Dennis Wichterman, VP Sales
How Can AI Help Dealers Sell More Cars?
Dealers are drowning in AI buzzwords. Every marketing vendor claims to use "AI-powered this" and "machine learning that."
Dealers face constant change, from evolving shopper behavior to unpredictable inventory and economic factors. One clear example: in 2025, tariff volatility led many dealers to reduce ad spend for brands such as Chrysler, Volkswagen, and Acura, even as active buyers remained in the market.
At first glance, the tactic seemed practical: unpredictable sales and tighter margins make marketing budgets look like an easy lever to pull.
But in reality, pulling spend didn’t position dealers for the recovery ahead. It simply reduced their visibility at a time when the stores that stayed active gained a disproportionate share of shopper attention—setting themselves up to capture demand the moment the market began to normalize.
The Advantages of Maintaining Your Market Presence During Uncertain Times
When competitors reduce their advertising presence, dealers who maintain strong marketing visibility gain three significant advantages.
- Your ads face less competition. With fewer dealers bidding on the same keywords and ad placements, your cost-per-click may decrease while your ad visibility increases.
- Your dealership stays top-of-mind. When there are fewer total shoppers in the market, each interaction becomes more valuable. Your consistent advertising presence means you're occupying more of each shopper's consideration set.
- Your inventory gets continued exposure. In-market shoppers will see your inventory multiple times during their research process, while competitors who cut spending become invisible.
The dealers who keep their presence strong during slow periods are the ones who win more shoppers when their competitors disappear.
Changes in Co-op Dollars Shouldn’t Drive All Your Ad Spend Decisions
Many dealers anticipate changes in co‑op dollars due to declining sales, and it’s common for those expectations to trigger cuts in advertising. But co‑op fluctuations are simply changes in funding, not indicators of whether your marketing strategies should change. They should help guide your planning, not determine the direction of it.
What actually leads to confident, accurate decisions is a real‑time understanding of your marketing performance. Without real‑time data, dealers often make broad cuts based on reimbursement changes rather than on what is truly working in their market.
A current, comprehensive view shows which tactics are driving results, where spend is being wasted, and which vehicles actually need support. With that clarity, dealers can shift and refine their marketing efforts instead of pulling back entirely.
How to Maintain Presence Without Wasting Budget
When the market tightens, the answer isn’t to cut your budget. It’s to spend smarter. The dealers who stay visible aren’t outspending everyone else. They’re removing waste, focusing on what actually moves inventory, and making intentional adjustments that keep their marketing working even when conditions change.
Here are four ways to maintain a strong advertising presence without wasting money:
Prioritize the vehicles that need support right now.
Most waste happens when spend is spread evenly across inventory instead of directed toward units that actually need it. MarketAI®, Catalyst IQ’s real‑time inventory and marketing intelligence engine, identifies at‑risk and slow‑moving vehicles so you can shift budget toward the VINs that require immediate support—and away from those that are already moving on their own.
Deploy precision instead of volume.
Broad campaigns cast too wide a net, especially when demand is inconsistent. VIN‑level advertising through MarketAI ensures your dollars reach shoppers actively looking for the exact vehicles you need to move, rather than funding impressions for segments that aren’t converting.
Operate at the speed of your market.
Market behavior can shift week to week—which means quarterly planning cycles leave money on the table. MarketAI gives dealers the ability to make fast adjustments based on real-time movement, demand, and local competition, ensuring your budget is always aligned to what’s happening now, not last month.
Make every dollar accountable.
Waste disappears when every tactic, audience, and placement is tied to a measurable outcome. MarketAI shows what’s working—and what isn’t—so you can quickly double down on the channels driving turn and cut the spend that doesn’t lead to results.
Consistent Advertising During Downturns Builds Long-Term Market Share
Rather than viewing advertising as a slashed budget item during market volatility, successful dealers treat it as an investment in maintaining and growing market position. When market conditions improve, these dealers find themselves in a stronger competitive position, with increased visibility and market share that continues to deliver results.
Don’t lose your competitive edge during challenging market conditions. Catalyst IQ can provide your dealership with the real-time intelligence and automated optimization you need to make smart advertising decisions as market conditions change rapidly. Schedule a demo today to see how data-driven advertising can help you capture market share while competitors pull back.
About Catalyst IQ
Catalyst IQ is an integrated automotive marketing platform that helps dealerships make smarter decisions and sell more cars using real-time data, AI-powered insights, and expert human support. From digital advertising and web presence to SEO/AEO and engagement, every solution works together to drive measurable growth.
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