The only thing permanent in today’s world is ‘change’. Same is the case with the automotive industry and sales trends are no exception. From the rise of online car shopping to the increasing demand for EVs, dealerships need to be more adaptable than ever. As we approach 2025 we are already seeing shifts in how dealerships operate, sell & grow. In this article we’ll delve into the latest sales trend to watch for car dealerships in 2025.
1. Rise of Online Car Sales and E-commerce Integration
Although finding car information online & people doing car shopping online is not a new trend, to keep your dealership’s sales figures growing you have to adopt new norms. In 2025, dealerships without integrated e-commerce capabilities will find it harder to compete. Genz isn’t ready to get out and visit certain dealerships to make a purchase, rather they want to browse inventory, compare models, or even complete the entire journey online.
2. The Growing Demand for Electric Cars
Witnessing the success of EV brands like Tesla & BYD, it’s no secret that the demand for electric vehicles is ever increasing.
In years to come, this trend is expected to grow further. Government incentives and increased environmental awareness are pushing customers toward EVs, and dealerships must adapt.
To attract people looking for EVs, sales teams must be well-versed in electric cars and the kind of conversation with the client on the first clock. Training your staff to handle EV sales effectively is crucial to capitalizing on this trend.
However, it comes with another headache of constantly updating your staff’s skills, therefore outsourcing BDC companies might be a better option for modern day dealerships.
3. Digital Transformation of the Sales Process
As mentioned earlier, the sales trends are no exception to “change”. Talking specifically about some transformation from the past, CRMs played a crucial role in streamlining lead management, customer follow-ups, and data analysis.
These allowed dealerships to track customer behavior, manage communications, and personalize interactions based on certain customer interactions from the past.
Although, CRMs helped streamline most of these tasks, but came with an additional set of responsibilities for the sales team. So the major trend to follow nowadays would be leveraging these sets of tasks to a third party.
4. Personalization and Data-Driven Sales
Gone are the days of generic promotions, buyers expect personalized recommendations based on their preferences. In years to come, personalization will be at the heart of the sales process. And to stay ahead, dealerships must invest in data-driven marketing and sales strategies.
By leveraging customer data, dealerships can create more relevant marketing campaigns, recommend vehicles based on a customer’s history, and ultimately increase conversion rates. The key is to make each individual’s car-buying experience unique.
5. Outsourcing BDC
One of the most significant trends in 2025 will be outsourcing sales & BDC operations to third-party providers. Outsourcing these operations offer efficiency and expertise that are hard to replicate in-house.
The primary role of an automotive BDC company is to handle lead follow-ups, set appointments, and manage customer inquiries, all of which are crucial for a dealership’s success.
By outsourcing, dealerships can focus on core operations while ensuring walk in customers get the most attention.
For a BDC to be effective, certain best practices must be followed:
- Consistency: Regular follow-ups with leads, ensuring no opportunity is missed.
- Training: Continuous training for BDC agents on communication skills, product knowledge, and dealership processes.
- Integration with Sales: Close collaboration between the BDC and sales team, ensuring that leads are handed over seamlessly and sales reps are prepared with relevant information.
All these won’t be possible if you have an inhouse team & you have to constantly upgrade their skills.
6. Subscription Services and Flexible Ownership Models
Another emerging trend to watch is the rise of subscription-based car services. These models allow customers to pay a monthly fee for access to a rotating fleet of vehicles, offering flexibility without the long-term commitment of traditional car ownership. This option is appealing to GenZ buyers because it eliminates the need for maintenance and provides access to different vehicles depending on their needs.
Dealerships should explore offering subscription services or partnering with companies specializing in flexible ownership models. This trend will grow as convenience and flexibility become increasingly important for car buyers.
7. Post-Sales Engagement
While attracting new customers is crucial, dealerships also need to be proactive on post sales engagement for their customers. With some additional set of services, dealerships can grow their profits. Whether through maintenance services, warranty programs, or loyalty discounts, keeping customers returning is critical.