DEALERS have reported a six per cent rise in used car sales in July against the same month last year, according to new data from lead management experts at enquiryMAX.
A leap of 26 per cent in the number of leads coming from dealers’ service departments illustrates the increasingly data-led approach to selling used by UK vehicle retailers.
Commenting on the trend, David Boyce, managing director of enquiryMAX, pictured, said: ‘The most efficient and cost-effective way to sell a vehicle is to existing customers.
‘Converting vehicle sales from the service department leads to higher rates of conversion and deepens the customer relationship.’
More buyers are using finance to purchase new and used vehicles with a 27 per cent rise in PCP. The window to complete a sale continued to close with 14 per cent more drivers buying on the first day they visited the dealership.
The average sale price of a used vehicle fell from £21,588 in July 2017 to £20,132 last month. The average price of a part-exchange vehicle also fell from £8,930 to £8,588 over the same period.
The data analysis, of 700 dealerships across the UK, is used to inform retail consultancy and advice for enquiryMAX customers.
EnquiryMAX helps dealers and manufacturers sell more vehicles and operate more profitably. Customers use a cloud-based sales lead management platform to help implement a structured sales process and meet compliance procedures.