During the various Coronavirus lockdowns, Ireland’s motor factors often became recognised problem solvers, helping local people to find solutions to various automotive, home and garden issues. With many retail outlets closed and factors largely remaining open, many customers ventured into local factors for the first time and were hopefully impressed by helpful, knowledgeable staff and good service.

Some motor factors have long recognised that attracting a different dynamic of customer can create some excellent business opportunities, as well as boosting much needed cash flow. Here are just a few of the areas of related diversification that factors can facilitate, generally through current suppliers, while also not straying too far from their core automotive business.

Garden Equipment
With people unable to take holidays, the garden has become a focus of leisure spending in the past year and 2021 is looking to be following a similar path. This brings garden equipment into focus and today that means much more than just lawnmowers. Lawn tractors, lawn trimmers, hedge trimmers, shredders, and chainsaws are all in growing use and most require both oil and batteries, while maintenance may also call for hydraulic oils, care sprays, fuel stabilisers and greases.
Often a few core products in both batteries and oils are enough to satisfy a large part of demand and of course Factors can always publicise availability of other products, with many now stocked by Irish distributors and available quickly.

Garden problem solvers
Often products already available from a Factor can be put to use in the garden or home to solve common problems. For example, plastic cleaning products developed for automotive use are often very effective on garden furniture, while other products that might be of use include paints, multi-purpose sprays, adhesives, cable ties, hand tools, etc. Many tools suppliers also have specialist garden ranges, allowing customers to order from a promotional catalogue.   

Leisure Batteries
The leisure battery market has grown hugely in terms of both applications and value in recent years and is an area where Factors can develop healthy additional revenue. Applications, in addition to garden appliances, include; batteries for campervans and caravans, motorcycles, scooters, quad bikes, golf buggies, boats, auxiliary lighting, electric fencing etc, while battery chargers and maintenance equipment are also a worthy consideration. Again stocking a few popular batteries can cover some demand and as the battery will generally not be a distress purchase, customers are usually prepared to wait for delivery.     

Towing and carrying equipment
With caravans, boats, horseboxes and trailers all taking to the road over the summer months the market for towing accessories remains healthy. A well selected range including coupling equipment, electrical connectors, fixings, trailer boards and lighting should pay dividends, while there is also still a very healthy market for roof racks, roof boxes and cycle carriers, especially as more people are likely to holiday domestically this year.

Aerosol Paints
This is another market that has mushroomed in recent years, with aerosol paints now far from restricted to popular car colours. These paints can be used to paint just about any surface in any colour, especially if the Factor has a mixing machine. Popular applications at this time of year would include paints for tired plastic and wooden furniture and high temperature paint to smarten up barbeque equipment. There is also a wide range of craft type paints suitable for enhancing creative garden projects.

Of course, it is no good having many of these products in stock without publicising them. Point of sale information and dedicated displays in-store will raise awareness with existing customers.

To reach a wider audience quickly, social media is likely to be the most effective route, especially product specific posts showing alternative uses. A more targeted approach might also be to contact caravan clubs and campsites with suitable information and buying incentives.