Mark Nicholson

Automotive retail is one of the most competitive consumer markets, with customers buying more vehicles than ever before in recent years. For dealers to succeed over the long term, they need to reconsider how they do business, or risk becoming obsolete to forward-thinking competitors. A shift in automotive retail is disrupting the industry.

When it comes to sales, few verticals compare to automotive. This is an industry that works on a 30-day cycle, so each month is like year-end. While this can create challenges for long-term strategies, it also has some advantages. Dealers always look to end the month strong, and this requires salespeople to always monitor their progress if they’re going to hit their goals. While many marketers will monitor campaigns and other initiatives, it’s not always the case.

The customer experience can drive business success more than many presume. Over half of companies now consider customer service a differentiator, and the new competitive advantage. It isn’t easily replicated, helps differentiate a company, along with other benefits, including word of mouth and referrals. While you strive to exceed expectations with customers, it can be what you do next that further drive growth.