One of the main drivers behind the online retailing revolution is the growing number of car buyers who are losing patience with the time spent at the dealership in order to close the deal. Consumers have become increasingly adept at researching models and negotiating the sales price online. That leaves the F&I process as the … Read more
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 a change in tolerance levels … Read more
Dealers often take an “all or nothing” stance when it comes to digital retailing. For those dealers that fall in the later category, they justify it by pointing to studies showing that maybe 5% to 10% of consumers might be ready to purchase their next car completely online. On the surface, it does seem a … Read more
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 with the idea of incorporating … Read more
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 like never before. Given that … Read more
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 visit your site for information … Read more
The proliferation of mobile and eCommerce for retail purchases is the new normal. No matter how different or how unique we think the car buying process is, today’s consumer is forcing us to adapt to their desires. The dealership’s website is typically the first thing a consumer sees and your digital presence has an immediate … Read more
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. In support of this growing … Read more
As automotive sales have recovered and then outpaced previous records, a few techniques are driving market growth. The major industry trends are simple: cutting edge digital sales techniques are transforming the sales process towards volume once again. Two methods stand out: (1) fully online sales, and (2) in-store closing processes, where dealers are now transitioning … Read more
