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AI Is Picking Where Customers Shop - Reshaping Car Buying & Dealer Choice (Follow The Money Ep. 20) скачать в хорошем качестве

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AI Is Picking Where Customers Shop - Reshaping Car Buying & Dealer Choice (Follow The Money Ep. 20)

AI didn’t just enter the car business — it embedded itself into every decision a car shopper makes before they ever contact a dealership. In this episode of Follow The Money, I sit down with Amie Lindaas, Director of Research & Insights at Cars.com, to break down the latest consumer research on how AI is actively influencing car shopping behavior, vehicle selection, and dealership choice right now. This is not a future conversation. This is happening today. The data shows that awareness of AI among in-market car shoppers is nearly universal. Most shoppers have already used tools like ChatGPT or Gemini, and almost half are now using AI specifically during the car-shopping process. More importantly, 97% of AI users say AI influenced the vehicle they purchased, which means opinions are being formed earlier, faster, and often before a salesperson ever enters the picture. That changes everything for dealerships. In this conversation, we unpack how shoppers are actually using AI during car shopping — not hypothetically, but in real behavior. AI is being used most heavily to compare vehicles, research pricing, find local inventory, and narrow choices quickly. It’s acting as a decision accelerator. But while AI is trusted for research and recommendations, shoppers still want a human involved when it comes to final pricing, financing, and purchase validation. That creates both opportunity and risk. Dealers who understand where AI fits into the funnel can align their messaging, inventory presentation, pricing clarity, and sales conversations with what shoppers already believe when they arrive. Dealers who ignore AI, rely on outdated search experiences, or allow inconsistent pricing and messaging risk losing high-intent shoppers before those shoppers ever hit the CRM. We also dig into trust. While a strong majority of consumers trust AI to provide accurate, unbiased information, there is still concern about bias and incomplete context. That means salespeople are no longer starting from zero — they’re starting from an AI-influenced belief system. The role of the salesperson hasn’t disappeared, but the bar has been raised. Conversations work best when they build on what the shopper already believes instead of trying to reset it. This episode is required listening for dealership owners, general managers, sales managers, marketing leaders, and anyone responsible for growth in retail automotive who wants to understand how AI is reshaping the top of the funnel — and what to do about it. I’m Frank J. Lopes, President of Strong30 Automotive, where we help dealerships grow by combining marketing strategy, advertising execution, and sales training under one roof. If it doesn’t grow the store, I don’t recommend it, execute it, or teach it. This episode isn’t about hype. It’s about clarity. And it’s about following the data. Because if AI is influencing where customers shop… you need to understand how. 00:00 – AI is already influencing dealership choice 01:22 – Why this is not a “future” AI conversation 03:05 – How aware car shoppers really are of AI tools 05:10 – Where shoppers actually use AI in car shopping 08:02 – Vehicle comparisons, pricing, and inventory search 11:18 – Why AI influences decisions before dealer contact 14:06 – Trust, bias, and where AI still falls short 17:30 – When shoppers want AI to hand off to a human 20:45 – What this means for sales conversations 24:10 – The risk dealers face if they ignore AI 27:35 – The real opportunity for dealerships that adapt 31:00 – One piece of advice dealers should focus on now

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