As the product quality gaps among automakers narrows, the retail experience remains an area of differentiation. Manufacturers and dealers have the ability to generate long-term customer loyalty based on the quality of their sales experience. It is critical for automotive dealerships to measure customer feedback against industry benchmarks to help create such differentiation.
The J.D. Power Sales Satisfaction Index (SSI) StudySM provides a comprehensive analysis of the new-vehicle purchase experience from the customer perspective. The study measures the ability of dealerships to manage the sales process, from product presentation and price negotiation to the finance and insurance process and final delivery. The study provides insights into customer needs and expectations and provides recommendations for improving the sales process.
Study subscription provides access to the tools needed to gain a comprehensive, in-depth understanding of the considerations and intentions of new-vehicle buyers and lessees throughout the entire shopping and buying experience.
Specifically, the study examines:
- Influential reasons for the model purchased
- Influential reasons for visiting and purchasing from selling dealer
- Time spent during each of the six phases of the purchase process
- Key salesperson and dealer staff performance metrics
- Vehicle delivery performance, including salesperson’s explanation and setting of vehicle features
- Dealership advocacy measures and future brand and dealer repurchase intentions
- Reasons for rejecting other dealerships shopped
Additionally, the study provides:
- Information regarding test drives
- Information pertaining to vehicle financing
- Number of same-make and different-make dealerships shopped
- Information on previously owned or leased vehicle
- Demographic profiles of buyers and rejecter