Category: Uncategorized

Featured Guests: Carol Ottey-James, Sr. Manager of Market & Consumer Research with Cox Automotive gives a behind-the-scenes look at the new Power of Data study. Discover the key types of data Dealers use to manage, make decisions, and drive lifetime value today and how data can be used to generate more business.

Featured Guest: Noah Lee, Director of Product Consulting at Cox Automotive live from the Digital Dealer stage in Las Vegas discussed and shared some of the highlights from their keynote session, 4 Ways to Attract Shoppers Before They Even Submit a Lead, highlighting the new ways to digitally bringing your brand and marketing to life to capture more business. 

Featured Guest: Jeff Flak, Director of Sales Effectiveness with Cox Automotive, breaks down how to easily and effectively utilize the data and insights you already have at your fingertips, to make better marketing and business decisions. By discovering gaps, you’ll learn how to develop strategies to overcome them. driving more opportunities and revenue.

Featured Guest: Micah Tindor, Sr. Director of Strategy at Kelley Blue Book ICO discusses the
true effect both now, and in the future, the recent flood and hurricane natural disasters will have
on the automotive industry and what steps both dealers and consumers
should take in order to protect inventories, support the community, and successfully move
forward.

Featured Guest: Jimmy Douglas, Founder and CEO of Plug shares his deep EV expertise and forecasts around the past, present and future state of EV buyers and what shifts and changes dealers and the industry on a whole should be making in order to take advantage of a growing marketplace for both new and used EV vehicles.

Featured Guests: Marianne Johnson, Chief Product Officer at Cox Automotive and Micah Tindor, Sr. Director of Strategy at Kelley Blue Book ICO, discuss how AI-driven tools are revolutionizing customer engagement, inventory management, marketing, and service operations for automotive dealers, enhancing profitability and efficiency.

Featured Guest: Brian Finklemeyer, Senior Director, Insights and Advisory with Cox Automotive shares the challenges currently facing automotive dealers, like rising inventories, higher interest rates, and affordability issues. Despite these “party crashers” impacting profitability, learn the strategies dealers can adopt to gain and protect revenue.

Featured Guest: Vanessa Ton, Senior Manager of Research and Market Intelligence of Cox Automotive gives an inside look at the highly anticipated key results of the 2023 Car Buyer Journey Study and reveals what actions Dealers, OEMs and the industry should take.

What is Automotive Desking 

Importance of Desking in Car Sales 

Tools and Software Used in Desking 

Benefits for Dealerships and Customers 

Tips for Effective Desking 

Future Trends in Automotive Desking 

What is Automotive Desking? 

Automotive desking is the process of crafting a car purchase proposal that aligns with both the customer’s needs and the dealership’s profit goals. This art and science involves gathering all pertinent information about the buyer, including their credit score, desired vehicle, and trade-in details. Using advanced automotive desking tools, sales managers can then present multiple financing options, showcasing the best possible deals. The objective is to create a transparent, attractive offer that the customer finds irresistible, thereby closing the deal efficiently. 

Importance of Desking in Car Sales 

The significance of desking in car sales cannot be overstated. In an industry where competition is fierce and customer expectations are high, the ability to present well-structured deals quickly can be a game-changer. Desking enhances the sales process by providing clarity and precision while reducing the time spent on negotiations. For dealerships, this ultimately results in greater customer satisfaction. When customers see transparent, well-calculated offers, their trust in your dealership grows, fostering long-term relationships and repeat business. 

Tools and Software Used in Desking 

Today’s automotive desking software is designed to create a seamless buying experience for both buyers and salespeople. With advanced integration technologies, dealers can effectively leverage data to craft tailored deals that meet the specific needs of consumers, enhancing the overall process. the tools and software that enable these processes enable real-time access to manufacturer incentives, bank rates, and credit reports, all delivered through an intuitive interface. For instance, VinSolutions provides a comprehensive desking solution that allows dealerships to tailor proposals, compare deals side by side, and send offers directly to customers via text or email. 

Benefits for Dealerships and Customers 

Utilizing automotive desking tools significantly enhances the buying experience for customers. These tools streamline the process, leading to greater transparency and speed, which means consumers enjoy a more satisfying and efficient purchase journey. Customers receive clear and detailed proposals that outline all financial aspects, empowering them to make informed decisions with confidence. Ultimately, these innovations ensure that buyers feel valued and well-informed throughout their car-buying experience. 

5 Tips for Effective Desking 

Effective desking requires a blend of strategy, technology, and customer insight. Here are some tips to master the art of desking a car deal: 

• Know Your Customer: Gather as much information as possible about the buyer’s financial situation and preferences. 

• Leverage Technology: Use advanced automotive desking software to streamline the proposal process and ensure accuracy. 

• Be Transparent: Present clear, detailed offers that outline all costs and terms, building trust with the customer. 

• Stay Updated: Keep abreast of the latest manufacturer incentives and bank rates to offer the most competitive deals. 

• Train Your Team: Ensure your sales team is well-versed in using desking tools and understands the importance of customer-centric proposals. 

Future Trends in Automotive Desking 

The future of automotive desking promises even more innovation and efficiency. As technology continues to evolve, dealers can expect desking solutions to benefit from artificial intelligence and machine learning. These advancements will enable even more precise deal structuring, predictive insights, and personalized customer experiences.  

Automotive desking stands as a pivotal element in the car sales process, blending technology and strategy to create compelling deals that benefit both dealerships and customers. By understanding its importance and leveraging the right tools, dealerships can enhance their operations, build stronger customer relationships, and drive greater success. Explore the world of automotive desking and discover how it can transform your dealership’s approach to sales. 

Take a New Approach to Retailing  

Learn more about the digitization of automotive retailing in our new guide, Build Shopper Trust with a New Approach to Retailing. This eBook from VinSolutions uses insights from the 2023 Cox Automotive Digitization of Car Buying Study to help you build more profitable deals.