Metcalfe advised: “If the paintwork is dull or if there is ghosting from the trade name deletion, a body map (machine operated polish) would certainly be of benefit to enhance a vehicle’s overall appearance.

"As bids in the auction hall tend to increase in £50 increments, this upgrade pays for itself in just one bid.”

Fleet managers should remove racking from vehicles prior to sale with the kit being refitted to new vans as they join the transport operation.

He said: “Racking does not add any value to a vehicle and a fleet can almost certainly re-use it and that will help to reduce operating costs.”

A vital market intelligence gathering exercise for Metcalfe is meetings hosted by BCA with used van experts from CAP, which publishes LCV price guide Red Book, alongside representatives of other price guide, and other vendors and buyers.

“Communication is key and although CAP puts a value on a vehicle it doesn’t mean it is right.

"The reaction of the buyers in the auction hall or the bidding activity on-line is the real barometer and market knowledge should be more important than a Red Book figure.”

In addition to listening to advice and acting on information in relation to model mix, pricing and selling tactics to obtain best price, Metcalfe, who ensures that he or one of his department colleagues attends every sale, said: “Attendance at the sale by the vendor is important.

"It is the only real way of assessing the condition of the vehicles and gauging the market.

“You are also able to talk to your peer group and find out what is going on in the market.

"If, for some reason, I am unable to attend, I use the BCA Live Online platform to communicate live to the rostrum.

"This enables me to give immediate decisions on provisional bids from the comfort of my desk.”

Metcalfe says it is critical to work in partnership with a remarketing company and foster good relations with their LCV management centre.

“It is important to keep up to speed with what is going on and the potential challenges ahead,” he said.

“It is critical that both the vendor and the remarketing supplier are working together to deliver the right result.”

Top tips

• Vehicle presentation is important
• Understand the market and react without blindly chasing RV guide prices
• Listen to logical advice on vehicle mix, pricing and selling tactics
• Rostrum representation at sales brings benefits
• Work with your chosen remarketing company as a partner and foster a good centre management relationship