Van options

Van buyers gravitate towards the best
presented, best-specified vehicles at auction. Professional buyers
for retail know that certain vehicles will stand out on the
forecourt and want them on the shopping list. In a similar fashion,
the end-user buying at auction will seek out the best vehicle they
can buy with the budget they’ve got.

When valuing options, it is important to remember that price is
always relative to the current market conditions, the demand from
buyers and the presentation of the vehicle itself. For example, in
the current market, if you offered a van with every option
imaginable, but it was in poor cosmetic condition, any possible
premium would be wiped out by the buyers’ concerns about the time
it would take to repair the vehicle – when values are falling, time
equals money.

Possibly the best value extra you can specify for your van fleet
is interior ply-lining. Used buyers expect to see it, and it will
protect your valuable company vehicles from the bulk of
‘inside-out’ damage they might otherwise experience during their
working life. In terms of added value, ply-lining might add £100,
but the real benefit is that the van is much more likely to be in a
more saleable condition after three or four years’ hard work.

Side-loading doors are the second key option for fleets to
consider. This option is as essential for smaller vans
(Connect-sized, for example) as it is for the one-tonne and
3.5-tonne van sectors. A single nearside SLD is probably the bare
minimum these days, while a van that is going to work in tight
urban conditions would benefit from two side-loading doors.
Potential value in the used market can increase by around £150 for
a single and £250 for two side-loading doors, depending on the
vehicle.

Satnav is so ubiquitous now that it really is not the deal maker
it once was – when you can get a fully functioning system for under
£100 retail, or on your phone or even a handheld games console then
there is little margin to be gained by having it. That said, a good
quality factory-fitted integral system might add £50 to £100 for
the right buyer. In-van entertainment and Bluetooth connectivity
may add some value to a retail-standard vehicle, but any increase
would be marginal – say £50. Parking sensors are rare, but are
valued in the 3.5-tonne market where low-speed reversing damage is
more common – this feature might also add £50.

Air-conditioning is highly valued when combined with a bulkhead;
otherwise all that cool air dissipates into the load area and
simply burns money. Similarly, if a van is going to work in a
start-stop urban delivery role, then air-conditioning will be seen
as wasteful, because the driver will be in and out of the cab and
not getting the benefit. For vans that are doing longer distance
delivery work, or in a tradesman’s vehicle that doubles as the
family transport at the weekend, aircon is far more appealing.
Aircon will also add more value to a well-presented ‘retail’ van
than it will on an otherwise more basic model and is worth between
£100 and £200 depending on the vehicle.

Trim and finish can add some considerable value to the right
vehicle, as the self-employed tradesman will always favour a van
that bristles with ‘car-like’ options. Take, for example, the
Sportive versions produced by Vauxhall – the metallic paint and
alloy wheels, plus enhanced interior trim are aimed specifically at
the retail buyer. A good retail colour could add £300 to £500 on
the right van, when compared with a standard white finish, and if
paired with a decent set of alloys add another £200. What should be
avoided are obvious corporate colour schemes.

Volume van operators should certainly bear this in mind if they
are ordering large numbers of basic models – it could mean their
vehicles are out of step with the buyer’s needs when they come to
be sold in three or more year’s time.

Duncan Ward, UK business development manager, BCA

 

OPTIONS WHICH ADD VALUE

Item                                        Nice
or
necessary?                Added
value

---

Ply lining
                     
           
Necessary                                
£100+

1 side-loading
door                Necessary                                
£150

2 side-loading
doors              Nice
(but getting necessary)      
£250

Factory satnav
             
           
Nice                                         
£100

Entertainment/Bluetooth         Nice                                         
£50

Parking
sensors                       Nice                                         
£50

Aircon (with
bulkhead)             Nice
(but getting necessary)      
£100-£200

Retail paint
finish                      Nice
(very
desirable)                  
£300-£500

Alloy
wheels                 
           
Nice                 
                       
Up to £200