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Automation and the future of automotive retail

Sponsored Content From Cox Automotive
This content was paid for by an advertiser and produced by the Automotive News Content Studio.
October 03, 2022 09:22 AM
By Mike Barrington, SVP of Ecommerce at Cox Automotive
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    As consumer comfort with online car buying accelerates and retailers drive for more efficient operations, digital retailing solutions are being embraced. Innovation within financing and titling, critical enablers of the digital car buying experience, began more than 20 years ago. Predictive models evolved that help lenders set parameters that facilitate improved loan decisioning. The creation of lender networks allowed online credit applications to displace the trusted fax improving response times and processing accuracy. And now, automation of financing and titling is allowing retailers to shift resources to high value profitable activities.

    There is an adage that the past predicts the future. Financing advancements and automation we have seen from other industries are here to stay in automotive. Let’s explore how that automation works and what’s next on the horizon.

    Building a frictionless, consumer-focused purchase experience

    A well-constructed, thoughtful automotive ecommerce site should guide the consumer smoothly through the shopping and purchasing process, helping them to zero in on what they want to buy while facilitating how they want to buy. Search defaults should lead the consumer to what they are looking for and suggest rules-based recommendations about options and alternative vehicles.

    A fully automated car buying experience should allow for credit pre-qualification based on minimal input so the consumer can confidently view – and adjust – personalized rates, reliable payment details, and aftermarket offerings specific to their needs and vehicle choices.

    Improving efficiency and profitability

    For retailers, fully automated ecommerce expedites transactions from first contact to vehicle delivery by adding speed, accuracy, and compliance to the most time-consuming parts of each deal.

    So, how do automation and AI create efficiencies in the sales process? It all starts with training machine learning models with datasets that retailers already have, including deal records and consumer data. These models can then be used to predict interest rates that have a high likelihood of consumer acceptance while maximizing dealer profitability and deal liquidity. AI models can also determine the right aftermarket products based on vehicle details, deal structure and geo-specific data, which helps increase aftermarket product attachment and profitability.

    Advanced technology speeds F&I functions by eliminating time-consuming labor from activities required to complete the deal. This is where long-standing lender automations make new connections with retailer automations. Using only a soft credit pull, artificial intelligence predicts a profitable rate — specific to the consumer, vehicle, and deal structure — that a lender is likely to purchase. Along with the personalized deal structure, this streamlines the F&I process by ensuring the highest probability of approval while optimizing the retailer’s profit, and it helps finalize the deal without the need for retailer or lender intervention.

    Automated fraud preventive safeguards such as multifactor authentication and facial recognition help ensure the identity and validity of the consumer buying the car. Once the contract signing process is complete, an automated ecommerce solution can submit a complete and accurate contract package that is ready for funding.

    What’s next?

    Although the adoption of individual digital retailing solutions unlocked some consumer benefits and improved dealer efficiencies, it did not fundamentally change the underlying deal process. But automation via AI and machine learning represents a complete transformation encompassing shifts in technology, mindset, behavior, and expectations. It broadens retailers’ geographic reach and boosts profit opportunities with increased personalization and greater likelihood of sales success.

    Choosing your long-term technology partner

    Scaling your business with solutions designed to meet the demands of the marketplace, now and into the future, requires the right partner. Cox Automotive has a portfolio of unparalleled solutions across the industry’s retail, wholesale, operations and mobility ecosystem, creating a space where buyers, sellers, lenders, OEMs, and emerging technology companies come together and add value and drive better business outcomes. Together, our brands provide a comprehensive set of products and services that simplify workflows, remove friction and enable the smart, connected experience dealers, lenders, OEMs, mobility providers and consumers expect.

     

    Cox Automotive Digital Retailing

    With the most comprehensive set of retail solutions in the industry, only Cox Automotive puts you in the position to support any consumer, shopping any way, from anywhere. Autotrader, Kelley Blue Book, Dealer.com, VinSolutions, Dealertrack, and our new Esntial Commerce™ products work together to help you get more leads, close more deals, and earn higher profits – now, and into the future.

    Explore more automotive transformation topics at coxautoinc.com/transform.

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        • Ally All Ears Podcast | reducing friction in the purchase process
        • Ally: All Ears Podcast | Building trust to attract and retain customers
        • Ally: All Ears Podcast | Staying competitive with vehicle acquisition
        • Ally: All Ears Podcast | Used Car Bubble
        • Ally: All Ears Podcast | practices you may incorporate into your F&I department
        • Ally: All Ears podcast Does your dealership have a talent management strategy?
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        • Capital One Auto: Auto dealers are here to stay. Here’s the next step in their evolution
        • Champ: The history of titling and the cost of human error
        • Concentrix: How can customer data drive a better automotive CX?
        • Cox: Automation and the future of automotive retail
        • Cox: Transformation toward eCommerce in automotive retailing
        • Cox: Transforming F&I for Automotive eCommerce
        • Deloitte: ACCELERATING DIVERSITY, EQUITY AND INCLUSION
        • Easycare: Reinventing the service contract for EVs
        • Easycare: The importance of benchmarking your reinsurance performance
        • Effectv: Why “Customer Lifetime Value” Should Be the Auto Advertising Buzz Word for 2023
        • Experian, GroundfTruth and Spectrum Reach: Dealership marketing: Navigating automotive advertising in a post-pandemic world
        • Experian: Evolving identity beyond the “who” to enable the “how”
        • Experian: Three steps to adapting to constant change in automotive marketing
        • Haig Partners: Buy-Sell Q&A: Where the Automotive M&A Market is heading
        • Haig: Buy-Sell Q&A | Advisors add value to sales process
        • Haig: Buy-Sell Q&A | Navigating partial dealership sales
        • Haig: Buy-Sell Q&A | growth drives value
        • Haig: Buy-Sell Q&A: Future-proofing your dealership
        • Haig: Buy-Sell Q&A: What is the value of an M&A advisor?
        • JM&A Group, Easycare, Assurant: Unlocking new opportunities in F&I with digital retailing
        • Kerrigan Advisors: Interview with Baxter Auto Group
        • Kerrigan Advisors: Interview with Hitchcock Automotive
        • NEXTEER AUTOMOTIVE AND ETAS INC: Software-defined vehicles will transform auto industry
        • OEC: How to understand what customers are saying when they’re not saying it
        • PACE: Electrification Technology: Once the supply chain gets over the shock, EVs offer opportunities
        • Pace Program Navigating advanced driver-assistance systems
        • Phone Ninjas: 5 Reasons you need to use phone scripts for your dealership
        • REYNOLDS & REYNOLDS: Creating great retail customer experiences
        • REYNOLDS AND REYNOLDS: Are you ready for the FTC Safeguard Rule changes? Take this quiz to find out
        • Rey and Rey: Automation and the future of automotive retail
        • Routeone: The benefits of robust dealership reporting tools
        • Siemens: The impact of vehicle electrification and connectivity on electrical system design
        • Spectrum Reach: Playing to win: How automotive dealers can capitalize on sports marketing
        • Swiss Re: Insurers and car manufacturers: how to unlock the potential of true collaboration
        • Text2Drive: Digital retailing meets the service department
        • Trimble: The future of autonomous vehicles speeds ahead
        • Truist: Capitalize on the changing structure of auto retailing
        • Truist: Prepare now for the next era of automotive retailing
        • Urban Science: Promoting dealer-consumer alignment across continued industry evolution
        • Walbridge: Video | Walbridge Chairman on how automotive companies are navigating the electrification boom
        • Western Digital: To Meet Consumer Demand, Automakers Must Double Down on Agile Development
        • Wipro: How to address safety and security for software-defined vehicles
        • Wipro: How today’s tech decisions drive tomorrow’s sales
        • Wipro: Software Helps Address the Affordability Challenge
        • Wipro: The Promise of Software-Defined Vehicles and the Cloud Car Ecosystem
        • Wipro: Video | Wipro CTO on how OEM's are leveraging software-defined vehicle technology
        • Notarize: What to expect for the future of auto sales
        • Seagate: Unlocking value from connected-car data
        • Amazon Web Services: AI-powered supply chain decision-making
        • Epic Games: Five ways in-car designs will change in the next five years
        • Haig Partners: How are dealerships being valued today?
        • Haig Partners: Dealership consolidation trends
        • Haig Partners: Dealership valuation trends
        • Haig Partners: Dealership succession planning
        • Ally: Navigating the future of automotive retailing
        • Google: How a century-old brand is transforming the auto industry
        • Car Wars: Is a Rise in Service Leading to Poor Customer Satisfaction?
        • Solera | DealerSocket: Four real-time integrations that can save your dealership time
        • Solera | DealerSocket: Time for a new pre-owned pricing tactic
        • Kerrigan Advisors: Blue Sky Update Q4 2021
        • Qualcomm: Trading multi-year design cycles for on-demand features and experiences
        • Twitter: EV adoption is happening...in an unexpected place
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