Spoiled for choice january 2003

First Choice Commercials, based in Naas Industrial Estate, Naas, Co. Kildare is carving out quite a reputation for itself in the quality used commercials market. Owner Mark O’Neill gave John Loughran the run-down on what’s hot and what’s not in the world of quality second hand vehicles.

Mark O’Neill established First Choice Commercials in the summer of 1999 to plug a gaping hole in the Irish market for quality second hand commercial vehicles. His extensive knowledge of the market both here and in the UK has been one of the cornerstones of the company’s success in the past three years. First Choice Commercials stocks all the leading marques including MAN, DAF, Scania, Mercedes, Volvo, Renault, Mitsubishi carrying a range of vehicles from light commercials right through to heavy tractor units.

Mark enthused: “We carry an extensive range right from the small commercials, right through the range of rigids, to heavy tractor units, double drive units and specialised equipment. In the unlikely event that we haven’t got what you want, we’ll go out and get it for you.”
Initially the company specialised in importing second hand vehicles from the UK. However, since the introduction of the euro it now sources the bulk of its stock in Ireland. Mark explained: “We still import some vehicles from the UK to suit individual customer requirements, but with the difference in the exchange rate, we find it simpler to source the vehicles here.”

He continued: “We have a wide network of contacts in trade. We buy from most of the main dealers. We find that many of the main dealers don’t want to carry second hand stock. That is where we come in.”
At all times the company carries a stock of between 30 and 40 vehicles. “We have no preference for brands. We try to carry as wide a range as possible. We would know what is popular at any given time and that would be reflected in our stock,” he explained.

First Choice Commercials is a totally sales-orientated company, deriving 100 per cent of its income from trucks. Unlike many of its competitors, it doesn’t have workshop facilities or carry spare parts. “That has the effect of reducing our overheads. It means we can carry a wider range of vehicles, and offer quality second hand plant at extremely good value for money,” Mark revealed.
He continued: “We feel we are the only company of our type in Ireland. We sub-contract all our repairs to a number of local garages. We keep our margins low, lower than the competition. That way we can give the customer value for money. This year we hope to sell between 100 and 120 second hand trucks.”
Mark revealed that First Choice Commercials is benefiting from significant repeat business which speaks volumes for the operation. “We have built up a good relationship with our customers. If we don’t have the particular vehicle the customer wants, we can source it, and when it arrives here you can be certain the customer will be happy.”

As the economy teeters on the point of recession, Mark has noted that many trucks that were purchased new in 1999 and 2000 are now emerging in the second hand market. “We are finding now that a number of operators who purchased new trucks two or three years ago are selling the trucks because they haven’t got the work to continue,” he noted.

While this particular scenario, spells bad news for the operators involved, it also opens a window of opportunity for other operators on the look out for a quality second hand vehicle. “We are buying quite a number of those vehicles.They represent great value to our customers.”
Despite the slowdown, some sectors of the market remain buoyant. “There is still a huge demand for good second hand construction trucks. We are talking about tippers, block trucks, concrete mixers and so on. These trucks are being bought to run along side new equipment,” Mark explained.

As a result of the downturn in the economy, the age profile of the trucks being sold by First Choice Commercials is reducing. “Two years ago we were selling a lot of four and five year old vehicles. This year we are selling a lot of two and three year old trucks. As the market slows, the demand for quality second hand vehicles is increasing.”
Mark has also noticed significant changes in the type of customer calling to the company’s premises. He elaborated:

“We are getting calls from large companies that traditionally bought new trucks. They are now looking at the viability of buying quality second hand vehicles. In that respect the market is constantly changing.”
In the past year the company has also developed a number of export markets for second hand Irish vehicles. “We are now exporting used commercial vehicles to the Eastern Bloc, the Middle East and Africa. Within the next two years we will be looking at exporting about 100 vehicles per year.

He continued: “ We have built up a good network of contacts. Previously there was an export market for 10 to 15 year old trucks. However, we are now exporting tractor units as new as 1996. Mercedes, MAN, Iveco and Daf are the most popular marques for export.”
To that end, First Choice Commercials is interested in hearing from haulage companies that have trucks for disposal.

“We are more than willing to go out, inspect the fleet and offer a fair price. It doesn’t matter if it is one truck or a fleet of trucks, there is a permanent export demand for these types of vehicles,” he concluded.
First Choice Commercials can be contacted on 045 898475 or by calling into its premises at Naas Industrial Estate,Naas, Co Kildare.