October 2021

OCTOBER 2021 AFTERMARKET 17 There are many classic car specialists, but more general garages will see their fair share of classics, both modern and otherwise. How can garages make sure they are able to serve this valuable market, and also court it? What are the options for garages looking to service this sector? A repair garage could choose to specialise in classic car repairs or offer the combination of both classic and modern car repairs. Classic car repair garages have the same needs to a large extent as general garages – they rely upon a network of suppliers who can get parts to them quickly. However, a sales garage would benefit from specialising in classic cars, rather than offering a combination of classic and modern, as the need to specialise is far greater. Once a garage begins to offer classic services there are a multitude of options available to diversify and offer extra added value to the classic car fraternity, such as storage, self-drive hire, race prep and detailing. Another element to consider is whether to specialise in a particular marque or type of work. For example, the most successful of our network of garages offer a specialism, allowing them to build their reputation on the sale of prestige vehicles or repair of Aston Martins for example and then branch out from that once they have built their reputation. One thing not to forget is to keep an eye on your sums insured if you are going to branch out into classics. Classics drive a higher value than you may realise and continue to appreciate in most scenarios, not to mention that each classic vehicle will on average be in your garage far longer than a modern. Finally, relationship building, a good network of suppliers and the desire to engage with the classic car community is key to building a thriving business in this industry. Work with other local classic car specialists to tap into their skillset where needed (our Footman James Find a Garage tool www.footmanjames.co.uk/find-a-garage is great for identifying classic car specialists in your area), and perhaps offer reciprocal agreements, such as MOTing classic cars for classic car specialists. How important is training, and the continuity that apprenticeships provide? The topic of apprenticeships and a declining workforce are regularly discussed within classic car magazines, on Live Stages at classic car shows etc, it really is one of the burning topics within the industry. It’s incredibly vital that skill sets, such as coachbuilding, which are in decline, do not disappear with an aging workforce. Ultimately this needs to be viewed as not just training individuals to repair a classic car but training the next set of business owners who will run their own classic car garages one day and continue to grow this industry. What support is available? The Heritage Skills Academy are just one of the businesses helping to ensure these aging skillsets don’t disappear. Not only do they train the next generation of heritage engineers, but they also do so in the most stunning and engaging settings – Bicester Heritage and Brooklands Museum. We are in the October issue, which in some ways means the classic market is going into its fallow season. What can garages do to prepare for Spring 2022, and far beyond that? Classic car garages are usually busier in the fallow season. Classic vehicles tend to be on the road from March – September, so from October to Feb the cars are usually being tinkered with, in storage etc. Use the winter to build up your trade! In preparation for Spring 2022, the key is to build up your networks. There are lots of classic car magazines, events, clubs, YouTube channels, podcasts etc out there. Listen, read and engage. If garages are more sales or seasonally based get your housekeeping done in the quieter periods; a lot of environmental, health and safety, employee regulations etc sit behind running a garage – get your plant inspection done, your health and safety policy updated, and all of the other mundane jobs that don’t involve going anywhere near a car. If you plan on making the most of the classic car event diary in 2022 perhaps do your homework and begin to book into classic car shows. Final thoughts Some traders really suffered through the pandemic, but we are pleased to say we saw a real upturn in the number of people approaching us as start-up businesses this past year. People who had been made redundant or who wanted to change career have set up a motor trade business catering to the classic car world! Years of tinkering with their own classic cars then turned into the desire to pivot that hobby into a career, or some enthusiasts lucky enough to have their own car collection now make a career out of buying and selling them! Yes, of course there are lots of things to consider when branching out into anything new, but it’s well worth it. If you are unsure about next steps there are lots of tools and companies around to help, for example, The Federation of Small Businesses. A Footman James Motor Trade policy also includes access to Abbey Legal, whereby you will find a plethora of resources and templates to support you. About Footman James For over 35 years, Footman James has been one of the leading specialist insurance brokers for classic vehicle owners, restorers, collectors, motor traders and competitors. Footman James has enjoyed a strong relationship with vintage and classic vehicle enthusiasts and clubs; working with over 150 clubs and partners. Footman James also insures a combined value of £2.87bn worth of vehicles. About David Bond Role: Managing Director, Footman James Length of Service: Eight years Favourite Classic: Mini Cooper Once a garage begins to offer classic services there are a multitude of options available ”