Technology & Trends For Virtual Dealers


Dealers Agree Mobile Speeds Up Transaction Times, So Why Do Some Resist?

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Dealers Agree Mobile Speeds Up Transaction Times, So Why Do Some Resist?

Sixty percent of dealers not already using mobile tablets say they won’t even consider adopting them in their dealerships

Although a majority of the dealers surveyed believe mobile devices and tablets can speed up the transaction process, 60% of dealers not already using mobile tablets say they will not even consider adopting them in their dealerships.

Why? “Cost”’ is the No. 1 reason, followed by “staff/management resistance to change” and “undefined ROI.” Other reasons given: “sales team turnover” and “can’t see the benefits.” These reasons intrigued us.

First, regarding cost: Although the average tablet costs about $400, the time saved by shaving just one hour from the sales/transaction process could easily create greater sales productivity and additional vehicle sales, translating into cost benefits that could likely pay for a tablet in a day.

Next, regarding resistance to change: We understand this is typical for new technology, but odds are that most dealership staff members, even if they don’t own a tablet, have used these devices and/or have kids who use them. Also, interfaces between smartphones and tablets are almost synonymous.

The good news for those of us who evangelize for technology that can speed up transaction times is that a large percentage of dealers are reaping the benefits of mobile, or intend to in the future.

The survey found that 63% of dealers are either using mobile tablets in the sales department (24%) or considering using them (39%), while 50% are either using or actively considering using mobile tablets in the F&I department.

And those using them are acknowledging their benefits. Of the dealers currently using mobile tablets in their dealerships, the No. 1 benefit cited was “speeding up the sales process” (44%), with “improved CSI” (39%) and “efficiency and consistency of processes” (50%) second and third.

What if each part of the process, from showroom to lot to test drive to F&I, were connected so that rather than leafing through mounds of paperwork, F&I could glide through online document pages, already populated (and dynamically adjusted) with customer information, prequalification, and lender terms on a mobile device?

The reality is that mobile devices and tablets, with the right processes and programs, can greatly enhance an information flow that leads seamlessly to a connected car-buying/selling experience, end-to-end, in the dealership.

This means enables everyone in the dealership involved in the vehicle purchase transaction to be connected—whether on the lot, in the showroom, or on a test drive—and reducing bottlenecks and inefficiencies in the sales and finance process.

Read More About How Mobile Can Speed Up Transaction Times

( | Author –  | Published April 28th, 2017