Informações e negociação são feitas pela internet
Dados levantados pela JD Power – empresa de consultoria e pesquisa de mercado – indicam que a média de visitas a concessionárias por um comprador comum caiu de cinco, há dez anos, para menos de duas hoje.
Isso quer dizer que, cada vez mais, o comprador de carro está se informando pelas mídias sociais, pelos sites jornalísticos e portais das próprias concessionárias e se desloca para o ponto de venda só depois de conhecer bem o produto que quer comprar.
Mas o papel da concessionária física ainda é muito relevante; mesmo com uma estrutura menor, ela é o palco nobre do processo de venda, pois é in loco que o consumidor fecha o do negócio.
Ele pode fazer todas as preliminares on line, desde a solicitação, a negociação, o pedido de desconto, a discussão sobre taxa de juros, a escolha da financeira, enfim, todos os detalhes que cercam a venda de um carro. Mas a assinatura do contrato é na concessionária.
Assim, o vendedor acaba tendo uma importância ainda maior, porque ao entrar na revenda o comprador já está praticamente decidido pela marca, modelo, versão, equipamentos. O vendedor não pode deixar escapar a oportunidade.
A negociação completa pela internet (pedido, pagamento e entrega) ainda é incipiente no Brasil. E no mundo. Mas um dia o cliente vai receber o carro em casa: entrega em domicílio.
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