A buyer sees a Mazda CX-5 on your page, calls, visits on Saturday, test drives it and says "let me think about it". Then nothing. Two weeks later they have bought from the yard next door. This happens in car yards across Nairobi, Mombasa and Nakuru every week, and a car dealer CRM is how you stop it.
Why car yards lose buyers
Buying a car is a big decision. Buyers rarely decide on the first visit; they compare, ask family, check financing. The yard that stays in touch at the right time usually wins. Without a system:
- enquiries live in salespeople's phones and leave when they leave,
- nobody knows who test drove which car,
- follow-ups depend on memory,
- the owner can't see which salesperson converts and which doesn't.
What a car dealer CRM does
Every enquiry captured
Calls, walk-ins, WhatsApp messages and online enquiries go in as leads, with the car they asked about and where they heard of you.
Test drives on record
Record each test drive against the car and the buyer: when, who went with them and how it went. The car's page shows every test drive; the buyer's page shows every car they tried.
Follow-ups that happen
Every lead gets a follow-up date. The salesperson sees today's follow-ups first thing in the morning, and can add them to their own phone calendar.
Quotes that become sales
Send a quote for a car, cash or installments. When the buyer says yes, the sale opens straight from the quote with the price carried over.
A pipeline you can see
Leads move from new to contacted, test drive, negotiating and won or lost. The owner sees how many buyers are at each stage and why deals are lost.
The numbers to watch
- Enquiries this month and how many became test drives.
- Test drives that became sales.
- Average days from enquiry to sale.
- Sales and conversion by salesperson.
A CRM inside your dealer system
A separate CRM means typing everything twice. In Afritelligence the CRM is part of the car dealer software in Kenya: the same car, buyer and sale, from first call to the last installment. see the prices.
Frequently asked questions
Is a car dealer CRM different from a normal CRM?
Yes. It links each lead to the car they asked about, records test drives on the car and turns quotes into car sales, cash or installments.
Can salespeople keep their own leads private?
Each salesperson sees their own leads and sales; the owner sees everyone's.
Can I add leads from WhatsApp or social media?
Yes. Add the lead with the source, so you know which channel brings buyers.
Does it remind salespeople to follow up?
Yes. Every lead has a follow-up date, and today's follow-ups show first.
Can I see why deals are lost?
Yes. When a lead is marked lost, a reason is recorded, so you can spot patterns like price or financing.
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