Karl Hamer has made a rapid return to the motor retail industry after being appointed franchise director for Lookers' Vauxhall market area in Birmingham. Hamer, who was managing director at Midlands-based Hamer Group which collapsed in March, believes his knowledge of the local area and its customer base will help Lookers to boost Vauxhall sales penetration.

“This Vauxhall territory previously had several different dealership owners - now they are under one ownership and we need to give customers a consistent message,” he says. “Key to expanding sales is developing people and process. The businesses are not performing to Vauxhall's national sales penetration averages and we need to bring them together as one instead of competing against each another.”

Lookers took control of the important Birmingham territory in February after purchasing two dealerships from Ryland Group and 452 Motor Company in Castle Bromwich. The territory is turning over around £65m a year, but Lookers is confident it can increase this to £80m with further investment.

It is believed to be close to finalising agreements with remaining independent Vauxhall outlets, which would complete a £6m programme in the market area. Hamer is putting together a development plan to take the business forward. It is likely to include relocating a couple of showrooms to larger premises.