May 9, 2011
Buying Habits Change Selling Habits
Buying habits have markedly changed since 2007. According to Automotive News, car and crossover sales grew from 63.7 in 2007 to 73.9 percent this April, while pickups, SUVs and van sales decreased from 36.3 percent in 2007 to 26.1 percent in April
As consumer preferences change, don't forget the importance of the interview along with "you told me sos" for each and every customer. While a Ford F Series buyer might not look at a Vehicle Service Contract as a huge expense, a Toyota Matrix buyer just might.
You may find out that a customer buying a "lower-end" vehicle may be looking for a product they perceive as a budgeting solution at a lower cost, like Pre-Paid Maintenance or a Combination Product. In addition to the interview, always make the customer feel like he or she is in the driver's seat in the F&I Office. You and the customer will end up building a great F&I package.
Top Selling Light Vehicles April 2011
- Ford F Series
- Toyota Camry
- Honda Accord
- Chevrolet Silverado
- Honda Civic
- Chevrolet Cruze
- Chevrolet Malibu
- Toyota Corolla/Matrix
- Hyundai Elantra
- Hyundai Sonata
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