OEMs, your dealership network is at a turning point. Over 80% of buyers in India start their journey to purchase cars, electric vehicles (EVs), or two-wheelers (2Ws) online, and nearly half want to complete the entire process digitally (source: Google/Kantar Auto Gearshift India Study). This shift is reshaping how your dealer teams operate.
The challenge? Many of your dealer teams rely on outdated systems, paper-based records, manual follow-ups, and in-store-only processes. These old methods don’t match what today’s buyers expect, costing your dealership network sales, efficiency, and customer trust.
Trends like electric vehicles, two-wheelers, subscription models, online platforms, and direct-to-consumer sales are growing fast. If your dealer teams aren’t adapting, they’re falling behind competitors.
This blog highlights key trends like digital automotive retailing, AI-driven tools, and smarter dealership management to help your dealership network move from catching up to leading the industry.
Top Trends Shaping the Future of Your Automotive Dealership Network
OEMs, the automotive world is moving quickly, and your dealer teams need your support to stay ahead. Buyers today are tech-savvy, eco-conscious, and want seamless experiences. Below are the top trends transforming how your dealership network sells cars, EVs, and 2Ws, along with actionable steps to empower your dealers.
1. Omnichannel Buying Is the New Standard
Buyers no longer start their journey at your dealers’ showrooms. They begin online researching models, reading reviews, and shortlisting cars, EVs, or 2Ws on websites, Instagram, or WhatsApp. They expect a smooth experience, whether they’re chatting online or visiting in person.
If your dealer network’s online and offline messages don’t align, customers lose trust and may turn to competitors.
Key Stat: A 2023 Google/Kantar India study found that 89% of vehicle buyers in India use digital channels before visiting your dealership network.
What Your Dealer Teams Should Do
- Equip your dealer teams with omnichannel CRMs to centralise lead data from all platforms.
- Encourage engagement through WhatsApp Business and live chat tools.
- Ensure your dealer teams sync promotions and pricing across online and offline channels.
Quick Tip for OEMs: Provide your dealer teams with a “Continue Online” feature to let showroom visitors continue their journey digitally at home.
2. EV and 2W Sales Are Surging
India’s push for green mobility is accelerating, driven by rising fuel costs, better EV ranges, and FAME-II subsidies. Buyers of EVs and 2Ws ask detailed questions about technology, subsidies, and charging infrastructure, and your dealer teams must be ready to answer.
Impressive Stat: India saw 1.5 million EV sales in FY24, a 150% year-on-year increase, with Tata Motors leading in passenger vehicles.
What Your Dealer Teams Should Do
- Train your dealers’ staff on EV and 2W technology, warranties, and charging options.
- Partner your dealer teams with EV infrastructure firms to offer bundled charging packages.
- Enable your dealer teams to showcase EVs and 2Ws online with specs, comparison tools, and range calculators.
Hack for OEMs: Supply your dealer teams with an “EV & 2W Starter Guide” covering home charging, battery life, and servicing needs.
3. Subscriptions and Flexible Ownership Are Growing
Traditional ownership is changing. Urban millennials, professionals, and retirees prefer short-term subscriptions or leases for cars, EVs, and 2Ws over long-term loans. These models attract new buyers who might otherwise delay purchases.
What Your Dealer Teams Should Do
- Support your dealer teams in collaborating with subscription platforms like Revv or Quiklyz to expand offerings.
- Encourage your dealer teams to promote lease or subscription plans through digital ads in urban areas.
- Provide your dealer teams with tools to show transparent cost comparisons: subscriptions vs. EMIs.
Hack for OEMs: Help your dealer teams test 6–12-month subscription plans for premium or slow-moving stock to explore this model.
4. Direct-to-Consumer and Agency Models Are Gaining Traction
OEMs, you’re increasingly exploring direct-to-consumer or hybrid agency models, where you control pricing and inventory, and your dealer teams focus on delivery and customer experience. This shift means your dealer teams can’t rely on traditional margin negotiations or stock-pushing tactics.
What Your Dealer Teams Should Do
- Guide your dealer teams to transform showrooms into brand experience centres, not just inventory hubs.
- Equip your dealer teams to offer seamless support for documentation, insurance, and accessories during delivery.
- Encourage your dealer teams to stay connected with direct-to-consumer buyers through post-sale service offers.
Quick Tip for OEMs: Provide your dealer teams with tools to make delivery day memorable with welcome kits, vehicle walkthroughs, and personalised handovers.
5. The Used Vehicle Boom Is Accelerating
Used cars, EVs, and 2Ws are becoming a top choice, not just a budget option. With better inspections, certifications, and financing, even first-time buyers trust pre-owned vehicles.
Big Stat: CRISIL predicts India’s used vehicle market will reach 7 million units by 2026, surpassing new vehicle sales.
What Your Dealer Teams Should Do
- Launch Certified Pre-Owned (CPO) programs for your dealer teams with warranties and service records.
- Enable your dealer teams to digitise used inventory with high-quality visuals and inspection reports.
- Support your dealer teams in offering doorstep evaluations, EMI options, and exchange bonuses.
Quick Tip for OEMs: Help your dealer teams add a “Confidence Score” to used vehicle listings based on age, service history, and certification.
6. AI-Driven Inventory and Pricing Optimisation
With tight margins and fierce competition, your dealer teams can’t rely on guesswork for stock or pricing. AI automotive solutions help predict demand, adjust prices in real-time, and optimise vehicle mix by region.
Wow Stat: Bain & Company reports that dealer teams using AI-based pricing and inventory tools boost profitability by 10–15%.
What Your Dealer Teams Should Do
- Provide your dealer teams with automotive retail software featuring AI-powered analytics.
- Encourage your dealer teams to track inventory performance daily with real-time dashboards.
- Support your dealer teams in optimising vehicle mix monthly based on local demand patterns.
Quick Tip for OEMs: Supply your dealer teams with dynamic pricing software to adjust offers based on local demand and competitors.
7. Predictive Service and Fixed Ops Intelligence
Modern cars, EVs, and 2Ws have sensors that share data, letting your dealer teams predict maintenance needs before customers notice issues. This proactive approach builds loyalty and keeps workshops busy.
What Your Dealer Teams Should Do
- Equip your dealer teams with digital retailing solutions that integrate with connected vehicles.
- Enable your dealer teams to send service reminders based on usage patterns, not just schedules.
- Support your dealer teams in offering bundled service packs tied to mileage.
Hack for OEMs: Provide your dealer teams with a free “Service Ahead” alert system using telematics or smart CRM triggers.
8. From Disconnected Tools to Unified Platforms
If your dealers’ tools for sales, CRM, inventory, and finance don’t connect, they’re wasting time and frustrating customers. A unified platform speeds up operations and improves efficiency.
Cool Stat: Dealerships using integrated software see 23% faster lead-to-sale cycles (WardsAuto).
What Your Dealer Teams Should Do
- Transition your dealer teams to all-in-one automotive retail management platforms.
- Help your dealer teams consolidate sales, leads, stock, and finance into one system.
- Set KPIs for your dealer teams to track lead response speed and stock turnaround.
Quick Tip for OEMs: Start by helping your dealer teams integrate CRM with inventory for the biggest impact.
9. Upskilling Staff for the Digital Dealership
Today’s buyers expect more, but are your dealers’ teams ready? Sales staff need to manage online leads, explain EV and 2W tech, quote financing digitally, and do virtual walkarounds.
Surprising Stat: Only 26% of Indian dealership staff feel confident using CRM and digital tools (Autocar Professional, 2023).
What Your Dealer Teams Should Do
- Offer your dealer teams weekly training on digital tools, EVs, 2Ws, and CRM best practices.
- Create incentives for your dealers’ staff based on quick lead responses and online engagement.
- Upskill all roles in your dealership network, sales, finance, and service advisors.
Hack for OEMs: Help your dealer teams assign digital roles, one rep for online leads, another for EV/2W consulting, and a third for post-sale upselling.
10. AR & VR for Virtual Product Experiences
Buyers often choose vehicles online before visiting your dealers. AR and VR let them explore colours, features, and upgrades for cars, EVs, and 2Ws from anywhere, speeding up decisions.
Amazing Stat: Dealerships using AR/VR tools see 30–35% higher conversions from online leads (Tata Motors’ AR platform data).
What Your Dealer Teams Should Do
- Provide your dealer teams with AR/VR tools for EVs, 2Ws, and top models.
- Encourage your dealer teams to promote immersive experiences via social ads, emails, and in-store demos.
- Train one staff member per shift at your dealership network to lead VR sessions.
Quick Tip for OEMs: Supply your dealer teams with AR links for websites and tablets for in-store digital walkarounds.
11. Sustainability as a Competitive Edge
Buyers, especially EV and 2W fans, care about your dealers’ environmental impact. Green practices like paperless processes or solar power build trust and cut costs.
Example: Maruti Suzuki Arena dealerships use paperless finance, solar panels, and eco-wash stations to boost their image and efficiency.
What Your Dealer Teams Should Do
- Support your dealer teams in adopting paperless billing, LED lighting, and water-saving wash systems.
- Help your dealer teams install solar panels to reduce electricity costs.
- Encourage your dealer teams to share eco-initiatives on social media and showroom signage.
Quick Tip for OEMs: Create a “Sustainability at Our Dealership” template for your dealers’ websites or showroom displays.
What Future-Ready Dealerships Are Doing Differently
OEMs, some of your dealer teams are already leading the pack by rethinking their approach. They’re not just using tech, they’re building experiences that match what buyers want: speed, convenience, and trust.
Here’s what sets these future-ready dealer teams apart:
- AI-Led Pricing and Inventory : Top dealer teams use AI automotive solutions to adjust prices based on demand and competition, while forecasting stock needs to avoid overstock.
Example: Mahindra First Choice uses AI to manage used vehicle pricing, improving margins (Carandbike.com/TechCircle).
- Seamless Virtual Buying : These dealer teams offer virtual test drives, online paperwork, and doorstep deliveries for cars, EVs, and 2Ws.
Example: MG Motor India’s MG eXpert and MyMG App provide a fully online booking and financing experience (MG Motor India, Autocar India).
- EV and 2W Experience Zones : Leading showrooms have dedicated areas with touchscreens, battery demos, and charging info to educate buyers.
Example: Tata Motors’ “EV Hub” showrooms offer personalised EV guidance (Tata Motors, India Today Auto).
- A Culture of Experiences : These dealer teams see every interaction as a brand moment. They train staff to be advisors, measure customer satisfaction, and build loyalty through transparency.
How Your Dealer Teams Can Prepare for What’s Next
OEMs, your dealership network needs your guidance to thrive in this fast-changing market. It’s about more than tech; it’s about building customer-driven operations. Here’s a roadmap to empower your dealers:
- Upgrade to Cloud-Based Platforms
Legacy systems slow your dealer teams down. Cloud-based solutions like NetFlows360 centralise sales, inventory, service, and analytics for real-time insights.
Action for OEMs: Offer your dealer teams a free demo of NetFlows360 to future-proof their operations.
- Train Teams for Digital Buyers
Your dealers’ tools are only as good as their teams. Provide regular training on CRM, digital selling, and EV/2W knowledge to handle all leads confidently.
- Use Data to Drive Loyalty
Equip your dealer teams with CRMs to automate service reminders, personalise offers, and identify upgrade opportunities, building loyalty without guesswork.
- Help Dealer teams Anticipate Trends
Support your dealer teams with AI-powered forecasting and trend tracking to stay ahead of EV/2W demand, stock shifts, or pricing changes.
Wrapping Up
OEMs, your dealership network faces a rapidly changing landscape. Digital-first buyers, EVs, 2Ws, AI tools, and new ownership models are redefining how vehicles are sold. By guiding your dealer teams to embrace technology, anticipate customer needs, and adapt to new models, you’ll position them to lead, not just compete.
Your decisions today about tech, training, and strategy will shape your dealership network’s success for years. Empower your dealer teams with NetFlows360, a platform built for the future with AI automation and seamless integrations.
Ready to Transform Your Dealership Network? Book a free demo with NetFlows360 to help your dealer teams sell smarter, serve better, and grow stronger.
Frequently Asked Questions(FAQs)
It’s digital-first, AI-powered, and customer-centric. Your dealer teams need omnichannel sales, EV and 2W readiness, flexible ownership, and smart tech to meet buyer expectations.
EVs and 2Ws require specialised knowledge, dedicated showroom zones, and charging solutions to meet growing demand.
It allows seamless transitions between online and offline, building trust and improving sales for your dealership network.
AI optimises pricing, predicts stock needs, and personalises outreach, boosting profits and efficiency across your dealership network.
Equip them with cloud platforms like NetFlows360, invest in training, use data for retention, and leverage AI to stay ahead.