SalesFuel Survey: Discounts Won’t Drive the Deal

Survey of car buyer purchase intent shows deals and incentives are rarely buying triggers

Westerville, OH August 29, 2016 — SalesFuel® announced new auto purchase intent data for 2016-2017 from its seventh annual AudienceSCAN study of nearly 16,000 online consumers 18+ in the United States. The new study reveals 19.3% of adults online plan on purchasing a new car or truck in the next year.

SalesFuel’s research shows auto sellers they need to take a fresh, new look at their advertising methods to get buyers to come in and buy. It’s contained in a new white paper entitled “Drive Automotive Marketing Messaging2016-17 Automotive Shopper Profile.”

It’s crucial to understand everything you can about your target audience before you can motivate them to take action. It’s important to go beyond demographics to reveal vital information about your client’s best customersthose who are most likely to buy.

But how can sellers capture and captivate the attention of these buyers? The new data shows it’s not enough to just look at the dry metrics of auto selling in formulating the next advertising strategy. Drilling down into the minds of buyers is what makes sales more successful.

“The automotive category is very sophisticated when it comes to using technology and data, but the results of this survey indicate room for improvement in both areas. An increased focus on strengthening dealership reputation score and using psychographic data to better address the needs of the automotive buyer are more effective in motivating potential buyers to take action,” says Stacey Sedbrook, vice president of strategy and business development.

Sedbrook advises a priority should be to pay attention to “purchase intent” of the consumer—their thoughts, emotions, and behaviors that influence not only if, when and what they buy, but if they want to buy it from your dealership.

Key this year? The reasons buyers say they want to buy a vehicle.

Top 3:

  • 27.3% want one of the new models
  • 21% have problems with their current vehicles
  • 20% need an additional vehicle for their families

Bottom 1:

  • 8.3% deals/incentives are too good to pass up

Let it be a lesson to you that promotions don’t weigh that heavily in consumer decisions to break the bank and buy a new vehicle. Instead, focus your marketing tactics on enticing shoppers with reasons for getting a new model: better technology, increased safety features, slick body styles. Make them take a second look at their old, worn-out, less sophisticated, outdated current models.

SalesFuel’s white paper shows customer service level desires and expectations, along with consumer behavioral reaction to a bad experience. For example, the research shows the most important factors in choosing a dealership is reputation, with 59% indicating it is the most important factor.

“(But) don’t rely strictly on social media to reinforce reputation. It’s very rare that we see any social media clicks in a buyer’s purchase path. This doesn’t mean, however, it wasn’t an influence on the buyer’s decision,” says Steve White, CEO of Clarivoy. Clarivoy is a marketing technology firm specializing in unified, unbiased business intelligence.

The report simliarly identifies the least effective thing for dealers to spend money on to build community goodwill and reputation. Readers will also find out what models and brands buyers are desiring most in the coming months.

You can download the white paper by visiting the “Insights” tab at or by clicking here.

About SalesFuel

SalesFuel provides more than 1,500 sales teams nationwide with “The Power to Sell Smarter” through its unique portfolio of sales tools, training, and intelligence. This empowers sales teams to provide value-first to their accounts, stand out from their competition and attract a higher level of talent and clientele.

SalesFuel is best known for its AdMall® product line for media sales and agency new business hunters and its AudienceSCAN® line of marketing research and customer purchase intent data. The company’s current core products also include the SalesFuel API as well as Gitomer Certified Sales Training. SalesFuel’s consulting partners can provide assistance with strategic planning, pricing models, compensation/incentive programs, and digital marketing.

Thought leadership is delivered free-of-charge through the firm’s many white papers and daily sales briefings at SalesFuel also produces the e-publication, which is updated several times daily for media sales professionals across North America.

For more information, visit our website at

About AudienceSCAN

AudienceSCAN’s purchase intent specifically highlights consumers who are taking action within the next year. This year, SalesFuel added 74 new profiles to its research database, including 66 audience profiles and 16 new Purchase Intent shopper profiles this year. This year’s survey also adds two New Chain + Franchise Customer Profiles, bringing the total to 265 different chain/franchise profiles.

AudienceSCAN research now features nearly 1,400 total audiences, including a new category, somewhat surprising in this hot election yearthe “Politically Disinterested.”

AudienceSCAN data is available through the SalesFuel API, AdMall for Media, AdMall for Agencies, or our custom guided sales apps for vertical sales. Dashboard Datasets are also available for marketers to use in their business dashboards.

In addition, free daily briefings are available through the SalesFuel mobile app for Apple iOS, Google Android and Amazon Fire, as well as the SalesFuel Today email.

About Clarivoy

Clarivoy is a marketing technology firm offering traditional and digital multi-touch sales attribution, audience enrichment tools, and advanced digital targeting. Their solutions reveal more about their clients’ customers, their advertising and their path to success so they can drive more sales. Clarivoy’s proprietary technology grants marketers incomparable visibility into their customers and campaignsacross all channels, all devicesonline and offline. Clarivoy’s data points are based on aggregated client data.

Media Contact

Audrey Strong, Strong PR & Multimedia,, 720.231.6097

Press Release

1 Comment

  1. Avatar
    Harrisson Dawson September 19, 2016

    I believe that customer surveys are still a way to go when it comes to understanding your audience. But that isn’t their only purpose – they help a business with customer engagement, customer fidelity, identifying new niches, etc. I believe all marketers should use this method. Here are some examples of great customer surveys


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