. Less than two-thirds of women (62%) are in the labour force, compared to 93% of men.

Power and decision-making remain overwhelmingly dominated by men. Women’s representation in parliaments has more than doubled from 11% in 1995, but men still hold three-quarters of seats.



For sixteen years, the World Economic Forum (WEF) has published the Global Gender Data Report, which benchmarks progress. For 2022, this covered 144 countries worldwide.

In 2022, the global gender gap closed to 68.1% (100% being full parity). At the current rate of progress, it will take 132 years to reach full parity. To put COVID-19’s impact in context, leading up to 2020, the gender gap was set to close within 100 years.

The WEF report contains benchmarks gender gaps across four key areas,

While the first two categories performed at a gender parity of 95.8% and 94.4% (full parity being 100%),  economic participation saw just 60.3% of the global gender gap closed. Political empowerment saw no overall progress against 2021 (remaining at 22%).



Of the 146 countries benchmarked, the WEF index found that no country had yet achieved full gender parity. The countries that had closed the highest percentage of their gender gaps were Iceland (90.8%), Finland (86%) and Norway (84.5%). The UK had closed 78% of its gender gap, ranking 22nd out of 146 countries.

Accelerating gender parity will require significant effort. While it may be more attainable in wealthier, democratic countries, challenges exist in all countries, and no ‘one size fits all’ fixes exist. It is why the International Women’s Day 2023 theme, #EmbraceEquity is so relevant. It is designed to get people thinking about developing solutions targeted at individuals or groups who do not have access to the same opportunities as those around them and get everyone on the same playing field with the ability to play the same game.

When we embrace equity, we embrace diversity, and we embrace inclusion. Equality is the goal; equity is the means to get there.

Addressing gender parity on a global scale is significant. Social, economic, legal and cultural variations abound. It is why a focus on equal opportunities is not enough. People are starting from different places, so true inclusion and belonging require equitable action.

Nor is the UK or my motor and financial services excluded from the need for equitable solutions.

Anecdotally, I see plenty of initiatives and encouragement in the motor industry to suggest headway and the willingness for progress, the Automotive 30% Club and our GROW Network (Generating Real Opportunities for Women) being just two. However, there is plenty of scope for improvement.

It’s time to double down and keep making the motor industry ever more diverse.



Debbie McKay, Commercial Director of Motor Sales

Celebrating International Women's Day, Commercial Director of Motor Sales, Debbie McKay, explores why it's time to double down and keep making the motor industry ever more diverse.

132 years to gender parity globally

Customers and dealers have always been at the heart of our business and the dedication of all of our teams helps make that happen. You may remember that last year, we introduced you to our newest Account Managers, the class of 2022. For our dealer network, our AMs act as partners, supporting them through regulatory updates, offering guidance, and keeping them up to date with our latest products and propositions.

Since then, they’ve been through our Sales Academy Induction Programme, providing them with all of the tools and skills needed to support our dealer network. Over a 5-month period, our AMs have completed 10 modules through a mixture of virtual and face-to-face sessions. Through workshops and field coached activity, they’re now well equipped to hit the road!

Setting them up with life long skills, hear from Danielle Goulbourne, Zac Smith and Nina Middleton on the positive impact the academy has had;



“The Sales Academy was a brilliant experience, it was very insightful for my new position as an Account Manager. But also taught me skills that I can use both in and out of my new role. The induction programme gave me the confidence and the tools to go out and start using the techniques I’ve learnt straight away in real life conversations. All in all, it was a thoroughly enjoyable course, not only to learn alongside like-minded people and create long standing relationships but to also learn consultation skills that will help in any field.” 



“The Sales Academy Induction Programme allowed me to get an in-depth view of the role of an account manager and how that really differs here at MotoNovo from the usual perception of an Account Manager. Paul really emphasises the value that you as an individual can add to the dealer partners that we work with, as well as arming us with the tools in order to go out and promote the overall MotoNovo proposition to new ones. Overall the induction given on the sales academy, as well as my colleagues as a whole, was second to none and I wouldn’t hesitate to recommend MotoNovo as an employer a year on!”



"The Sales Academy Programme gave me a really good insight into the psyche of sales, SPIN & selling. It's helped us all to Improve our skill sets to drive better outcomes for both us and our clients."

Providing our Account Managers with the tools and skills to support our dealer network, meet the latest graduates of our Sales Academy Induction Programme.

News - March 2023

Why dealers value physical auctions

The cost of living crisis - dealers need to match forensic buyers

Meet our latest Extra Mile Award winners

132 years to gender parity globally

Supporting our Account Managers

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