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The Buying Center Counter: Revolutionizing Dealership Sales

By: Jamie Szczecina


In the ever-evolving world of automotive sales, dealerships are constantly seeking innovative ways to enhance customer experience and boost revenue. One such innovation that has gained traction in recent years is the introduction of a Buying Center Counter. This designated area within the dealership caters to customers looking to sell their vehicles, offering numerous benefits for both dealerships and customers alike. In this blog, we'll explore the advantages of implementing a Buying Center Counter and how it can help increase vehicle acquisition.



The Buying Center Counter: A New Frontier

We're all familiar with the traditional components of a dealership: the sales desk, the service counter, and the parts counter. These areas are essential for facilitating the buying process, servicing vehicles, and providing parts for repairs. However, until recently, one critical aspect of the automotive market remained underutilized—the buying process itself.

Think about it: you have customers visiting your dealership daily, some looking to buy, while others might be interested in selling their vehicles. By introducing a Buying Center Counter, you create a dedicated space for the latter group, making it easier for them to explore their options, while also benefiting your dealership in several ways.

Take a Look at The Benefits of a Buying Center Counter…

Streamlined Process: The Buying Center Counter streamlines the vehicle selling process. Instead of wandering around the dealership trying to find someone to speak to, customers interested in selling their cars know exactly where to go. This enhanced convenience can leave a lasting positive impression.

Enhanced Customer Experience: Providing a designated area for vehicle selling inquiries demonstrates that your dealership values every aspect of the customer experience. Unlike traditional car buying experiences, where customers are inundated with salespeople, a Buying Center Counter focuses on creating a relaxed and consultative environment. As highlighted in “The Customer Buy Center: A Better Way to Build Industry” from Digital Dealer, this approach fosters a more positive and trusting relationship between dealerships and customers.This can lead to increased customer satisfaction and loyalty, encouraging them to return in the future.


Increased Vehicle Acquisition: The most significant benefit of a Buying Center Counter is its potential to boost vehicle acquisition. By making it easier for customers to sell their cars, you expand your inventory of pre-owned vehicles. This not only diversifies your offerings but also caters to a wider range of customers.

Competitive Edge: In a highly competitive marketplace, having a Buying Center Counter can provide a significant competitive edge. As the Digital Dealer article suggests, dealerships that offer a more personalized and efficient buying experience are more likely to stand out and attract a loyal customer base. It signals that you're committed to serving the needs of all customers, whether they're buying or selling.

Increased Sales Efficiency: Efficiency is the name of the game in the automotive industry. Buying Center Counters, as mentioned in the Digital Dealer article, expedite the sales process. By creating a dedicated team responsible for handling customer inquiries and purchase requests, dealerships can significantly reduce wait times and provide a more efficient buying experience.


Data Collection and Analytics: A Buying Center Counter can serve as a valuable source of data. Information about the types of vehicles customers are selling and their reasons for doing so can inform your inventory decisions and marketing strategies.

Customer Relationship Building: Engaging with customers at the Buying Center Counter is an excellent opportunity to build relationships. Even if a customer sells their vehicle today, they may return as a buyer in the future or refer others to your dealership based on their positive experience.

Incorporating a Buying Center Counter into your dealership is a forward-thinking approach to enhance customer experience and increase vehicle acquisition. It's a win-win situation where customers benefit from a more convenient and streamlined process, while dealerships expand their inventory and boost their competitive edge. So, if you are looking to learn more about implementing a good strategy for a buying center at your dealership, reach out! AMG is here to help!

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