Bridging the Gap Between Traditional & Digital Retail | Chase Abbott - VP of Sales at Cox Automotive

Derek D is joined today by Chase Abbott, VP of Sales at Cox Automotive. Chase explains how AI now translates data into common sense customer insights, bridging the gap for dealers used to “getting a read” on an in-person buyer. He also explains how digital tools can, counter-intuitively, help in-person sales by cutting tedious processes like credit checks—while saving the exciting moments, like test drives, for the dealership.     

In all, Chase argues that digital retailing won’t eliminate in-person car sales, but that it’s an important aspect to integrate, for any dealer who wants to increase total sales and success moving into the future.     

Interview Highlights:   

• 49% of dealers plan to go away from digital retailing after “things go back to normal” — What this means and why it can be hard for some professionals to change.   
• How AI helps dealership sales to scale.
• Chase’s career story, from showroom salesperson, to his dealership’s “internet guy”, to the early days of VinSolutions, to VP of Sales at Cox Automotive.       

Episode Quote:   

“I remember my dealer principal said, ‘Nobody’s ever gonna buy cars through a damn website!’ . . . I need to call him today and have another conversation!”   
           — Chase Abbott     

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Episode Sponsor:   

VinSolutionsintegrates your systems to give a single view of the customer across your dealership. It's a customer relationship tool built by developers who know how to create smart solutions, and car dealers who know what it takes to sell cars every day.