THE used car market is moving from a 'hard sell' environment to a softer approach where customers shop for cars, according to 'The Used Car Market - A 1997 Report', compiled by British Car Auctions and Sewells International. This development presents new challenges for fleet operators looking to maximise residual values, with buyers of secondhand cars demanding well maintained vehicles with warrantied mileages, and comprehensive service histories.

'The most successful franchised and non-franchised used car dealers will be those that professionally advertise, promote and provide reliable information and advice on cars of specific interest to prospective buyers,' said the report. Fleets will have an important role to play in providing this information if they are to sell their cars into outlets which pay top prices for top quality stock.

'The fast changing requirements of the market-place will demand a level of professionalism is used car management and marketing not previously imagined,' the report added. 'Dealers will need to satisfy the increasing expectations of more discerning, more sophisticated and better informed used car customers who increasingly demand the same treatment that dealers extend to new car customers.'