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2018 Cox Automotive Car Buyer Journey

Study: Dealers can overcome car buyer time in market decline by connecting online early

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Article Highlights

  1. Dealers should direct their attention to reaching online car shoppers as early as possible and enhancing their in-store experience to best navigate United States consumers’ car-buying behavior, says a recent study.
  2. With car buyers spending a total of four less days in market for a car compared to last year, dealers have less to time to reach new consumers, according to the Cox Automotive "2018 Car Buyer Journey Study".
  3. The study suggests that dealers who want to remain competitive can close more deals by being accessible online and ready to help car buyers when they walk in.

Dealers should direct their attention to reaching online car shoppers as early as possible and enhancing their in-store experience to best navigate United States consumers’ car-buying behavior, says a recent study.

With car buyers spending a total of four less days in market for a car compared to last year, dealers have less to time to reach new consumers, according to the Cox Automotive “2018 Car Buyer Journey Study”.

The study suggests that dealers who want to remain competitive can close more deals by being accessible online and ready to help car buyers when they walk in.

Only one in three car buyers know the specific vehicle they want to drive when they start shopping, according to research. And covering new versus used preferences, forty percent of new-car buyers considered new and used purchases, while 55 percent of used-car buyers considered both, the study showed.

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