Demand stable in September

Customer demand remained relatively stable into October, according to data from lead management experts at iTrackLEADS.

Overall enquires fell three per cent against the previous month while sales fell 0.4% and handovers increased 0.9%.

Adrian Favill, director of iTrackLEADS, said: “It’s clear that concerns about the cost of living and energy crises are having a dampening effect on the market. However, dealers have become adept at using technology to effectively manage enquiries through to sales while navigating the supply chain issues that have proven a brake on the industry this year.”

The figures compared less well against October 2021. Overall enquiries fell 18%, with sales and handovers falling 17% and 39%, respectively.

Meanwhile, test drives continued to prove a highly effective part of the customer journey, with over half (55%) of test drives converting into sales.