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Doug Van Sach

Doug Van Sach Chief of Staff

Exclusive Blog Posts

Rent a Car While Mall Shopping in Dubai | Amex Car Rental

Rent a Car While Mall Shopping in Dubai | Amex Car Rental

  Dubai Mall is the biggest shopping centre and amusement avenue on the planet. It has more than 1200 retail shops, 160 eating outlets and…

WEBINAR RECORDING - 11 Answers to Your Top BDC Questions

WEBINAR RECORDING - 11 Answers to Your Top BDC Questions

The traditional dealership business model is increasingly sharing space with a digital customer experience. implementing a comprehensive BDC process …

Survey Shows How The Pandemic Has Altered The Way Dealers Offer F&I Options

Survey Shows How The Pandemic Has Altered The Way Dealers Offer F&I Options

Expanded F&I Options Online, Increased Used Vehicle Sales Play a Larger Role in F&I Transactions Today   CHESTERFIELD, MO (June 9, 2021)…

Swapalease Releases Latest Figures on Lease Credit Approvals

Swapalease Releases Latest Figures on Lease Credit Approvals

Lease Credit Approvals Reached 69.9% in May; Down Slightly from 70.7% in April     CINCINNATI, OHIO (June 8, 2021) – S…

[VODCAST] The Millennial Car-Tell - Episode 1

[VODCAST] The Millennial Car-Tell - Episode 1

The Millennial Car-Tell is a Vodcast where you get a Millennial's point of view on all things automotive (not like you were asking). Each month, we have a…

Overcoming the New Threats to Vehicle Sales

Through Affinitiv’s XRM solution, we survey more than 20,000 auto consumers every year who visit a dealer showroom but choose not to purchase a car. We asked the showroom visitors why they didn’t purchase a vehicle and then classified their responses into a few categories. While a person’s financial situation and the vehicle price are the most common reasons not to purchase a vehicle, an increasing percentage of consumers chose not to buy due to inventory-related reasons, e.g. the specific model they wanted was out of stock.  Non-buyers were also more likely to cite concerns with the salesperson as a reason to keep shopping in early 2021 compared to Q4 2020. 

Approximately half of the consumers who did not purchase due to inventory reported that the dealer did not have the exact style they wanted, e.g. wrong color or size of vehicle. For consumers who identified the salesperson as the primary concern, the most common issue was a lack of follow-up related to a specific question a consumer needed to answer before they would purchase the vehicle. Lower staffing levels due to COVID are likely a key contributor to the lack of follow-up by dealer associates.   

Manufacturers and dealers have the opportunity to overcome these new threats by better utilizing smart technologies. For example, Affinitiv’s technology incorporates proven workflows for sales associates to follow when interacting with customers. To ensure customers always receive a response, our technology also incorporates AI-driven chat and emails to respond to requests from leads. Overcoming inventory issues is a far greater challenge for dealers as they are at the end of the supply chain and it can take months to get the exact vehicle a customer wants. A key opportunity for dealers is utilizing intelligent marketing programs to promote the vehicles in inventory a customer is more likely to buy. Driving demand for existing inventory is critical to converting leads into buyers and lessening the likelihood of frustrating customers with the wrong inventory. 

Interested in learning more? Read our latest industry trends guide to keep a pulse on the automotive market. 

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