Maximizing Car Sales: AI and Digital Marketing Strategies for Dealers
TL;DR
Hybrid BDCs Improve Lead Conversion
Dealers are increasingly adopting hybrid in-house/outsourced Business Development Centers (BDC) supported by AI to improve lead conversion and cut ad waste. According to NADA, dealers spent $4.8 billion on advertising in the first half of 2025. A Foureyes study found that 43.2% of sales leads are mishandled, with 65% of leads who return to the dealer website not hearing back within 24 hours.
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The hybrid approach involves:
- In-house reps focusing on high-value tasks.
- Outsourced teams handling volume work and after-hours calls.
- AI managing repetitive tasks like email sequences and lead scoring.
For example, GMC Mount Vernon saw their appointment set rate jump from 17% to 42% and response times decrease to under 45 seconds after launching a hybrid BDC approach with help from Dealer Synergy.
AI Search Impacts Customer Acquisition
Customers are increasingly using AI platforms like ChatGPT, Perplexity, and Microsoft Copilot for vehicle research instead of traditional Google searches.
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Dustin Schuler from Volkswagen of Bellevue noted that AI crawlers may not pick up all the elements on a dealer's page, such as third-party tools, scripts, and images.
To adapt, dealers are:
- Uploading inventory feeds to Google Merchant Center and OpenAI's schema.
- Rewriting FAQ pages to answer conversational queries.
- Using tools like the View Rendered Source Chrome extension to audit what AI crawlers can see.
As a result, Volkswagen of Bellevue saw a 13% increase in total volume month-over-month.
Video Marketing Enhanced with AI
Video marketing is growing, with dealers using vehicle walkarounds, virtual showroom tours, and personalized service reminders. Dealers are using generative AI for personalized video messages. Longo Toyota of Prosper generates an additional 12-15 sales every month directly attributed to video AI.
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Instead of human avatars, dealers are using AI to generate b-roll footage and synthetic voice narration, with some recommending Google’s Veo 3 for this purpose.
Data Cleanup is Essential
Rohrman Auto Group found that 48% of their records were unusable due to issues like duplicate entries and outdated information. After a cleanup with Experian, about 60% of the “bad half” was corrected, resulting in a new, enriched dataset stored in Snowflake.
Local SEO and Google Business Profile Optimization
Local SEO is critical for auto dealerships to appear in local searches. Key tactics include:
- Keeping your Google Business Profile (GBP) updated.
- Encouraging customer reviews.
- Using localized keywords.
- Leveraging geo-fencing ads.
Get My Auto offers SEO-friendly websites for auto dealers designed to enhance local search rankings.
AI-Driven Marketing Automation
AI can automate repetitive tasks and provide data-driven insights. Key applications include:
- AI-powered chatbots for lead engagement.
- Personalized campaigns using AI to analyze customer preferences.
- Predictive analytics to identify trends in customer behavior.
Get My Auto provides AI chat and appointment-setting solutions to simplify lead generation and engagement.
Omnichannel Experiences
An omnichannel strategy ensures a consistent customer experience across online and offline touchpoints. Steps to implement this include:
- Integrating marketing channels.
- Offering virtual showrooms.
- Bridging online and offline experiences with promotions.
Get My Auto’s vehicle management system integrates operational and marketing tools to execute an omnichannel strategy.
Mobile Optimization
Mobile optimization is crucial, as many car buyers start their journey on mobile devices. Best practices include:
- Responsive design.
- Mobile-friendly tools like trade-in calculators.
- Retargeting mobile users.
Get My Auto's SEO websites for auto dealers provide a fast, responsive, and user-friendly mobile experience.
Video Marketing for Engagement
Video content is engaging and ideal for showcasing a dealership’s value. Ideas include:
- Vehicle walkthroughs.
- Customer testimonials.
- Short-form content for platforms like TikTok and Instagram Reels.
Combine video efforts with Get My Auto’s Meta advertising solutions for targeted engagement.
Social Media and Influencer Marketing
Social platforms are essential for connecting with potential buyers. Effective tactics include:
- Targeted ads on Facebook and Instagram.
- Partnerships with local influencers.
- Community engagement.
Get My Auto’s Meta advertising services facilitate effective campaigns.
First-Party Data Collection
Collecting first-party data is crucial due to increased privacy regulations. Methods include:
- Incentivizing sign-ups.
- Segmenting audiences.
- Leveraging CRM tools.
Generative AI for Content Creation
Generative AI tools like ChatGPT can produce ad copy, blog posts, and video scripts.
CRM Optimization
A robust CRM system manages leads, automates follow-ups, and improves conversion rates.
Get My Auto offers a CRM for car dealerships that integrates with their Dealer Management System (DMS).
Programmatic Advertising
Programmatic advertising uses AI to automate ad placement. Benefits include:
- Real-time bidding.
- Retargeting campaigns.
- Dynamic ads.
AI in Automotive Merchandising
AI is reshaping how vehicles are marketed and sold, creating faster, more consistent, and compelling online experiences.
AI applications include:
- Dynamic pricing and inventory optimization.
- Automated vehicle descriptions.
- AI-enhanced advertising and campaign optimization.
- Visual merchandising through smart photo capture and automated enhancement.
CarCutter offers mobile capture apps powered by AI that guide dealership staff during photo capture and provide real-time feedback. AI analyzes the angle of the vehicle and applies a background that matches the perspective, lighting, and shadows.
AI-Powered Merchandising Benefits
AI-powered merchandising offers speed, consistency, and scalability, resulting in higher engagement and increased lead generation. When evaluating AI tools, prioritize those designed for automotive retail workflows and ensure seamless integration with existing systems.
ZeroSum's AI for Car Sales
ZeroSum's Market AI platform transforms inventory data into shopper-specific ads. It analyzes inventory, matches it with buyers, and automatically generates creative assets.
ZeroSum's AI helps dealers sell more cars through:
- Intelligent inventory analysis
- Precision shopper targeting
- Automated creative optimization
- Comprehensive sales attribution.
The platform uses VIN scores to prioritize advertising for high-scoring inventory and targets aging units with specific messaging. It matches vehicles with qualified buyers through multiple creative formats, including:
- Facebook Collection Ads
- Companion Format Videos
- Auto-Stream Video Ad Campaigns
Market AI provides VIN-level attribution that tracks the customer journey from impression to sale, enabling real-time adjustments based on inventory movement and sales velocity.
