Learn how to efficiently and effectively contact customers who have engaged with Automotive Marketing Platform campaigns. In this video, we provide some pointers on responding to AMP tasks and leads within VinSolutions CRM.
Key Highlights:
Learn how to unlock the full potential of your Automotive Marketing Platform (AMP) with this quick and comprehensive video!
Whether you’re a sales agent, BDC Rep, or sales manager, this video will guide you through the essential steps to efficiently manage your AMP tasks and leads. Learn how to stay organized, prioritize your tasks, and ensure your team is on track, all within a few quick clicks. Watch now to enhance your productivity and deliver exceptional customer experiences with ease!
Discover how the Opportunity List in Automotive Marketing Platform can enhance your sales strategy by providing a centralized hub for high-potential prospects. This tool leverages Cox Automotive’s proprietary data to prioritize leads most likely to convert, including customers ready to buy, actively shopping, or nearing the end of their lease or loan.
Integrate this powerful resource into your existing workflow, whether for task replacement or data mining, and collaborate with your Marketing Account Manager to tailor its use to your strategy.
In this panel from the Fixed Ops Roundtable, Skyler Chadwick (Cox Automotive) and Tully Williams (Niello Company) discuss how to rethink your service scheduling strategy, offering actionable insights service department managers can use to bring more customers into the service lane. Learn how your marketing and service software can work together to maximize every hour and drive more dollars per RO.
The 2024 Cox Automotive Car Buyer Journey Study is more than just a snapshot of consumer behavior—it’s a roadmap for dealership success in the year ahead. With new-vehicle buyer satisfaction at an all-time high and digital tools playing a bigger role than ever, now is the time to turn insight into action.
Here’s your five-step action plan to meet rising buyer expectations, streamline operations, and stay ahead of the competition in 2025.
What the Study Says:
75% of new-vehicle buyers reported being satisfied with their overall shopping experience—the highest level ever recorded. This surge in satisfaction is largely driven by dealership investments in digital tools.
Your Move:
Audit your current digital touchpoints. Are you offering a seamless online-to-in-store experience? Dealertrack’s connected solutions help you streamline the buying process, reduce friction, and deliver the kind of experience today’s buyers expect.
What the Study Says:
72% of new-vehicle buyers visited third-party sites during their journey, and 58% visited dealership websites. These buyers are more engaged—and more satisfied.
Your Move:
Meet buyers where they are. Create an omnichannel experience by offering digital tools that allow customers to start and even complete the purchase process online. With Dealertrack, you can enable remote signing, digital F&I, and funding packages that work across devices—giving your customers control and convenience.
What the Study Says:
Car buyers are spending more time shopping—but not on paperwork. They’re investing time in test drives and learning about features, not sitting in the dealership offices.
Your Move:
Use Dealertrack to minimize in-store transactional time. Create workflows that allow your team more time to focus on high-value interactions, and less time on manual tasks. The result? A more efficient dealership that enables faster transactions, less duplicate entry, and more of the pre-work already completed by the time your customers arrive in-person.
What the Study Says:
Only 34% of new-vehicle buyers and 41% of used-vehicle buyers felt prices were higher than expected—a notable improvement from previous years.
Your Move:
Buyers feel more empowered when they have more information up-front about financing options, choosing their payment plans, and being part of the pricing conversation. Partner with Dealertrack to implement a range of fixed ops, financing, and analytics solutions that improve efficiency and deliver an open and transparent experience for your buyers.
What the Study Says:
“Mostly digital” buyers spent just 2 hours and 15 minutes at the dealership—compared to over 3 hours for “light digital” buyers. They were also more satisfied and more trusting of the deal.
Your Move:
Put your financing options online. Let customers explore payment plans, add products to their deal, and complete financing before they arrive. Dealertrack makes it easy to digitize the F&I process and deliver a faster, more transparent experience.
The future of car buying is digital, efficient, and customer-first. With Dealertrack, you can turn these insights into action—and action into results.
Learn more about the results of the Car Buyer Journey Study and see the infographic here:
Explore the tools that help you deliver the experience today’s buyers expect at https://www.dealertrack.com.
The most successful dealerships always put people first. It’s a tried-and-true formula that has endured the test of time, not only in automotive retail, but in the wider business world. So, what role does a decidedly non-human artificial intelligence play in the next generation of automotive sales, and why are so many dealers finding success with AI?
Even with the rapid emergence of AI and other modern convenience technologies (including automation), one thing hasn’t changed: Dealerships want to connect with car shoppers in a way that feels real. The irony of AI is that it’s empowering dealers to connect with shoppers better than ever before. It’s not removing the “real” human element, it’s actually helping dealers and consumers connect faster, more confidently, and more efficiently.
According to a recent Cox Automotive study, car shopper satisfaction is at an all-time high. So, what’s behind the numbers? Mark Vickery, AVP of Performance Management at Cox Automotive, attributes the rise in consumer satisfaction to an increase in personalization. In fact, those dealerships that are seeing the biggest gains are proactively providing more personalization, transparency, and control.
When a shopper feels like the sales team knows them—not just their name, but their shopping journey—that’s when satisfaction spikes. And that’s where AI comes in. AI is helping dealerships see what shoppers are browsing on Autotrader, what vehicle valuations they’re looking up on Kelley Blue Book, and what vehicles they’re researching on a dealership’s site. By collecting and analyzing consumer data, AI allows for smarter, more relevant conversations with consumers.
Taking the technology a step further, AI has the power to analyze online activity and predict when a shopper is ready to buy. VinSolutions Predictive Insights with GenAI helps dealerships prioritize high-intent leads, coordinate outreach efforts, and create highly personalized messages with a click of a button like, “I’m thrilled to hear you’re interested in the Mazda CX-90! It’s a fantastic choice—packed with advanced safety features and spacious enough to comfortably accommodate a large family, making road trips with the kids a breeze. Based on your trade-in, I’m confident we can put together a great offer to get you behind the wheel of your new Mazda. Let’s make it happen!”
The technology does the heavy lifting. Your team builds the real human relationship.
Dealerships that are seeing success with AI are doing more than simply turning on tools. They have a strategy in place with a trusted technology partner to leverage AI and personalize human connections. While successful dealers still put people first, AI is helping to support them in building real relationships, not replace them.
As personalization continues to become an important differentiator between dealerships, an investment in AI can help build real human connections—turning browsers into buyers and buyers into loyal, lifelong customers.
Bethany Johnson, Director of Strategic Planning with vAuto joins Jade Terreberry to break down how she’s seeing successful dealers overcoming inventory shortages, profit compression, and affordability challenges by embracing disciplined acquisition strategies and practical AI tools. The episode explores how leveraging all acquisition channels and automating key processes is helping dealers stay competitive and profitable in a changing market.
Guest Expert:
Bethany Johnson
Director of Stategic Planning
vAuto
Top Takeaways:
Inventory challenges are easing, but discipline is key
Dealers must apply process and discipline to acquisition, leveraging all seven channels – especially service and consumer-driven sources.
Profit starts with smart acquisition
The most successful dealers focus on buying right, using best practices and long-tail evaluation models to maximize every transaction.
Affordability hinges on transparent trade-in processes
Hear why helping shoppers get the most from their trade is essential for deal progression and customer satisfaction.
AI is transforming acquisition, pricing, and merchandising
Dealers gaining market share are using AI to identify common vehicle issues, automate descriptions, and optimize pricing—saving time and boosting margins.
Start small, find efficiencies, and scale with technology
Identify pain points, let AI handle repetitive tasks, and build momentum by tackling one challenge at a time.
Timestamps:
0:00 – 1:26 – Introduction & Inventory Trends
Bethany discusses the ongoing recovery from inventory shortages and the importance of stocking strategy.
1:26 – 2:43 – Seven Acquisition Channels
Dealers should leverage auctions, other dealerships, private party, KBB ICO, equity mining, and especially service.
2:43 – 4:23 – Long-Tail Evaluation and Competitive Models
Best practices and discipline help dealers acquire vehicles and stay competitive with new retail models.
4:23 – 5:44 – Affordability and Trade-In Transparency
Transparent trade-in processes are key to helping shoppers and closing deals.
5:44 – 7:34 – AI in Acquisition, Pricing, and Merchandising
AI tools help dealers spot common issues, automate descriptions, and price vehicles competitively.
7:34 – 9:03 – Scaling Market Share with AI
Dealers can use AI to save time, empower staff, and cover more ground profitably.
9:03 – 10:00 – Final Advice and Closing Remarks
Bethany encourages dealers to identify pain points, use technology to find efficiencies, and take incremental steps toward growth
In this fast-paced video, Micah Tindor, Senior Director of Strategy at Kelley Blue Book Instant Cash Offer, joins Jade Terreberry, Senior Director of Strategic Planning at Cox Automotive, to explore how artificial intelligence (AI) is transforming dealership operations—and why successful adoption starts with culture, not just technology. Bridging strategy with execution, the conversation dives into real-world pain points dealers face, such as accurately pricing inventory and assessing mechanical condition. You’ll see how AI tools are helping teams work smarter, respond faster, and close more profitable deals. Drawing on dealer feedback and real-world examples, this video offers actionable insights to foster team buy-in, increase adoption, and make AI truly applicable for your dealership.
