Introduction: Knowledge Is Power—Especially in Dealer Calls
We’ve all been there—preparing to call a dealership with little more than a quick Google search or a glance at a BBB rating. Yet successful agents know that preparation means more than surface-level data. Leveraging dealership insights and pre-call research tools not only boosts your confidence but also dramatically improves your close rates. Here are five dealer data points you must gather before your next outreach—and how to use them consultatively.
1. Inventory Mix
Understanding a dealership’s inventory is critical. Are they heavy on trucks, luxury vehicles, or economy cars?
Why it matters: Aligning your F&I product pitch directly with their current inventory creates relevance and urgency.
How to use it: Highlight products specifically suited to their dominant inventory type, enhancing perceived value.
2. Average Days on Lot
Know how quickly or slowly a dealership moves vehicles off the lot.
Why it matters: Dealerships with higher days-on-lot figures might benefit from inventory protection, gap coverage, or turnover-accelerating solutions.
How to use it: Present your solutions as efficiency boosters that directly address lot-time challenges.
3. Dealer Financial Health
Assess dealership stability by reviewing publicly available sales data and financial metrics.
Why it matters: Healthy dealerships are more likely to invest in comprehensive F&I solutions; those struggling might need immediate efficiency improvements.
How to use it: Frame your products as either stabilizing necessities or proactive growth opportunities, based on the dealer’s financial picture.
4. Online Reputation and Reviews
Check the dealership’s Google, Yelp, or other review platforms to understand their market position and customer sentiment.
Why it matters: Dealers concerned with reputation management can benefit from F&I products that enhance customer satisfaction.
How to use it: Tie your pitch directly to improved customer experiences—positioning your offerings as tools for positive feedback.
5. Competitive Positioning in Local Market
Research where the dealership stands compared to local competitors—sales volume, inventory size, and pricing strategies.
Why it matters: Competitive dealerships are more receptive to products that offer differentiation or operational advantage.
How to use it: Offer targeted insights into how your solutions can help them gain or sustain a competitive edge.
Bringing It All Together with Automotive Data Tools
Stop guessing and start knowing. Automotive data tools like VelociFI simplify pre-call research for agents by automatically providing these dealership insights, empowering you to have targeted, meaningful conversations.
With robust pre-call preparation, you turn each interaction from a cold call into a consultative conversation—driving stronger dealer relationships and more contracts.
