Dealer Showroom Floor Sales Statistics and Percentages

Showroom sales statistics for car dealers

Here are some general showroom statistics compiled from Nada studies, Joe Verde Group and a few other sources/studies over the last several years.

Some of these statistics are a few years old but believe me, still hold. Even with the influence of the Internet, 90 PLUS % of our customers are still eventually visiting the showroom and looking for a relationship before spending a wade of money and finally making their purchase.

Even when your “Internet customer” visits the showroom, many times it’s back to square 1, and this is where most sales people can find themselves skipping the sales steps. It’s amazing how much your relationship with your customer determines the sale…

72% of customers tell their salesperson they are “just looking” at the initial greeting.

71% of customers say they bought their vehicle because they like, trusted and respected their salesperson.

85% of consumers say their salesperson DID NOT control the sales process, build any rapport or interviewed their sales person.

88% of customers said they received a lousy presentation and demonstration.

50% of customers said they bought on the spot when they got what they felt was a good presentation and demonstration.

93% of customers did not get a service walk as part of the sales process.

94% of salespeople are not confident of the price in the close.

90% of sales people DO NOT do any follow-up whether the customer purchases or not.

82% of customers cannot remember the sales persons name 1 year after their purchase.

78% of customers who visit your showroom buy a vehicle somewhere.

85% of customers made up their mind to purchase a vehicle before they left their house.

38% of customers purchase within 4 hours of visiting their first dealership.

57% of consumers purchase within 3 days of visiting their first dealership.

90% of customers purchase within 1 week of visiting their first dealership.

30% of customers have a family member who will purchase a vehicle in the next 90 days.

About the Author

Jeff Kershner

I’m the founder of DealerRefresh. I got my start in the dealer business when I was 18. From there I've worked throughout several departments within fixed to variable ops. Whether it’s managing the desk, perfecting sales process or studying online marketing and media trends, I absolutely love this business and the challenges it brings. On top of keeping up with DealerRefresh, I consult with dealerships and key industry businesses. My passion has been and continues to be helping dealers leverage new media to sell and improve customer service.

Please note: I reserve the right to delete comments that are offensive or off-topic.