VANARAMA
Andy
Alderson from Vanarama talks about online car leasing
“ The challenge for dealers is if they just use a website to do more of what they currently do , and see it as a sales channel or lead generation , they will make the same mistake as Blockbusters did ”
ANDY ALDERSON FOUNDER & CEO , VANARAMA
AutoTrader , Car Gurus , and Whatcar ? are already reporting that up to 60 % of customers would consider buying online today , if solutions were good enough .
“ The example I use is the Blockbusters- Netflix moment . They were in the same business , renting DVDs online , but Netflix could see the move towards streaming . The challenge for dealers is if they just use a website to do more of what they currently do , and see it as a sales channel or lead generation , they will make the same mistake as Blockbusters did . They ’ ve got to look at everything digital first – removing friction , being transparent with pricing – and if they do that , they ’ ll get more offline too .”
The warnings stem from his approach to managing risk . One of his favourite books is Only The Paranoid Survive , by Andy Grove , the former Intel President and CEO . “ You have to imagine the worst all the time , even when
394 April 2021