- Jun 12, 2019
- 2
- 0
- First Name
- Russ
Even after years of presenting at different auto conferences and show, I love speaking with dealers and partner clients about the state of the industry and the impact of vehicle merchandising. I learn just as much as I teach.
During a recent presentation, I revealed the three truths that remain constant in the realm of merchandising, while sharing some of the success JD Byrider has by prioritizing and revolutionizing their approach to vehicle merchandising.
Technology is changing
Technology is evolving into a smarter, faster and more convenient
resource. Progressive dealerships like JD Byrider are taking advantage
of tools that can automate and streamline their merchandising process.
Creating a meaningful connection with car shoppers begins by
producing an immersive listing for them to engage with. Techniques like
photo backgrounding and 360-degree displays make the vehicle as the
focal point of the listing. In fact, 73% of shoppers who browsed or
bought/leased thought 360 displays were very important and 80% thought
it reflected well on the dealership.
“By integrating with 360 technology, our store operators are able to provide an elevated online experience that will separate them from competitors and enable customers to easily shop our inventory from anywhere on any device,” Marie Lafkiotes, Chief Marketing and Digital Officer of JD Byrider, shared during the presentation. “This is a key component of our digital transformation.”
They also focus on text and their vehicle descriptions. Traditionally they have been a time-consuming part of any merchandising process, but software to automate this detail of a listing is becoming more palatable across the industry. Vehicles with descriptions receive 27% more Vehicle Details Page (VDP) views than those without and are prioritized higher on the Search Results Page (SRP) of listings websites like Autotrader due to relevancy.
Consumer behavior is evolving
Car buyers are changing the way they shop as a direct result of
changing technology. Thanks to applications like Uber and Netflix,
consumers expect highly personalized experiences that give them exactly
what they are looking for with less effort.
Car shoppers continue to spend less time in market, down to 96 days
according to the newest Cox Automotive research. They’re shopping in new
places, like social media platforms. Successful dealers are seeing
tremendous growth in engagement on places like Facebook Marketplace,
largely because they are promoting their inventory where shoppers are
already spending their time.
Not only that, but shoppers are visiting only one dealership on
average. Meaning, if you can provide the content shoppers are seeking
and get them to your physical lot, your chances of turning a vehicle
increase.
To win, you need to measure
I talk a lot about the importance of proper tracking and measurements
to determine success. Track how long it takes to get a vehicle from
reconditioning to fully merchandised an online. Can you find ways to
reduce this time?
Keep an eye on which images are getting the most views on a listing
page and consider focusing on those. If you can’t get a full set of
images on a listing right away, try again at a different time in the
merchandising process because vehicles with just a single custom photo
receive 193% more VDP views than one with a stock image.
Conclusion
Remember, competition is getting fiercer and dealers are getting incrementally better. Adopting simple changes in each of these areas, much like JD Byrider has done, will improve your brand differentiation while supplying the personalized experience shoppers are demanding, setting you up for long-term success.
During a recent presentation, I revealed the three truths that remain constant in the realm of merchandising, while sharing some of the success JD Byrider has by prioritizing and revolutionizing their approach to vehicle merchandising.
Technology is changing
Technology is evolving into a smarter, faster and more convenient
resource. Progressive dealerships like JD Byrider are taking advantage
of tools that can automate and streamline their merchandising process.
Creating a meaningful connection with car shoppers begins by
producing an immersive listing for them to engage with. Techniques like
photo backgrounding and 360-degree displays make the vehicle as the
focal point of the listing. In fact, 73% of shoppers who browsed or
bought/leased thought 360 displays were very important and 80% thought
it reflected well on the dealership.
“By integrating with 360 technology, our store operators are able to provide an elevated online experience that will separate them from competitors and enable customers to easily shop our inventory from anywhere on any device,” Marie Lafkiotes, Chief Marketing and Digital Officer of JD Byrider, shared during the presentation. “This is a key component of our digital transformation.”
They also focus on text and their vehicle descriptions. Traditionally they have been a time-consuming part of any merchandising process, but software to automate this detail of a listing is becoming more palatable across the industry. Vehicles with descriptions receive 27% more Vehicle Details Page (VDP) views than those without and are prioritized higher on the Search Results Page (SRP) of listings websites like Autotrader due to relevancy.
Consumer behavior is evolving
Car buyers are changing the way they shop as a direct result of
changing technology. Thanks to applications like Uber and Netflix,
consumers expect highly personalized experiences that give them exactly
what they are looking for with less effort.
Car shoppers continue to spend less time in market, down to 96 days
according to the newest Cox Automotive research. They’re shopping in new
places, like social media platforms. Successful dealers are seeing
tremendous growth in engagement on places like Facebook Marketplace,
largely because they are promoting their inventory where shoppers are
already spending their time.
Not only that, but shoppers are visiting only one dealership on
average. Meaning, if you can provide the content shoppers are seeking
and get them to your physical lot, your chances of turning a vehicle
increase.
To win, you need to measure
I talk a lot about the importance of proper tracking and measurements
to determine success. Track how long it takes to get a vehicle from
reconditioning to fully merchandised an online. Can you find ways to
reduce this time?
Keep an eye on which images are getting the most views on a listing
page and consider focusing on those. If you can’t get a full set of
images on a listing right away, try again at a different time in the
merchandising process because vehicles with just a single custom photo
receive 193% more VDP views than one with a stock image.
Conclusion
Remember, competition is getting fiercer and dealers are getting incrementally better. Adopting simple changes in each of these areas, much like JD Byrider has done, will improve your brand differentiation while supplying the personalized experience shoppers are demanding, setting you up for long-term success.
