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Speccing air-con can bring up to 40% uplift in LCV values

Fitting new vans with air conditioning can bring up to a 40% rise in values come resale time, comparing favourably with the front-end cost of specifying the option while also benefiting conversion rates.

Jon Gilbert, BCA’s business development director, LCVs

In fact, analysis by BCA of used van sales for 2019 shows that values for vans with air con typically outstrip standard vehicles by more than £1,000 – driving values by up to 40% – although it does vary by segment.

Car-derived vans with air con saw the highest average increase – up 40.3% or £1,413 to £4,912 (103.7% CAP Clean) compared to £3,499 (98.9% CAP Clean) without air-con. Car-derived vans with air-con also saw a large increase of 11.5% in conversion rates.

For small panel vans, the BCA data shows a rise of more than 26% or £1,656 for vehicles with air-con, averaging £7,975 (104.7% CAP Clean), compared to £6,319 (99.3% CAP Clean). The sales conversion improved by nearly 5%.

The sales conversion uplift for large panel vans with air-con was a substantial 15.5%, bringing an average £6,440, equivalent to 102% of CAP Clean, while those without averaged £5,374 (97.3% CAP Clean).

Car-derived vans averaged £4,912 (103.7% CAP Clean) at BCA during 2019 if fitted with air-con, and £3,499 (98.9% CAP Clean) without air-con, a substantial 40.3% increase in value.  Car-derived vans with air-con also saw a large increase of 11.5% in conversion rates.

And in the 4×4 doublecab pickup sector, average values increased 19.7% or £1,731 from £8,783 (99.8% CAP Clean) without air con, to £10,514 (101.1% CAP Clean) with air-con, generating a 3.8% improvement in conversion rates.

Jon Gilbert, BCA’s business development director, LCVs, said the figures show that air-con can be a win:win option for LCV operators specifying new vans for their fleets.

He added: “LCVs with air-conditioning are highly valued by professional buyers at BCA, because these are the vehicles their retail customers want to buy. For vans that are doing longer distance delivery work, or in a tradesman’s vehicle that doubles as the family transport at the weekend, air-con is exceptionally appealing. This is particularly apparent in the CDV sector where values increased by over 40% and in 4×4 doublecab pickups, which saw the largest increase in value.”

Gilbert concluded: “These figures from BCA underline that up-speccing commercial vehicles at acquisition time can deliver real benefits to van operators. A better specification will make a van more desirable and saleable, and higher-spec vehicles will often sell the first time they are offered, improving cash-flow for the seller.”

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Written by Natalie Middleton

Natalie has worked as a fleet journalist for 16 years, previously as assistant editor on the former Company Car magazine before joining Fleet World in 2006. Prior to this, she worked on a range of B2B titles, including Insurance Age and Insurance Day. As Business Editor, Natalie ensures the group websites and newsletters are updated with the latest news.

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