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[USER=7]@joe.pistell[/USER] and I were on the phone earlier talking about how few product managers have dealership experience. It feels like so much of what technologists focus on is driven by some bad car buying experience that can all be solved by more tech. The thing is so many of these product managers do not realize it takes a human to sell a car to another human because car buying is emotional. Digital retailing is the perfect example of the absence of the human touch that gets the customer over that last mile. In that technology, a shopper enters the digital retailing "tunnel" to enter a trade, credit, downpayment, and is then presented with numbers. I would be so bold to predict the number of people coming out the other end of the tunnel to buy a car is on par with the number of people who are laydowns on the floor. Most aren't. Most need a second or third or fourth pass to hear "this is our best deal!" Or the one price store personnel to give the customer that final pat on the butt saying "you are making a good decision."So, I'll leave this for the techies building product for car dealers: emotional people need emotional salespeople to make buying decisions. If you apply logic and reason to a car deal, you ain't selling a lot of cars.
[USER=7]@joe.pistell[/USER] and I were on the phone earlier talking about how few product managers have dealership experience. It feels like so much of what technologists focus on is driven by some bad car buying experience that can all be solved by more tech. The thing is so many of these product managers do not realize it takes a human to sell a car to another human because car buying is emotional.
Digital retailing is the perfect example of the absence of the human touch that gets the customer over that last mile. In that technology, a shopper enters the digital retailing "tunnel" to enter a trade, credit, downpayment, and is then presented with numbers. I would be so bold to predict the number of people coming out the other end of the tunnel to buy a car is on par with the number of people who are laydowns on the floor. Most aren't. Most need a second or third or fourth pass to hear "this is our best deal!" Or the one price store personnel to give the customer that final pat on the butt saying "you are making a good decision."
So, I'll leave this for the techies building product for car dealers: emotional people need emotional salespeople to make buying decisions. If you apply logic and reason to a car deal, you ain't selling a lot of cars.
