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UK

19/11/2020

According to motor retail technology specialist iVendi, dealers increased their digital activity by a third in the first ten days of England’s new lockdown.

Compared to the previous ten-period before measures took effect on 5 November, iVendi reckoned the number of proposed “digital deals” sent by motorcycle, car and van and motorcycle retailers to customers online, using its TRANSACT product, grew by 33%. And the number of customers opening those deals also rose markedly, 24% up.

Digital deals were introduced by iVendi in TRANSACT, a product which the company has been providing to its dealer customers at no additional charge since introduction in April, as a goodwill gesture during the pandemic. They allow propositions to be created by sales staff, including finance and value-added products. Once sent to potential buyers, they act as a basis for online negotiations, designed to replicate the subtleties of in-person dialogue.

Commenting on this digital trade progress, iVendi chief executive James Tew said: “One of the big trends of the year, as dealers have reacted to the coronavirus crisis, is the way in which they are using online tools available to them in a much more proactive manner — as these figures illustrate.

“Because of lockdown impositions, they’ve become adept at changing the emphasis between showroom and digital activity. Growth in digital deals being sent over the past week or so shows how quickly they are now capable of moving from one to the other. 

“And perhaps the most interesting aspect of these statistics is not the increase in deals being sent by dealers but the rise in deals being opened by customers. This shows how digital is providing a valuable new sales channel during difficult trading conditions.

“Vehicles totalling more than £65m on finance have been sold using digital deals during the past six months. We now have dealers who send them to every potential customer with whom they have contact because of the success they are seeing. The value of this strategy during the renewed lockdown cannot be understated. It makes absolute sense alongside the adoption of home delivery or click-and-collect models.”