Because Dealers DEMANDED leads, leads and more leads. Any vendor that cannot deliver MORE LEADS got defunded.
WHY did Dealers demand more leads?
1. The internet began as a separate department (that SHOPPERS forced them to create).
2. The variable ops payplan shifts store performance down to the sales rep. All a manager has to do is GET MORE LEADS.
THis is why the entire auto retail industry has low to no innovation and it's tech is many years behind.
Carvana's CEO sales grew +40% YoY and did it with less leads and more sales per rep.
It's that simple.
