The general market uncertainty is reflected in the used truck market in a number of ways. The two biggest factors confronting transport operators at the moment are interest rates and crucially, the price of fuel. These concerns are relevant to all operators, be they primarily haulage contractors or secondary fleet operators.

Rising interest rates are encouraging buyers to consider used trucks as opposed to new as the initial purchase price is often considerably lower. Particularly in the case of a late model, low mileage vehicle, the advantages of going for used are clearly apparent. Many of these trucks still carry OEM warranties and have full service histories - and will do exactly the same job as effectively and reliably as a new truck.

Many of our customers also prefer to pay cash, rather than finance their purchases. In this case, they will often look at a slightly older truck that is still in excellent condition. This mind-set has also been encouraged by the fact that finance is increasingly difficult to come by, it is taking longer to gain approvals and the banks are fairly inflexible with regard to rates.

The price of fuel leaves customers with a dilemma: do they pay more for a new or nearly new truck in order to get the latest technology and most fuel efficient engines or do they pay somewhat less for the truck and accept a higher fuel bill?

Driver training is the key
A lot depends on the type of fleet operator we are dealing with. A really good driver on an older truck can still beat a poorly trained one on a new truck. Driver training and driver discipline is still the key and our customers are doing their sums carefully.

The market for 6 x 4 horses is still strong while 4 x 2 horses are moving slowly. There are plenty of 4 x 2 horses available ex coal applications, mostly in poor condition. Tippers are in great demand and are like hens' teeth - very scarce in the used market. We have even been contemplating converting truck tractors in order to satisfy the demand.

Medium commercials are equally popular, particularly 8 tonners with closed bodies or drop sides. There is a solid market for triaxle trailers and superlinks but there are plenty of slopers around and there are bargains to be found for astute customers.

The bottom line at the moment is that a good used truck can do the same job as an expensive new truck, with a lower initial outlay and the same running costs if managed by a smart operator. With this in mind, we believe the used market will remain upbeat for the foreseeable future.