Less Choice Can Be Good For Sales

Even though we now have the capacity, via the Internet, to research vehicle listings endlessly, it doesn’t mean digital marketers can assume that the more choices they offer, the more likely shoppers will be able to find just the right car. You can see evidence of the more-is-better approach in…

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Time Has Come Today

For years, car buyers have put up with a sales process that takes hours on end and wasn’t particularly customer-friendly, so what’s driving the recent movement towards online car buying? Were car buyers of the past that much more tolerant than today’s buyers? I think the change is less about…

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Why technology won’t kill F&I

Thanks to online research and digital retailing tools, close to 80% of the shoppers who come to your dealership are prepared to buy — and, as a result, expect deals to get done faster. That’s great for car sales, but what about F&I product sales? As more dealers get comfortable…

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Be the 1, not the 0.6

Lately, there has been a lot of discussion about ways of improving the digital retailing experience. It’s an interesting time with consumer behavior driving change. Millennials are becoming dominant buyers, and margins continue to get compressed. Those realities won’t change in the foreseeable future, if ever. Technology is enabling things…

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3 Tips For Increasing Lead Conversion

Dealers tell us their number one priority for digital marketing is increasing lead conversion. However, there’s more to reaching online customers than getting them to fill out forms, since we know only 10% of car shoppers will fill out an online contact form or communicate via email. Most car shoppers…

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Online Car Sales and CreditIQ

An increasing number of OEMs and dealers are taking the plunge into online car sales. It makes perfect sense since today’s car buyers want to complete more of the paperwork prior to visiting the dealer, and dealers are looking for ways to shorten in-store transaction times and reduce their sales costs….

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