Dealership sales dip despite rising enquiries

The number of enquiries for new and used cars received by dealers in February increased by 2.7% against the same month last year.

According to data from iTrackLEADS, dealers saw a 3.4% increase in the number of test drives. However, sales fell by seven per cent and handovers by 27%

Adrian Favill, director of iTrackLEADS, said: “While it’s heartening to see that demand is remaining relatively stable with an uptick in the number of enquiries and a decrease in the number of lost sales. However, it’s clear that sales conversion is getting harder as buyers are more careful with their money and finding good quality used stock remains an issue for many.”

The study sampled data from 300 dealers nationwide and showed the number of lost sales declined by 30%, pointing to greater efficiency in lead management by dealers.

The company advises that it is essential that all enquiries are dealt with promptly. Response times to enquiries increased from around 14 minutes in February 2022 to 18 minutes last month.