- Only 17 car shoppers and buyers out of 4,002 — less than 1% — chose the current process as their ideal experience.
- Consumers also want to start the deal online before arriving at the dealership: 56% like to start the negotiation on their terms and 45% like being anonymous to the dealer until they lock in a deal. Being able to build the deal online helps them achieve these goals.
- Once a consumer has a better understanding of F&I products, they are more open to hearing about them from the F&I manager: 63% of consumers are more likely to purchase F&I products if they can research them on their own time before finalizing a vehicle purchase (e.g., online).
Dealers who weathered the 2008 financial collapse likely know that you must adapt to survive in today’s increasingly competitive and rapidly changing automotive marketplace. When it comes to car shopping, consumers are making informed decisions and calling the shots more than ever before. As a result, many traditional sales tactics are largely falling by the wayside and the dealerships that adapt are the ones most likely to thrive. This situation is impacted by a disconnect between online shopping activity and in-store sales processes that illustrates a gap in customer-dealer engagement. This white paper focuses on a potential solution to this dilemma: a sales process that integrates online and offline activities, and provides consumers with more autonomy and transparency while reducing the amount of time customers spend in-store.
The Best of Both Worlds
Download the white paper to learn about a potential solution to this dilemma: a sales process that integrates online and offline activities.Download