The old ways of shopping for new cars and trucks in the U.S. are gone for good, a new study recently indicated.
Customers don’t waste time anymore by strolling through multiple dealerships, but prefer to do an advanced research prior to their visit to the dealership.
The study was conducted by Hans-Werner Kaas, McKinsey’s senior partner, and examined what were the buying patterns at dealerships around the world.
The main findings of the study show that nowadays the average buyer visits 1.6 dealerships in order to choose a car, compared to five dealerships 10 years ago.
Managers in the auto industry also recognize the change.
“Those days of going to six or seven dealerships to shop for a car are over. It is not going to happen again. Customers are more savvy,” says Simon Soaf, general manager at Mossy Volkswagen in Carlsbad, Calif.
Soaf attributes the shift to the Internet. Before entering the showroom, he says, customers come in with a pretty good idea of what they want. Armed with the basic information gathered online, potential customers are ready for the test drive right away, and, subsequently, buy their wheels of choice.
“The business has changed,” said Soaf.
Read the full story at CNBC.com.