Our dealer customers across the globe have all been reporting record levels of online activity from drivers as they first search and then buy their next used car online.
In recognition of this our INDICATA Lead Generator used vehicle valuation product has been developed to generate and convert more leads for automotive dealers. Drivers visiting a dealer website can access an immediate part exchange value online powered by INDICATA’s valuation engine.
SPOTICAR Turkey celebrates using INDICATA Lead Generator
The lead is recorded directly into the dealer’s DMS or CMS to allow sales teams engage with drivers online at a time when fewer are visiting dealer showrooms. SPOTICAR Turkey has kindly provided us with useful insights on how it is working across its Stellantis dealer network. The results are very impressive.
Used cars remain in high demand across the globe and Autorola’s MarketPlace online remarketing platform continues to play an important part in helping vendors and buyers sell and buy stock.
Marketplace sells 250 Polish EVs in one day
Our colleagues in Poland have seen Polish dealers use it to both buy and sell stock and it has made history by selling 250 used EVs online in one day as electric cars are still establishing themselves on the used market.
Many Polish dealers have also adopted INDICATA Lead Generator as much of their lead generation and conversion has moved online. Our colleague Michal Wojciechowski tells us the full story.
Fastest and top-selling used cars in Europe
We have received some very positive feedback about our latest top-selling and fastest-selling used car tables generated using INDICATA data. With dealers having to invest more money in buying used cars the data has been very valuable in helping ensure they bid on those the cars they know are in high demand. Make sure you check out the most in demand cars in your country by downloading the latest INDICATA Market Watch report.
If you want to talk to our INDICATA or MarketPlace teams about Lead Generator, the Market Watch report or online remarketing through MarketPlace don’t forget our teams will be at the forthcoming Fleet Europe summit in Brussels in early November. We all look to seeing you there.
Peter Grøftehauge (LinkedIn)
Introduction from Peter Grøftehauge
Spoticar Turkey INDICATA Lead Generator case study
Could you please tell us about SPOTICAR?
SPOTICAR is the used car platform of GROUPE PSA Turkey under the Stellantis umbrella. Our potential clients can quickly select used vehicles they like from “Buy Vehicle” section at the site and than purchase them from our SPOTICAR sale points. At the same time they can also easily learn their own vehicles’ current market value from the “Sell Vehicle” section and trade or sell them at our SPOTICAR sales points.
What kind of a cooperation do you have with INDICATA in this business model?
We use Indicata Lead Generator at our “Sell Vehicle” section on the SPOTICAR website. (https://www.spoticar.com.tr/) With Lead Generator, our potential clients receive a real time market valuation easily and quickly.
What are the most important factors in choosing Indicata Lead Generator?
Before SPOTICAR, we used Indicata Lead Generator at our Peugeot official used car website between 2018-20. At that time, since the Plug&Play product was not ready, our clients were able to valuate their own vehicles via the Indicata Web Service in aour own designed format. With the launch of SPOTICAR, we prefferred to use the ready to use Plug&Play version.
The most important feature of Lead Generator is that clients can value their own vehicle by using Indicata’s real time market data.
Beside the use of INDICATA’s Artificial Intelligence vehicle valuation technology:
• we didn’t have to design our own pricing tool
• we could integrate it into our website using our own corporate identity
• it gave our clients the ability to easily select and valuate their vehicles
• the CRM integration infrastructure was a very important feature
Autorola online platform at the heart of Polish used car imports and exports NIB.
A record year for Autorola Poland
Autorola Poland has enjoyed a record year. Throughout a time of upheaval for the economy and the used car market in general, continuing to grow despite adverse market conditions.
According to Michal Wojciechowski, it is precisely this upheaval that has benefitted Autorola, playing as it does into the strengths of the proposition that Autorola offers in conjunction with the Marketplace online remarketing platform and the INDICATA Lead Generator – a sourcing of used cars and valuation online tool.
Poland, like the rest of Europe was hit by the COVID-19 pandemic, however, thanks to the strong home market that the region enjoys, although import to Poland should reach level of 920 – 950 k (vs. 848k on 2020) the economy has not been as adversely affected as others in the EU, and it has gone on to experience a strong rebound in the second half of 2021.
Shortage of used cars
The used car market in Poland has experienced the same global difficulties with the semiconductor shortage as other markets, and the lack of new car stock available for consumers has pushed up used vehicle prices to record highs. This has meant that there has been a general lack of liquidity within the used car market for months, and these conditions show no sign of altering anytime soon.
However, dealers use Marketplace to import used cars from other parts of Europe to satisfy some of their shortfall in stock, while used cars Polish dealers do not want can be exported by vendors to other European countries.
The ability given by this network to import and export and export vehicles from territories outside of Poland to meet the disposal and purchasing demands of the home market, has been crucial to the ability of Autorola Poland to maintain a flow of stock. This comes at a time when many other vehicle markets have been severely restricted supported by the ‘always on’ digital nature of the Autorola online service proposition. Shortage of cars turns back the standard direction of the flow of used cars. Leasing companies that normally were Autorola Poland supplier are now sourcing used cars on Autorola platforms. On the same time Indicata Lead Generator is more and more used to acquire used cars, owners data and their sales/purchase preferences.
An evolving marketplace for EVs
A marked development in the market over the last 12 months has been the rapid maturing in demand for premium EVs, which had been almost non-existent in Poland 12 months ago. That is until Autorola facilitated a de-fleet deal of 250 ex-car-sharing BMW i3 EVs from Innogy, the power distribution company.
In a deal which was part financed by Innogy and partly by local lender Alphabet Finance, Autorola was approached to facilitate the disposal of its highly visible premium EV fleet by Innogy, who stated that ‘it was the only player in the Polish market capable of facilitating such a high-profile online de-fleet transaction successfully’.
In a difficult marketplace, and amid some media attention, Autorola successfully sold all 250 vehicles into a market where they had only previous sold one BMW i3.
The importance of Indicata for lead-generation
Prior to the pandemic, many of the region’s dealerships, which in Poland are typically smaller scale family businesses, had begun to turn away from lead generation services, preferring instead to rely on more traditional, face to face selling.
However, the pandemic forced dealers to re-evaluate this strategy and move to automated online lead generation and management, as at a time when face to face sales were impossible. The instant plug-and-play nature of the INDICATA Lead Generator used car valuation service and collecting consumers’ data has proved invaluable to their entire industry.
Consumers can value their own used car
It enables consumers to value their own used car online and the dealer to manage the online enquiry with the customer. Even as in-person sales environments return to normal, dealers who have enjoyed the uplift that INDICATA can bring have shown no signs of wishing to return to their previous arrangements.
INDICATA’s new Lead Generator plug-in widget generates and converts more part exchange used car leads for retailers
At a time when the Covid-19 pandemic has reduced physical showroom visitors and sourcing used cars has become much harder, INDICATA’s Lead Generator plug-in widget allows customers to value their trade-in when searching a retailer’s website.
Built on INDICATA’s valuation engine, it gives the retailer full control over the offer made to the customer but ensures that offer prices are always kept up to date from scanning the prices of 9m vehicles each day.
Lead Generator implementation is fast and efficient
Normally implementing new tools on a dealer website result in significant web redesign and cost. However, INDICATA’s floating widget and “modal” screen sits on top of the dealer website, meaning implementation is fast and minimal if any cost to the retailer.
The entire valuation process is quick and easy. Drivers simply choose between entering their VIN or registration number, or their car’s details by make model, trim level, engine, and km/mileage. The customer receives the valuation by email with their address being fed directly into a retailer’s CRM or dealer management system.
Doubling the effectiveness of retailer websites
By enabling retailers to engage with and influence online customers much earlier in their car buying journey, Lead Generator is proven to double the effectiveness of retailer websites.
“Online sales traffic has risen dramatically since the beginning of lockdown while the number of physical showroom visitors has fallen as retailers have been closed or in lockdown,” explained Andy Shields INDICATA’s global business unit director.
“Lead Generator enables retailers to engage with online customers more readily by providing them with a part exchange value to coincide with them looking at sourcing a new car,” he said.
INDICATA report shows demand for used EVs and hybrids is increasing
The 40% year-on-year stock turn increase for BEVs and a 25% increase for hybrids shows alternative fuel cars are selling faster than ever, and stocking days are gradually moving more into line with used petrol and diesel cars, although volumes remain small.
For the first time BEVs became the fastest-selling fuel type in Denmark during September while diesel remains the fastest-selling fuel type across Europe.
These trends come at a time when European used car markets remain affected by the shortage of new car production caused by the semiconductor shortages.
All countries report falling stock levels except France
Dealer stock is 2.2% down heading from September into October and year-on-year stock levels are on average 7.9% lower online, for all countries except for France. This has led to major supply constraint issues which in some countries like the U.K. are becoming so severe prices have risen by 27.5% between April and the end of September.
Overall, Q3 European used sales were 10.7% above pre-pandemic levels as drivers turn to the used market for their next car rather than waiting for a new car to arrive.
Tactical registrations are visible
Manufacturers are supporting tactical registrations with online B2C sales of sub-12-month-old 14% higher in September than August. September 2021’s tactical sales were 15% above September 2020 and was the only sector to experienced sales growth, all supported by a 30% increase in stock turn.
“The restriction in new car production continues to have a big impact right across Europe and our report puts that into perspective at a country level,” explained Andy Shields, INDICATA’s global business unit director.
The used market will remain under pressure
“There are plenty of signs the used market will be under stock and price pressures for many more months to come and we aim to keep a close eye on these trends. We have seen the first signs that car makers are injecting life into the nearly new market with some tactical registrations at a time when some markets have been short of younger stock for over 18 months,” he added.
To download the full 30-page 13-country report go to www.indicata.com/corona
To download the full 30-page 13-country report go to www.indicata.com/corona
INDICATA reveals Europe’s best-selling and fastest-selling used cars
In September Volkswagen’s Golf continued its reign as Europe’s best-selling used car followed by the Renault Clio and the Volkswagen Polo. The Golf was also the best-selling car with an internal combustion engine (ICE).
The Toyota C-HR remained the best-selling hybrid closely followed by the Toyota Yaris and the Audi A6, which was the only premium executive car on the list.
Best-selling used EVs
Renault’s Zoe was September’s best-selling Battery Electric Vehicle in Europe followed by the BMWi3 and Nissan LEAF.
Europe’s overall fastest-selling used car was the Opel/Vauxhall Zafira, followed by the Toyota Prius+ and Volkswagen Jetta. The Zafira also took the accolade of the fastest-selling ICE.
Best-selling used hybrids
The Toyota Prius+ was also the fastest-selling used hybrid followed by the Toyota Yaris and the Kia Optima.
The electric MINI was Europe’s fastest-selling BEV in September followed by the Volkswagen Golf and Skoda Enyaq.
Dealers need to invest in fast-selling used cars
“Where there is a severe shortage of used stock available and market prices are extremely high dealers need to ensure they invest in models that are going to sell quickly,” explained Andy Shields, INDICATA’s global business unit director.
“Not surprisingly models from the VW Group with the Golf, Jetta, Polo and Skoda Enyaq appeared in the league tables, alongside Toyota and Renault. We will continue to share these insights with the market at a Europe and country level,” he added.
To access the top-selling and fastest-selling used cars in 13 countries download our September Market Watch report at www.indicata.com/corona
Autorola sponsors Fleet Europe Remarketing Forum
Autorola attends Fleet Europe Remarketing Forum
The Autorola sponsored Fleet Europe Remarketing Forum is in Brussels in just under two weeks’ time (9-10 November).
Don’t forget to come and see us on our booth where members of our MarketPlace, INDICATA and Solutions teams look forward to meeting customers, prospects, colleagues, and friends.
We look forward to seeing you in person
If you want a meeting with any of our team to discuss your online remarketing, used car insights data or fleet asset management platform needs in more detail please get in touch with your country manager.