Companies that provide Internet vehicle listings are looking beyond generating traditional leads to help consumers transact online.
The capabilities that listings sites such as CarGurus and TrueCar are adding to their platforms expand on their original auto classifieds businesses. They range from integrating with digital retailing software providers to allowing consumers to build deals that incorporate vehicle financing and protection products.
The shift follows a broader industry trend toward e-commerce that had been slow to evolve until the coronavirus pandemic sped it forward. Executives of the listings companies and observers of the segment say allowing consumers to complete more purchase steps on third-party websites before passing them on to a dealership will generate deeper leads from more-serious buyers.