Doug Van Sach

Company: Affinitiv

Doug Van Sach

Affinitiv

May 5, 2021

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. 

Doug Van Sach

Affinitiv

Chief of Staff

279

No Comments

Recommended Posts

Best Auto Sales

Visit Best Auto Sales to find your next ride from our selection of used cars in Auburn, AL. We’re a reliable used car dealer offering certified pre-owned vehicles and auto financing solutions. Discover flexible financing options to fit your…

Best Auto Sales

Best Auto Sales

4
17 hours ago

Hulsizer Chevrolet

Hulsizer Chevrolet is your go-to Montgomery Chevy dealer for excellent sales and service. Finding your next ride? Choose from a wide selection of new Chevrolets for sale, used Chevrolets for sale, or certified pre-owned Chevrolets for sale. As a Chev…

Hulsizer Chevrolet

Hulsizer Chevrolet

6
Yesterday

FL Auto Sales Group

Florida Auto Sales Group specializes in custom Broncos for sale. We offer nationwide sales and modifications, with many buyers from out-of-state locations like NY, CA, TX, and VA. Whether you're searching for a new Ford Bronco for sale or want to…

FLAuto SalesGroup

FL Auto Sales Group

14
3 days ago

FL Auto Sales Group

Florida Auto Sales Group specializes in custom Broncos for sale. We offer nationwide sales and modifications, with many buyers from out-of-state locations like NY, CA, TX, and VA. Whether you're searching for a new Ford Bronco for sale or want to…

FLAuto SalesGroup

FL Auto Sales Group

14
3 days ago

Bakersfield Hyundai

Bakersfield Hyundai is a premier Hyundai dealer in Bakersfield, CA, dedicated to providing the best customer experience when shopping for a new Hyundai car or a used Hyundai car. Our friendly and knowledgeable team at Bakersfield Hyundai will guide y…

Bakersfield Hyundai

162
Last Week