Despite widespread adoption of digital retailing by dealers, it still takes nearly three hours to buy a car, and the average salesperson sells only nine new cars per month. The promise of technology to improve efficiency has yet to be realized—largely because the focus has been on adding a widget to the dealer’s website, rather than using technology to empower people and processes. Top dealers embrace technology to provide a guided sales experience (online and in the showroom) that builds customer trust, adds consistency to the process, and accelerates deals to F&I.
