On NCMi, Jeremy Anwyl, the Vice Chairman of Edmunds, explains problem areas and customer views on the vehicle buying process. Through a model exercise with many representatives from dealerships, he nails three “pain” points, areas in the process where consumers and dealers find that sales struggle. Dealers explain their solutions and ideas for improving each area, such as the length of the sales process, the fears of being ripped off, and purchase confidence. Some solutions include: incorporating digital tools in the sales and F&I process to simplify and hurry it along, as well as encouraging customer straightforwardness and referrals as countermeasures.

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