Case Study: CarMax achieves 40% of sales through used-car locates with Dealerslink

Making the Case for Used-Car Locates

CarMax, which gets about 40% of its sales through car locates, faces the common dealer challenge of losing customers when the exact used vehicle a buyer wants isn't on the lot. Dealerslink, an automotive systems integration and networking technology company, examined this gap and promoted the use of proactive used-car locates and its networking/locate services to help dealers keep those shoppers engaged.

Dealerslink’s blind study showed an average of two dismissed customers per salesperson per day (about 60 consumers monthly), costing roughly $350–$400 per lost lead and—at an 18% close rate—about 11 missed sales per salesperson (conservatively 5.5 if adjusted). By using Dealerslink’s locate platform and processes to actively find, negotiate and communicate options for buyers, dealers can recover those leads, boost monthly deals per salesperson, protect higher used‑car margins and generate more referrals and backend revenue.

CarMax