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Foresight Research Study: The New Car Dealer Sales Experience, One Size Does Not Fit All

ROCHESTER, Mich., July 10, 2013 (GLOBE NEWSWIRE) -- According to the Foresight Research 2013 Dealership Report ©, based on a study of 7,543 recent US new car and truck buyers, not all buyers use the same criteria to choose a dealer or are influenced by the same dealer experience and sales processes. Automotive forecasters believe that older buyers will continue to dominate the new car market for a least a few years, while younger buyers will slowly but steadily enter the market as the economy and job markets continue to recover. Different buyers have different priorities and meeting these expectations impact the outcome – influencing the purchase. This study is about how dealers can modify the sales experience to meet the needs of these different buyer groups and better influence the purchase – the essential goal for improving sales.

Foresight Research found:

  • While 17 different automotive marketing communication channels are analyzed in this study, none are more influential to the purchase decisions of new car and truck buyers than the dealership experience with the exception of prior brand experience. (49% of all buyers this past year report that their dealership experience was highly influential to their decision to purchase the vehicle they did).
  • The average new vehicle buyer today is older (nearly half are over age 55). They are also wealthier and experienced with the buying process. Dealer reputation and relationships are key to this group.
  • Younger buyers (many of them first time buyers) bring a narrower set of expectations into their buying process. These buyers want and need dealer assistance, but one out of four say their dealership experience took too long.
  • Buyers aged 35-54 (representing 37% of current buyers) reflect a mixture of their younger and older counterparts. Like younger buyers, they are very concerned with getting a good price/deal, and financing options. Yet like older buyers, they have high expectations of their dealer experience.

Please contact Foresight Research for more information on the syndicated 2013 Dealership Report©.

Established in 1998, Foresight Research is a diverse team of marketing-driven professionals who specialize in studies focusing on automotive, marine, and experiential marketing with one singular goal: to identify the information, strategies, and best practices that will help you succeed and grow.

CONTACT: Haley Noonan Foresight Research Phone: 248.608.1870 Fax: 248.608.1871 HNoonan@foresightresearch.com 640 West University Drive Rochester, MI 48306 USA http://foresightresearch.com/Source:Foresight Research