Page 16 - GIADA March-April 2020

It's Time for Used Car Dealers

to Embrace Digital Retail

By Zach Klempf, Founder & CEO, Selly Automotive

Independent dealers are feeling pressure Outflanked by tech-savvy competitors It’s time for used car dealers to embrace
from all sides as the used car industry with deep wallets, independent dealerships digital retail platforms as the new standard
rapidly evolves as well as the impacts from everywhere are faced with a choice: Do we for the dealership experience. We’ll get
the COVID-19 virus. adapt, or become uncompetitive? into the benefits, but first, let’s look at what
“digital retail” really means.
Slowing new car sales have forced franchise Luckily, a handful of new tools are helping
dealerships to double down on their used used car dealers fight back. Digital retail
car departments. On the other side, digital platforms make it easy for used car dealers What is Digital Retail?
used car platforms like Carvana and Vroom to upgrade the customer experience to For many used car dealers, digital retail
are changing buyer expectations. In an age keep pace with franchises and online conjures up images of Amazon and
when you can buy a vehicle 100% online, marketplaces. eBay—100% online sales and delivery
consumers grow impatient with pushy, straight to your house. While some car
paperwork-heavy dealership experiences. marketplaces allow 100% online sales,

14 | GIADA Independent Auto Dealer MAR/APR 2020