59%
THE AMOUNT OF TIME
BUYERS ARE SPENDING
ONLINE BEFORE THEY
PURCHASE A VEHICLE AT
A DEALERSHIP
3
We've seen Tesla and Carvana among
others experiment with a direct-to-
consumer model that aligns with instant
gratification buying experiences that
customers have come to expect. This
model of sales hasn't been warmly
welcomed by the industry or legislation,
however, but there are steps you can
take to meet customer expectations, like
direct, personal communications.
Buyers are largely mobile first—
conducting research and more easily
reached via mobile devices. Help
customers take steps toward your
showroom with an easily navigated,
mobile-optimized site. Stay top of
mind with customers by sending
rightly timed communications by mail
or online that match their place in the
buying journey. Dealers can learn where
customers are in their buying journey by
utilizing predictive analytics.
Learning more about customer buying
behavior can provide enough insight
to predict if or when they're likely to
buy, and what is motivating them to
purchase. This helps you turn a potential
sale into a sure thing, and avoids wasting
time courting customers who simply
aren't ready.
MEET THEM
WHERE THEY ARE
2
3
"2016 Car Buyer Journey Study," Cox Automotive
