A new customer is driving your used-car business — literally. They’re younger, digital-first, and think in search bars and subscriptions. For them, a dealership isn’t a destination — it’s a digital experience. If your pre-owned strategy still starts with “foot traffic,” it’s already a step behind.
A 2025 Mintel report found that 33% of U.S. consumers planning to buy a vehicle within three years would consider used, and that figure jumps to nearly 50% among buyers under 35. Younger shoppers prioritize monthly affordability and convenience, not ownership permanence.
That means the dealer who wins is the one who owns search visibility, not just local proximity.
Younger used-car shoppers expect an experience that feels like Amazon, not AutoTrader in 2010. They don’t browse — they filter. They don’t read — they scan. And when they see the car they want, they expect an instant call-to-action that works.
If your VDP reads like a spec sheet, you’ve lost them. If it reads like a story — “why this one fits your life” — you’ll keep them scrolling.
Digital retailing isn’t about adding another widget — it’s about simplifying the buyer’s journey. The younger the shopper, the less tolerance there is for friction. If they can order dinner, apply for financing, and track a flight on their phone, they’ll expect the same from your inventory page.
When done right, you don’t lose control of the deal — you accelerate it. The goal isn’t to replace your floor team; it’s to make them faster and smarter.
Here’s what moves the needle for digital-first used-car shoppers:
Platforms like Instagram Reels, TikTok, and LinkedIn are now part of the pre-owned awareness funnel — even for luxury brands. It’s no longer about selling a car; it’s about selling confidence.
Before you list another car, run your dealership through this 10-point checklist to ensure you’re meeting online-first expectations.
📥 Download the Digital Buyer Readiness Checklist (PDF)
Is your dealership seeing more online-only shoppers? What digital habits are changing how you approach merchandising? Drop your insights below or connect on LinkedIn to share your best practices with the Profitable Pre-Owned community.