Aug 04, 2015 Car, Sales, Dealership, Economy, Aftermarket
US automotive magazine Wards Auto has published an opinion piece in the current US dealer trend on attaining car sales in a single hour of the client's time. "While some auto-retailing people pursue the seemingly elusive 1-hour car deal, Infiniti’s Jon Finkel is fine with three hours. Or 3.1 hours, to be exact. That represents “the peak efficiency rate” of how long it should take, beginning to end, for a dealer to sell someone a vehicle, says Finkel, director-client experience and training for Nissan’s luxury unit in the U.S."
The article continues: “Any faster than that, you’re skipping steps, such as not asking qualifying questions,” he says. Any longer than that, a dealership risks “wasting a customer’s time.” Infiniti stores average an aggregated 4.6 hours. Toyota’s youth brand Scion is spurring its dealers to strive for 1-hour transactions. It is in part to accommodate Millennial buyers. They’re perceived in some quarters as time-conscious toe-tappers who supposedly want express checkout lanes at dealerships."
"But Finkel is among panelists at an industry conference who decry the idea of dealerships hustling to get customers in and out in 60 minutes."
Read the full article here
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