Digital Dealer - April 2020 - 40

D I G I TA L D E A L E R R E C A P S N A D A

Quick Look: Products &
Perspectives from NADA 2020
The NADA 2020 Show brought
solutions, strategies, and insight to help
strengthen automotive dealers for success
amid whatever market changes or challenges the industry will bring.

Thriving on Disruption
While many discussed what's to come for
the automotive industry, one of the most
straightforward messages shared was
from 2020 NADA Chairman, Rhett Ricart,
as he addressed the dealer audience,
stating: "You'll be just ﬁne," offering a
powerful reminder that dealers "thrive on
disruption."
Rhett also shared these impactful
remarks, "There's something to be said
of auto dealers that went through wars,
recessions, depressions, oil embargoes,
global economic meltdowns, OEM bankruptcies, and are still upright, standing
tall, and stronger than ever."
"The new players in the game aren't
'disruptors.' They're just new," Rhett
said. "The beauty of our business is that
we thrive on disruption. When you think
about it, dealers make their living by

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confronting, understanding, and ultimately
harnessing disruption."

The Power Solutions
In the Expo Hall, there was no shortage
of solutions to help dealers harness this
disruption. Below are just a few of the solutions showcased.

F&I Merchandising
SpinCar launched a new merchandising
solution - F&I Advantage™, which integrates with dealer website VDPs, educating
consumers and creating demand for vehicle
protection, warranty, and insurance products before a shopper ever arrives at their
dealership.
Why it matters: F&I product sales
account for more than 50% of a dealership's new and used vehicle gross proﬁts
according to NADA, yet traditional "end
of the process" often results in consumers
feeling pressured and ill-prepared to make
informed buying decisions.
"Digital technology has been rapidly
changing every aspect of the auto sales
process, and F&I is no exception," said

Devin Daly, SpinCar co-founder and CEO. "The
most proﬁtable dealers have known for years
that introducing dealership visitors to F&I
products earlier in the sales process drives
higher attachment rates, but until now they
haven't been able to extend their efforts to
shoppers browsing their online showroom.
F&I Advantage provides a powerful digital
merchandising solution that enables dealers to
reach consumers even earlier in their shopping journey, resulting in greater sales of these
high-margin products while at the same time
delivering a better experience for consumers."

Digital Retailing
According to a survey commissioned by Equifax, 74% of consumers want a more seamless
experience that translates between online
research and the showroom.
Equifax's new suite of digital retail solutions, showcased at NADA, "remove the
frustrations associated with today's online
shopping where early-stage research and preferences rarely translate to showroom experience." The new suite includes three offerings:
Digital ID: Allows shoppers to easily
authenticate their identity from the dealer site

April 2020
http://www.digitaldealer.com
Digital Dealer - April 2020

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