Manheim said stock should be subjected to proactive auction house and vendor pricing to ensure optimum values are returned as quickly as possible.
High mileage, poor condition and specification and duplication of stock will result in bids that do not meet guide values. Manheim said the answer was not simply to cut reserve prices but to gauge market trends and price stock accordingly.
James Davis, Manheim’s director of commercial vehicles, said: “In a softening market the price guides have a challenge because if they simply apply wholesale price reductions across all segments they could start a downward run on the market. That would not reflect the true van stock market.”
He said vendors should follow the example of retail van dealers who track competitors pricing online for specific models before adjusting their own prices.
