Digital Retailing Articles, Insights & Research | Cox Automotive Inc.

Case Study: The Art of the Digital Deal 09/24/2019 OPENING VIRTUAL DOORS Driver’s Village has always prioritized its customers wants and needs. Faced with the harsh winter climate of upstate New York, the group converted an obsolete 90-acre regional mall into the country’s only auto mall with 20 franchises under one roof. This unique business model made shopping easier and more pleasant for customers. So, when digital retailing took off and a segment of customers… Read Article

Digital Retailing Case Study

Make Meaningful Connections & Sell an Experience 09/11/2019 Here we are in 2019, and it’s fair to assume that just about every dealership general manager or sales manager in America has heard about digital retailing. It’s also a reasonable assumption that some are all-in when it comes to adopting digital retailing, while others remain skeptical – and even more are unclear about the potential benefits to their business. The confusion is understandable. On its… Read Article

Digital Retailing Marketing Sales

So You Bought a Digital Retail Solution. Now What? 06/13/2019 You took the step and made the investment in digital retailing. Congratulations! Now comes the hard part: implementation. To do it right, it takes the right attitude, a strategic plan, and a relentless focus on the team. Below are some best practices that will help you get from implementation to results in less time – and with less heartache. Shift Your Perspective Leads: Digital retailing creates… Read Article

Digital Retailing Marketing Sales

2019 Car Buyer Journey Study 06/04/2019 CONSUMERS INCREASINGLY FEEL THAT OWNING A CAR IS TOO EXPENSIVE Nearly half of consumers feel like owning or leasing a vehicle is becoming too expensive (see Diagram A).1 The percentage of vehicles costing more than $50K has, in fact, grown from 6% in 2012 to 23% in 2018. This increase in new car prices, coupled with rising interest rates, has created a bigger gap between new… Read Article

Digital Retailing Research shopper insights Car Buyer Journey Sales Marketing

Case Study: Closing Deals with Digital Retailing 03/26/2019 OVERVIEW: A DIGITAL TRANSFORMATION Founded in 1988 in Sioux Falls, South Dakota, family-owned Frankman Motor Company is now the largest independent used car dealership in a five-state area. It stocks approximately 250 vehicles at a time, in addition to over 90 classics from the 1920’s and beyond that ships to buyers across the globe – the majority who buy sight unseen. The experience with its classics… Read Article

Digital Retailing Case Study Sales

Making Car Buying Cool Again 02/07/2019 If you’re a dealer who hasn’t embraced digital retailing – you’ve already fallen behind the pace of commerce. You could blame Amazon for its convenient, right time/right product/right place approach to online commerce, and you would not be far off: The “Amazon Effect” has disrupted many retailers. Yet while people think of the Amazon Effect in terms of shuttered brick and mortar stores, the real impact… Read Article

Digital Retailing Sales

Optimizing Rebates & Incentives for Digital Retail 02/04/2019 The Source of Disconnect Between Dealers and Consumers The automotive retail industry has historically provided consumer incentives for use directly to dealers. Once the information was passed along, dealers chose how to share (or not to share) these offers with consumers. Incentives have been used within desking tools and advertising campaigns with little to no method for consumers to select the incentives that fit their transaction… Read Article

Digital Retailing Research Rebates & Incentives Sales

Working Deals in a Digital World 09/14/2018 Dealerships have arrived at a moment of unprecedented opportunity, where it’s now possible to drive increased efficiency, profitability — and even customer loyalty — at the same time. More and more, car shoppers are ready to start — and even make — deals online. Thanks to a convergence of high consumer expectations, rapidly evolving technologies and a greater understanding of online behaviors, the stage has been… Read Article

Digital Retailing Dealership Experience Customer Handling Marketing Sales

Boost efficiency with a faster, more enjoyable car-buying process 07/09/2018 Here’s why things are changing and why connected retail operations are so important to your business These are challenging times for dealer operators. Business is good, but that doesn’t mean there aren’t issues keeping you up at night, bedeviling today's profitability and compromising your store’s future. At issue is a conundrum with no easy answer: the need to reduce costs and improve the efficiency of the… Read Article

Digital Retailing CRM Fixed Ops Dealership Experience DMS customer satisfaction Operations

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Out-Retailing the Competition: Prepare for Today’s Preferred Buyer Experience 06/27/2018 SAAR is leveling and an increasing supply of used cars is creating price pressure on new cars. This more competitive marketplace is making every point of market share even more valuable. The way to gain that market share is by delivering a better car-buying experience where digital buying options play a central role. Cox Automotive’s Future of Digital Retail Study reveals that 83% of consumers want to start… Read Article

Digital Retailing customer satisfaction Sales