Happy New Year to everyone! With 2020 now upon us it’s time to look back upon the last month of 2019 and review the top sources of leads, test drives and sales in December last year. December is traditionally a quiet month for dealerships - a naturally lower volume of activity, coupled with the fact that it can be harder to retain lead management discipline when you’d rather be at the beach – often results in sizeable decreases in the volume of leads, test drives and sales.
December 2019 was no different with leads decreasing by 13.4% from November to December 2019, test drives decreasing even further by 22.3% and sales falling off slightly by 7.8%. With the decreased volume of leads and test drives in December it will be interesting to see the flow on effect on January performance – already a quiet month with many people still on holiday.
With leads decreasing by 13.4% month-to-month the tops sources of leads decreased across the board. Interestingly this was more evident for dealership websites with the volume of leads dropping by 16.8% for the ‘Web – Dealer’ source and only decreasing by 6.6% for the ‘Web – Classified’ source. This suggests that whilst dealer websites are very competitive with the likes of Trade Me and Driven over the course of the year, these classified websites do a better job of retaining eyeballs over the xmas and new year’s period.
This was mirrored to a lesser extent with the volume of test drives in December 2019. Test drives attributed to ‘Web – Classified’ sources decreased by 12.3%, compared to a 18.3% decrease for test drives attributed to ‘Web – Dealer’ sources. Interestingly test drives recorded against the ‘Direct’ source decreased by only 6.1% vs the total average decrease in test drives of 22.3% - meaning either there was still a steady stream of true “walk in” test drives, or dealers did not push these customers as much to identify the true reason they came into the dealership for a test drive.
Sales decreased overall by 7.8% from November 2019 to December 2019, however several of the top sources of sales experienced even greater drops – meaning some of the lesser recorded sources of sales were not as affected by the holiday period. Sales from the ‘Web – Classified’ source decreased by 10.7% in December 2019, whilst ‘Web – Dealer’ sales only decreased by 5.5%. Whether this means anything significant when contrasted by the larger than average drop in ‘Web -Dealer’ leads and test drives remains to be seen – it may be too soon to see the full flow on effect of these decreases.
From everyone here at AutoPlay we’d like to wish every dealer a successful 2020 and hope you all embrace effective lead management practices in 2020 (we can help with that!). Make sure to check back next month to see the top sources of leads, test drives and sales in January 2020.
AutoPlay Sales Pipeline is a pre-sales lead management tool designed for dealerships, dealer groups and automakers