Automotive Direct-to-Consumer Sales: When, Not If

Taking a closer look at the motivations of car buyers and future D2C commerce strategies

18 Pages

22 Minutes reading

The habits and behaviors of consumers and customers of all industries are changing quickly. As the technology we use to interact with our world continues changing, it’s becoming more and more evident that automotive companies must change to meet the new behaviors or find themselves stuck competing with upstarts who better understand customer needs and who have the tech know how to deliver. A D2C model might meet new customer behaviors while also giving automotive OEMs the power to drive their products into the future.

Auto Sales Trends 

The topic of automotive sales trends is one we’ve looked at previously, and in each instance, the trends are created by the actions and behaviors of customers. As such, auto companies will steadily shift to a direct-to-consumer sales model as consumers demand the convenience and flexibility of ordering the exact vehicle they want with fewer barriers and needless in-person interactions. 

Good products are no longer enough to build customer loyalty. Today’s customers want to feel more in control of their mobility options and want the emotional connection that comes from highly personalized interactions with brands. D2C sales models can help with all of those needs.  

The Changing Face of Automotive Buying 

Automotive has always been in a different position because for consumers it’s a high-ticket item with a low frequency of repurchase. However, the pandemic has accelerated the need for touchless experiences, opening the door for a D2C channel for automakers. As the behaviors and in some cases even the laws that have governed automotive buying in the past continue to change, there’s growing opportunity for automotive OEMs to take a big step into the future before the field is dominated by new entrants.  

In this paper, we assess the drivers for this change and explore solutions that can help get automotive brands prepared for e-commerce and D2C relationships. Download it today to learn more about automobile direct sales.