{"id":7064,"date":"2026-04-01T16:36:44","date_gmt":"2026-04-01T21:36:44","guid":{"rendered":"https:\/\/niada.com\/dashboard\/?p=7064"},"modified":"2026-04-01T16:41:11","modified_gmt":"2026-04-01T21:41:11","slug":"whats-changing-and-what-dealers-can-do","status":"publish","type":"post","link":"https:\/\/niada.com\/dashboard\/whats-changing-and-what-dealers-can-do\/","title":{"rendered":"What\u2019s changing – and what dealers can do"},"content":{"rendered":"\n
\"\"<\/a><\/figure>\n\n\n\n

Turn Car Buyer Journey insights into action<\/strong><\/p>\n\n\n\n

Affordability pressure remains high\u2014but the surprise headline? Shopper satisfaction continues to rise. Today\u2019s consumers are adapting, recalibrating expectations, and staying engaged as they navigate a more complex path to purchase. Rather than stalling out, buyers are finding new ways to move forward\u2014often with more intention and confidence than before.<\/p>\n\n\n\n

The Car Buyer Journey hasn\u2019t stalled; it\u2019s evolving.<\/strong><\/p>\n\n\n\n

Insights from Cox Automotive\u2019s 16th Annual Car Buyer Journey Study show a market in motion. To manage affordability challenges, today\u2019s buyers are cross-shopping more options and leaning on digital tools\u2014including emerging AI\u2014to build confidence long before they ever step into the dealership. They\u2019re doing more homework, asking better questions, and expecting clearer guidance along the way. For dealers, the opportunity isn\u2019t just adapting to change\u2014it\u2019s recognizing where the journey is shifting and delivering a stronger experience from start to finish.<\/p>\n\n\n\n

Today\u2019s buyers don\u2019t move cleanly from one step to the next. They compare, pause, and revisit decisions as new information comes into play\u2014making every interaction part of the final outcome. Each touchpoint, whether digital or in-store, contributes to how confident a buyer feels when it\u2019s time to move forward.<\/p>\n\n\n\n

Affordability and cross-shopping are reshaping decisions<\/strong><\/p>\n\n\n\n

Affordability continues to shape how shoppers approach the market. More than 6 in 10 consumers say owning or leasing a vehicle is becoming too expensive, yet most aren\u2019t stepping away altogether. Instead, buyers are recalibrating\u2014paying closer attention to monthly payments, adjusting expectations, and moving quickly when the right option appears. For dealers, affordability isn\u2019t just a pricing conversation anymore; it\u2019s a confidence conversation built on transparency and realistic paths to purchase.<\/p>\n\n\n\n

At the same time, cross-shopping is becoming the norm. 43% of new vehicle buyers now consider used or CPO options, and many shoppers also weigh buying versus leasing before narrowing their choice. That means buyers are staying in the market longer and evaluating more possibilities\u2014raising the importance of staying visible, relevant, and easy to shop throughout the process. This broader consideration set creates opportunity, but only for dealers who make it easy to compare options and understand what comes next.<\/p>\n\n\n\n

Efficiency, guidance, and digital connection matter more than ever<\/strong><\/p>\n\n\n\n

Buyers also expect the work they do online to carry forward. Nearly 7 in 10 buyers say completing steps online saved time and improved their experience, and digitally engaged shoppers spend less time at the dealership. When progress isn\u2019t lost between channels\u2014and buyers don\u2019t have to repeat themselves\u2014it builds trust. And that trust carries through to the final decision.<\/p>\n\n\n\n

Technology is playing a growing role here as well. 83% of consumers say AI will impact how they shop over the next decade, raising expectations for accuracy, clarity, and ease of use. As buyers turn to new tools for guidance, experiences that feel intuitive and supportive stand out even more.<\/p>\n\n\n\n

What this means for dealers<\/strong><\/p>\n\n\n\n

The real value of Car Buyer Journey insight isn\u2019t the data itself\u2014it\u2019s how it\u2019s applied. With a clearer view of how buyers actually shop, dealers can:<\/p>\n\n\n\n