An in­for­ma­tion age

Lux­ury car buy­ers know what they’re look­ing for

Classic Car Weekly (UK) - - Buying & Selling - STEPHEN BROWN, HANWELLS BENT­LEY AND ROLLS-ROYCE

ÔNice Sil­ver Shad­ows will make proper mon­eyÕ

When was Hanwells es­tab­lished?

The busi­ness started in May 1975, and has dealt solely in Bent­ley and Roll­sRoyce since 1982. I’d al­ways wanted a Rolls-Royce but bought a 1970 Bent­ley T1, re­placed it with a 1971 Sil­ver Shadow and never looked back.

How many cars do you sell?

We sell be­tween 180 and 200 a year, and have been do­ing that for more than 20 years.

How was 2016, and how has 2017 been so far?

Last year was very much up and down – it was a case of feast or famine. The first week of 2017 started off with noth­ing, and the fol­low­ing week we sold eight. Our cus­tomers tend to be in their 30s and older.

Is there still a de­mand for Sil­ver Shad­ows?

Nice cars will make proper money. While there are a lot of Shad­ows out there, there’s a lot of junk too, and there is a large di­vide be­tween what’s worth buy­ing and what’s rub­bish. We’ve sold Sil­ver Shad­ows for £50,000-plus, but they’ll be out-of-the­box, low mileage cars. We cur­rently have a Sil­ver Shadow with just 1500 miles on the clock and that is £75,000.

What about Spir­its and their Bent­ley sib­lings?

Like Shad­ows, nice con­di­tion Spir­its will make sen­si­ble money – a nice one for un­der £20,000 (pos­si­bly a lit­tle more if it’s some­thing spe­cial) and a bad ex­am­ple, £10,000. Nice Bent­ley Turbo Rs will also make good money. We’re find­ing that some buy­ers only want a Rolls-Royce, some only want a Bent­ley. We re­cently had a buyer who wanted a Rolls-Royce and sold him a 1990 Sil­ver Spirit for £16,950.

Has the Ser­aph been for­got­ten, and are they good value?

A lot of peo­ple do want them, but cars need to have low mileage and be in a good colour.

Are buy­ers bet­ter in­formed than they used to be?

Buy­ers are cer­tainly more in­formed than they used to be.

Is ser­vice his­tory the make or break el­e­ment?

Ser­vice his­tory is very im­por­tant, and work should have been car­ried out by main dealers or spe­cial­ists. It’s im­por­tant to buy from a spe­cial­ist.

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