F&I managers have a difficult job. Not only are they expected to make sales that customers don’t always understand, but their jobs are constantly scrutinized by their employers and consumers alike. In fact, many…
Get Your Customers Off the Emotional Rollercoaster
The Cox Automotive 2018 Emotional Connections Study examined the emotions and pain points that customers experience when purchasing a car. There are some positive highlights related to interactions with a well-informed salesperson, taking a…
The Consultative Approach to Selling
by Mo Zahabi While digital retailing in automotive is on the rise, dealership staff still play an important role in customers’ car-buying experiences. Six in 10 consumers would still want help from dealership staff…
Success Story: Straub Automotive
Superior customer experience is at the core of West Virginia dealer group Straub Automotive. In fact, the four-store group boasts high CSI scores, multiple Honda President’s Awards and two Nissan Awards of Excellence. So…
Go Mobile – Before, During and After the F&I Presentation
With every passing day, we all become more and more reliant on our smartphones and tablets. We can do everything from order dinner delivery to find a new home from the convenience of our…
Titles and the Need for Speed
Customers are continuing to spend less time at a dealership from beginning to end. According to the 2018 Cox Automotive Car Buyer Journey Study, car buyers spend 60 percent of their time online. They…
CBA Live: The Time for eContracting is Now
Andy Mayers, Dealertrack Lender Solutions strategist, recently participated in a panel discussion at retail banking industry event CBA Live. The conversation focused on dealer motivations, eContracting, operational efficiencies and internal dealer issues. From the…
Drive to Success: Improving F&I
Consumers Prefer Buying And Selling Vehicles Online—We Have Seen That In The Most Recent Years. This Week’s Drive To Success Focuses On How You Can Create A Stronger Digital Retail Presence For Your Dealership.
What is Your Strategy to Combat Margin Compression?
Many changes within technology around us cause consumers to behave differently, which in return creates a difficult environment for the auto industry to prosper. In some ways, all of these changes are making our industry stronger, more disciplined, and helps us shift focus where it needs to be—the customer experience.
F&I – Don’t Keep It a Secret
According to the inaugural Car Buyer Journey study commissioned by Autotrader and conducted by HIS Automotive, as of 2016, more than 60% of the car buying process happens online today. For many people, the entire car shopping process, minus the test drive, happens online as the millennial generation is placing more emphasis on digital communication.
J.D. Power: Dealers are willing to pay more for better service and greater efficiency from lenders
According to the J.D. Power 2015 U.S. Dealer Financing Satisfaction Study, overall dealer satisfaction scored 913 (out of 1,000) when using eContracting, compared to 856 when working with lenders who did not use that type of technology. The reason? Dealers are searching for higher levels of service centered around speed, convenience and efficiency.
40 percent or more of your website traffic comes from mobile. Are you ready?
When it comes to car shoppers, many are actually using a smartphone, or tablet, to visit your site, search inventory and conduct those all-important first purchase steps. In fact, according to traffic on the Dealer.com network, more than 40 percent of visits to dealership websites come from mobile devices.
