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New car marketNewsDealerprofileUsed caranalysisInsight: RecruitmentPeugeot UKNews digestNew carnews By Simon Bowkett, of Symco TrainingSales managers: at what point in the 'road to the sale' do you make sure your salespeople are on track with a customer? The five-minute video below shows you a great technique for doing that. It's an easy way of finding out if your salesperson has qualified the customer, rather than just the deal, and making sure they really are on track - before it's too late.It also shows you how, just by introducing yourself to customers in the right way, you can get more of them taking a test drive if your salesperson hasn't done that already. Try it, it's a very effective way of helping your sales staff to sell more cars.Help your people to sell more carsImprove your selling skills - for freeFor a link to more free online videos, email me at or call on 01829 760 679. Or follow me on Twitter @SymcoSimonAdvertisement featureHR Owen profits dip but turnover is up 25%HR Owen's pre-tax profit dipped from £2 million to £1.8m in 2011 while turnover increased by 25% to £192.4m.Profit before exceptional items, discontinued operations and tax totalled £1.6m, down marginally on 2010's £1.7m.It came during a year when HR Owen took over the three Bentley and one Aston Martin businesses of Broughtons of Cheltenham, invested in a Ferrari outlet at London's Berkeley hotel and closed Broughtons' loss-making Audi aftersales operation.Chief executive Joe Doyle said the group enjoyed a strong performance in new car sales in 2011. "Once again we outperformed the market in this key area. We are confident that our investments in support of the group's strategy 'Experience is Everything' will deliver strong growth in the years ahead."Chairman Jon Walden said while UK luxury car registrations fell 12% HR Owen bucked the trend with like-for-like double-digit growth in new car volumes to 506 units.Trading in the first 10 weeks of 2012 has started strongly, particularly for new cars, and is ahead of expectations and 2011, Walden said, adding: "We plan to generate profitable growth in our existing businesses, and have the resources to develop new oppor-tunities as they arise."Joe Doyle