The next generation of used car shoppers is upon us. Is your dealership ready to speak their language? As Millennials continue to become a larger segment of the used car buying public, it is vital that you understand how they interact with your inventory online and on the lot.

According to a 2013 study by Accenture named: Who are the Millennial shoppers? And what do they really want?, when it comes to shopping, they found that “68 percent of all Millennials demand an integrated, seamless experience regardless of the channel. That means being able to transition effortlessly from smartphone to personal computer to physical store in their quest for the best products and services.”¹ While a good salesperson is still a good salesperson, many of the tried and tested techniques we’ve implemented in the past to connect with shoppers simply do not resonate with the Millennial.

In fact, several of the largest dealer groups in the United States are recognizing this disparity and making radical changes to address this burgeoning market. The July 17, 2014 Wall Street Journal met with Autonation’s Chief Executive – Mike Jackson – to discuss their $100 million investment to create a new, web based tool aimed at allowing shoppers to simply purchase a used vehicle from an Autonation dealership directly over the internet.

During my Digital Dealer 17 session, we will delve further into the Millennial shopper to explore what drives their shopping habits. We will take a look at how simple things from writing a vehicle description to optimizing your listings for mobile can pay huge dividends to the bottom line.

I will share with you the key performance indicators driving online shopper actions and how the new generation of used car shoppers interact with online listings. We will explore new trends in lead generation and the impact vehicle history has on how shoppers engage with your inventory. We will also consider the “right” mix of staff, and how every member of your team from the front desk receptionist to the internet manager and ultimately the salesperson should alter how they interact with Millennials to provide the consistent experience they demand.

See this session and more at the 17th Digital Dealer Conference & Exposition, September 23-25, at the Mirage Hotel & Casino.