DECEMBER 2025AUTO BUSINESS OUTLOOK 19wide-ranging capabilities often surpass startups, which tend to focus on niche markets. Instead of seeing these emerging players as threats, established brands can use them as insights into evolving customer needs. By understanding what draws customers to these newcomers, companies can refine their approach, fill market gaps and enhance their offerings. Combining their strengths with a willingness to adapt ensures they remain competitive, relevant, and deeply connected with their customers. With the rise of subscription models, car-sharing services, and direct-to-consumer sales, do you see traditional automotive sales shifting in response?The rise of online car sales is undeniable, but the thrill of an in-person experience isn't going away. Buyers still want to sit behind the wheel, feel the leather, take a test drive, and soak in that new car smell. Those moments make car buying exciting. Sales teams should embrace digital tools to handle paperwork, financing, and trade-in valuations before customers even step into the dealership. That way, when they arrive, it's all about the fun, exploring features, choosing the perfect color, and feeling the car in action. Creating this seamless blend of convenience and excitement is the key to winning today's buyers.As the automotive industry evolves with electrification, digital retail, and AI-driven innovations, which emerging trends do you think will have the biggest impact on sales development strategies in the coming years?With so many emerging technologies reshaping the industry, success will come to those who can blend traditional and modern approaches. Just as hybrid vehicles are gaining traction, like the 2025 Honda Civic Hybrid, which Edmunds named its top-rated vehicle, sales strategies must also adopt a hybrid model. Sales teams must expand their knowledge beyond just selling cars. Mastering both cutting-edge technology and the changing buying process will be key. The most successful salespeople will be those who act as true consultants, guiding customers through the complexities of new innovations, long-term value, and lifestyle fit. Those who adapt will not only stay ahead but redefine what it means to sell in the modern automotive world. What advice would you give to peers and emerging professionals on understanding and connecting with today's diverse consumer base? Understanding today's ever-changing consumer base is like trying to hit a moving target. As a sales professional, I focus on two key areas--direct engagement and data analysis. Direct engagement means staying on the ground--meeting with customers, dealers, and key industry contacts. Seeing their challenges and questions firsthand provides valuable insights into where to focus and how to improve customer experiences. Data analysis helps remove bias from the sales process. There's an old saying: "Don't sell from your wallet." If you assume a car is expensive, that bias influences how you present it. Instead, let the data tell the story, analyzing consumer preferences, lifestyle choices, and market trends. By providing customers with the right information and letting them decide, we stay adaptable and better serve their needs. Overcoming personal biases and relying on data ultimately leads to greater success and stronger customer relationships. The rise of online car sales is undeniable, but the thrill of an in-person experience isn't going away. Buyers still want to sit behind the wheel, feel the leather, take a test drive, and soak in that new car smell. Those moments make car buying exciting.The article is based on an interview between Auto Business Outlook and David Bailey.
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