In the first part of our overview of changes in the buying journey, we wrote about how the purchase path of younger vehicle buyers is changing and why a good ad today must answer most questions before the buyer first contacts the dealer. The focus was mainly on information, ad transparency, photos and the trust…

Car buyers have changed. Not only because younger generations grew up with a phone in their hand, but because the entire logic of decision-making has changed. What was still common just a few years ago — that a buyer would call, ask for details, come to see the vehicle and only then start seriously considering…