Navigating the Evolving Car Buyer Journey with Cox Automotive | Car Buying Journey Study Findings

Dealer Talk With Jen Suzuki

Free learning series - coxautoinc.com/thecompleteprofitpicture

Join us in this insightful episode as we sit down with Jade Terreberry, Senior Director of Strategic Development from Cox Automotive Group to delve into the findings of their 14th annual car buying journey study. Jade shares valuable insights on the evolving landscape of automotive retail and consumer behavior.

In this episode, Jade emphasizes the importance of every touchpoint in the car buying process, highlighting the significance of timely and relevant communications. With the average consumer receiving three trade value offers, the spread can be as wide as $2,000, underlining the need for a sophisticated buyer experience that values data and research.

Gone are the days when the focus was solely on the right car at the right price. Today, consumers seek personalized communication and relevant content, even in virtual interactions with brands and dealerships. Some customers prefer self-guided research and the flexibility to engage at their own pace, whether in person or remotely.

Jade sheds light on the concept of "distance retailing," where customers are willing to travel beyond their local market for the right experience and information. With a shortage of used cars on the market, the emphasis is on having experts with rapid response times and efficient communication channels to meet consumer expectations.

Trust is paramount in today's car buying journey, with consumers expecting seamless interactions and quick access to information across various touchpoints. Jade highlights the importance of adapting sales approaches to align with modern consumer preferences and ensuring a non-linear, streamlined experience that resonates with today's tech-savvy buyers.

Tune in to discover how Cox Automotive Group's insights can help dealerships navigate the changing landscape of automotive retail and elevate the customer experience to new heights!

Dealer Talk with Jen Suzuki Podcast |[e-mail] | 800-625-1590 | edealersolutions.com

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