How Auto Shows Influence Consumer Preferences and Sales
The Unique Impact of Auto Shows on Consumer Buying Habits
Major auto shows like the New York International Auto Show, Los Angeles Auto Show, and Canadian International AutoShow are not just events showcasing the latest car models. They represent a pivotal moment in the automotive market, influencing consumer decisions and vehicle sales. Research by Clarify Group highlights that these shows play an essential role in shaping purchasing behaviors, significantly impacting how consumers engage with their vehicle buying journey.
Insights from Consumer Research
Conducted by Clarify Group, a respected name in the automotive research sector, this latest study underscores the value these auto shows offer to both manufacturers and potential buyers. As the new show season rolls out, with the Los Angeles event kicking off soon, results from studies involving nearly 9,000 visitors shed light on what drives consumer interest and how attendance influences their choices.
The Importance of In-Person Experiences
Despite living in a digital age where online shopping dominates many sectors, in-person experiences at auto shows remain crucial. Clarify's findings reveal that a significant proportion of attendees, about 40%, plan to purchase or lease a vehicle within the following year after visiting these shows. The immersive environment allows potential buyers to interact physically with vehicles that they may have only seen online, bringing a touch of reality to their shopping experience.
Key Findings from the Study
In their research, Clarify highlights several noteworthy stats:
- 2.9 times more likely to make a purchase compared to average consumers.
- A remarkable 68% of visitors are projected to buy within 24 months.
- Gen Z attendees are incredibly enthusiastic, being 1.5 times more likely to recommend the shows compared to other generations.
Reasons Why Attendees Visit Auto Shows
The purpose behind attending these events varies, but many visitors have clear intentions:
- 80% attend with the primary goal of viewing new models and brands.
- 37% are there to gather information to aid in their buying decision.
- 21% have interests in learning more about electric vehicles, indicating a shift towards eco-friendly choices.
The data shows that 84% of attendees find the auto shows instrumental in shaping their future vehicle choices, highlighting the effective role these exhibitions play.
The Post-Show Behavior of Visitors
Engagement does not stop at the auto show. Following their visit, many consumers take tangible steps towards purchasing a vehicle:
- 58% research more about a specific model online.
- 55% visit dealerships to inquire about vehicles.
- 39% arrange for a test drive.
- 28% even go ahead and place orders for new vehicles.
The Consequences of Missing Brands
Interestingly, the absence of certain brands can lead to potential pitfalls:
- 23% of attendees indicated they might consider different brands if their favorites weren't present.
- 20% reported being less likely to pursue absent brands in the future.
Industry Experts' Views
Auto show executives recognize the vital importance of these events. Jason Campbell, general manager of the Canadian International AutoShow, emphasizes the essential nature of this consumer research for maximizing the return on investment from exhibitors. Similarly, industry leaders like Mark Schienberg from the Greater New York Automobile Dealers Association acknowledge how significantly attending an auto show alters visitors' brand consideration lists.
Clarify Group: The Authority in Automotive Insight
Based in the Greater Toronto Area, Clarify Group Inc. specializes in automotive advisory services, providing invaluable data to OEMs, dealer groups, and auto shows alike. Their commitment to research ensures clients can navigate consumer behaviors and market trends effectively.
Future of Auto Shows
With evolving consumer preferences, the evidence showcases that auto shows maintain their relevance. As Terri Toennies, president of the Los Angeles Auto Show states, the data underscores the shows' role in facilitating informed purchase decisions, countering the belief that online interactions alone dictate consumer engagement in automotive purchasing.
Frequently Asked Questions
What are the major auto shows mentioned in the research?
The key auto shows include the New York International Auto Show, Los Angeles Auto Show, and Canadian International AutoShow.
Why do consumers prefer attending auto shows?
Consumers enjoy the immersive experience and the opportunity to interact directly with vehicle models, which enhances their purchasing decisions.
How does attending an auto show affect buying behavior?
Attending shows significantly increases the likelihood of purchasing or leasing a vehicle, as it encourages further research and dealership visits.
What impact do absent brands have on consumer intentions?
Absent brands may result in consumers considering alternatives and showing reduced likelihood to purchase those brands in the future.
What role does Clarify Group play in automotive research?
Clarify Group conducts essential research to understand consumer behavior and supports the automotive ecosystem by providing actionable insights for stakeholders.
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