Still room for car dealership haggling, argues NFDA

There remains room for “dealers in the showroom” believes Sue Robinson, director of the National Franchised Dealers Association (NFDA), following Auto Trader’s latest market review. The review shows that British car buyers are turning their backs on haggling, with a sharp rise in the number of motorists paying the asking price or more for a new or used car last year.

“The NFDA supports the dealer’s position and believes that there is still a place for dealers in the showroom – however as we enter a digital era, the role of the car dealer is vital in the car buying experience”, said Robinson.

Of the 5,000 motorists surveyed for the report 56 per cent admitted that they had paid the asking price or more (with add-ons) for a new or used car in 2015 – a rise of 12 per cent on 2014. Over a third of UK car buyers surveyed (34 per cent) identified haggling as being more uncomfortable than asking for a pay rise at work or complaining about food in a restaurant.

Robinson continued: “’Today’s consumers are more informed, more discerning and fully aware of the financial packages available before entering the showroom. The industry is now driving towards a digital era with customers undertaking thorough research online – complementing price discussion in the dealership.

“Dealers are becoming increasingly competitive with pricing, and understand that prices are now more transparent and easily comparable within the entire online UK car market.

“We believe that whilst there is still a need for dealers and face to face communication in the showroom, it is vital that dealers simplify the negotiation process by offering more price comparison tools online – an initiative which has already been adopted by many of our members. In addition, consumers will want to physically see the product they intend to buy.”