Most dealers have adopted AI in some form. The Q2 findings from our recent AI in Auto Retail Tracker found that 82% of dealers currently use it. But adoption isn’t the same as having it figured out.
In this episode of Automotive News: Up to Speed, Derek Hansen, SVP of Dealer, Lender and Inventory Management Solutions for Cox Automotive, joins host Emma Hancock to talk about where we see the biggest opportunities while it’s still early.
So far, much of the industry’s AI focus has been on the shopper conversation: responding to leads faster, following up better and showing up in search. That work matters. But the money in auto retail is made earlier, when dealers decide what to pay for a vehicle, how to price it and which repair to recommend.
Hansen explains how AI is changing appraisals by giving appraisers the full history of the vehicle being considered, including repair orders from the service department. He also covers how real-time application screening helps F&I managers spot possible fraud and take a second look.
In each case, people still make the call. AI changes how much they know when they make it.
Hansen’s advice for dealers: Don’t go shopping for new AI tools. Start with the decisions your team already makes every day, and let AI help your team see the full picture.
Our Q3 AI in Auto Retail Tracker findings are coming soon, so check back for the latest on how dealers and consumers are putting AI to work.
