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10 TRANSFORMING TRENDS THAT SHOW THE NEXT STEP OF CAR SALES WILL BE ONLINE
DRIVEN!

 * Jun 9, 2022
 *  – 5 min read

The year of 2020 has come with several, unpredicted happenings and an
accelerated digitalization has for a lot of businesses been a must. Not least
for the worldwide automotive industry where the physical showrooms have echoed
empty. Listed in this piece are 10 transforming and astonishing trends to be
aware of…

 1. Online car sales are increasing rapidly.

As of today, a number of 63% of automotive consumers are considering buying a
car online within the next five years. The trend of buying your car without
having to visit a dealership has accelerated during 2020 and the number of car
dealers who are investing heavily in their online showroom is growing by each
day. Some of the world’s most known car manufactures such as BMW and Volkswagen
have already put huge invests in their digital platforms. Major automotive
brands such as Mercedes-Benz also believe that in 2022, a quarter of new and
used vehicle sales will be completed online.

2. Purchase decisions are increasingly made online.

The major growth of e-commerce in general is driven by a rapid digitalization as
well as a changed buying behaviour at the consumer. The auto sector has for a
long time been one step behind in enabling this new trend, but as the visits to
dealerships across the world has decreased during 2020, the need for a more
digital buying solution has become necessary. When the consumer is being
provided with a, detail-oriented, more lifelike online presentation, a large
proportion of auto consumers is even adapting to the extent that buying a car
entirely online, doesn’t feel completely foreign.  

3. Car dealers are putting huge invests in digital services.

Since the physical visits to automotive showrooms has decreased dramatically,
selling efforts are being put where the consumer has moved – Online! In order to
stay interesting and relevant, car dealers are also putting huge invests in
offering a customer experience comparable to a physical one.  A much prominent
and appreciated concept is to deliver a dynamic presentation instead of a static
one.

4. Consumers have a tendency to buy in particular used cars online.

According to Smilee 51% of auto consumers are interested in buying a used car
online, as long as they are being provided with the important information they
need about the car in a trustworthy way, in order to make a safe purchasing
decision.

5. An excellent customer experience is more important than pricing.

64% of auto consumers estimate that the customer experience is way more
important than the actual price when buying a car online. The customer service
plays a crucial part and the huge importance of proper online services becomes
even higher at times where the consumer first and foremost can be found online.
 

6. Disloyalty is the new normal.

Today, only 8% of consumers are strictly loyal to a specific car brand and 57%
of consumers are loyal to whatever brand that offers the best customer
experience. To capture loyalty, the consumers’ requirements needs to be in focus
during each part of the buying journey. 79% of consumers even say that brands
need to prove that they really understand their customers, as well as making a
great first impression, in order for them to buy any products from a specific
provider.

7. In the case of electric cars, the buying behaviour is different and much more
at the forefront.

When it comes to electric vehicles, customers make decisions much faster, which
means a car salesman must be prepared to respond immediately to consumer
signals. Electric car buyers are often called “early adopters” and very
interested in new innovations and therefore are very willing to make fast
purchases, in store as well as online.

8. The car trade is becoming increasingly transparent.

During this digital age, information is everywhere to be found and it’s
available to consumers more than ever before and information is also being
actively sought more than ever before. In other words; Consumers have plenty of
offers, which requires every car dealer to practice major, consumer-oriented
strategies. They must be able to anticipate and adapt quickly to their
consumers’ needs and offer an extremely conveying and compelling service.

9. Videos and online chat sell cars more than ever.

In the near future, all information must be transferred directly to the
customers’ home sofa. Consumers want information about the car’s history,
equipment, previous owners, service offerings, delivery times, insurance and
potential damage in the most effective way possible. Videos and online chat are
mediums that play an important role in the customer’s purchasing decisions. The
future of the automotive industry must therefore be based on a rapid
communication, characterised by a trustworthy provider.

10. The future forecast of car trading online is very bright.

Six years ago, the forecast estimated that 4% of car sales would take place
online by 2020. In 2018, the analysis company Frost & Sullivan estimated that
approximately 618.000 digital purchases were made that included payment. Last
year, the number had increased to 825.000…  The future scenario estimated by the
analysis company is 6 million digital purchases in 2025.

Source:
https://smilee.io/sv/bilhandelns-framtid-10-fakta-om-bilforsaljning-online/

Source: https://ww2.frost.com/

Source:
https://www.mobilepaymentstoday.com/news/frost-sullivan-forecast-shows-online-car-sales-to-reach-6-million-by-2025/


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