Buyer behavior for used cars in 2025: key statistics and how your dealership can take advantage of them
24 Oct 2025
The used vehicle market (VO) is evolving at high speed. The way consumers discover, research, and purchase cars has changed dramatically in recent years, driven by digitalization, new service expectations, and intensive mobile use. Understanding this behavior is no longer optional for dealerships: it is a strategic necessity.
In this guide based on the latest industry statistics, we show you how buyers think, search, and decide in 2025, and most importantly: how your dealership can adapt its processes to capture more customers and close more sales with the help of Dealcar.
1. Buyers research online first (and a lot)
92% of car buyers research online before visiting a dealership.
78% use their smartphone as the primary search tool.
Most consult between 4 and 6 websites before making a decision.
What does this mean for your dealership?
Your website is your first salesperson. It must be fast, easy to use on mobile, with efficient filters, quality photos, videos, and clear information. If the customer doesn't find what they're looking for in seconds, they leave.
With Dealcar, you can have a mobile-optimized website, with an intelligent search tool, fast loading, and profiles that really convert.
2. Proximity and local presence still matter
44% of car buyers do not travel more than 8 km (5 miles) to visit a dealership.
"Near me" searches on Google continue to grow year after year.
How do you take advantage of this?
You must master local SEO. Optimize your Google Business Profile listing, include maps, real reviews, and make sure your website clearly mentions your location and service areas.
Dealcar helps you position yourself locally, including tools to highlight your vehicles on Google with structured data and SEO settings.
3. The physical dealership remains crucial
Although the journey starts online, 89% of sales are still closed in-store.
The customer expects a consistent experience: what they saw online must match what they find at your dealership.
Recommended action
Connect the digital and in-person experience. Your salespeople should have access to the customer's digital history to provide personalized service from the first physical contact.
With Dealcar, you can see the entire previous journey of the lead: car visited, entry channel, interest shown, interactions via WhatsApp, and more.
4. Response time is critical
50% of buyers choose the first dealership to respond.
But only 61% of dealerships respond in less than 15 minutes.
Every hour that passes drastically decreases the probability of conversion.
Practical solution
Automate the first response. Set up workflows that assign leads by type of interest, entry channel, or geographical area and respond with useful messages.
Dealcar allows you to configure automations that respond, assign, and generate internal tasks in seconds, improving your conversion rate.
5. Online reputation matters more than ever
88% of buyers trust online reviews as much as personal recommendations.
67% check 3 or more review platforms before deciding.
What to do
Ask for reviews from all your satisfied customers.
Always respond, even to negative ones, in a professional tone.
Show testimonials and ratings on your website and social media.
With Dealcar, you can integrate reviews into your car listings and centralize the visibility of your online reputation.
6. Video is the content that converts the most
75% of buyers say that video influenced their final decision.
Listings with video generate up to 35% more leads.
Key recommendations
Record virtual tours: exterior, interior, engine, details.
Use short videos (Reels, TikTok, Shorts) to showcase vehicles and promotions.
Share videos via WhatsApp when responding to an inquiry.
Dealcar allows you to upload videos to your listings and share them from the same platform, optimizing every interaction.
7. Omnichannel: connecting all touchpoints
71% of buyers expect an integrated experience between web, social media, WhatsApp, and store.
Only 43% of dealerships offer a truly omnichannel experience.
What it means and how to apply it
The customer does not distinguish between channels. For them, your brand is one. Therefore, you must ensure that:
What they see on social media is also on the website.
If they ask via WhatsApp, the in-store salesperson knows.
If they reserved a car online, it is available when they arrive.
Dealcar unifies your website, your leads, your customer service, and your statistics so that the experience flows.
Practical recommendations for modern dealerships
Professional mobile-optimized website with complete listings.
Well-developed local SEO, with reviews and active Google Business Profile.
Lead automation with workflows and responses in under 1 minute.
Video in listings and social media as standard, not as an extra.
Unified and coherent presence across all channels.
Metrics panel and traceability of each lead to make real decisions.
Conclusion
The data doesn't lie: the 2025 customer is already here and their behavior is clear. They research online, expect speed, seek trust, and value consistency. The good news is that you don’t need to be a large group to provide an excellent experience.
With the right tools, such as those offered by Dealcar, any dealership can adapt and compete in this new environment.
Your website, your leads, your videos, your data... all in one place. More agility, more conversion, more sales.
Frequently Asked Questions
Why should I adapt my dealership to the new buyer behavior?
Because ignoring it leaves you out of the game. Adapting allows you to connect better, sell more, and differentiate yourself.
How long do buyers research before deciding?
On average, between 2 and 4 weeks, dedicating several hours a week to compare models, prices, and dealerships.
Which channel gives me the best conversion?
WhatsApp and web forms, but the key is to have all channels well integrated.
Can I compete with large dealerships if I am small?
Yes. With clear digital processes, good service, and tools like Dealcar, you can provide an experience that is just as good or better.
