THE low acceptance so far of personal contract plans and private leasing schemes in the market place could stem from dealers failing to tell customers that they were available, according to a new report. A survey by Cornhill Insurance and the Retail Motor Industry Federation found that only 14% of respondents had even offered such financial arrangements by their dealers.

Traditional financing options, such as hire purchase, manufacturer-supported schemes and dealer-arranged credit were offered to 67% of customers - but a quarter of respondents were offered no assistance or advice on financing at all. The report says: 'One of the key messages from the latest Cornhill Customer Test data is that the way in which a dealer sales executive presents a finance package to a customer can make or break a deal. With the vast array of purchasing alternatives on offer today, the salesperson's role in explaining and advising a customer has never been more critical.'