Most new- and used-car deals are done in about an hour, Walsh said. Customers don’t even have to go to a Qvale store. It can all be done online and the car can be delivered to the customer’s driveway.
It all starts with pricing. Qvale uses Velocity Intelligent Pricing, which measures such things as actual transaction prices, inventory levels and age, factory incentives, customer engagement and more to determine the advertised sale price. Senior sales personnel, for example, are empowered to accept offers without needing a sales manager’s approval.
Walsh said it’s not no-haggle pricing, and the stores won’t lose a deal if the offer is close to the advertised price. What’s more important, he said, is that the customer doesn’t get smacked with unexpected markups. “We’d rather lose with integrity than win without it,” Walsh said of Qvale’s pricing strategy.
The company measures nearly every aspect of the Qvale Way, he said.
“We’re constantly trying to get better. The only way you can do that is by collecting data. Everything we use has to be able to be digitized,” he said. From the data, refinements are made to the Qvale Way. Adding artificial intelligence capabilities is one of its next innovations.
“The consumer is the person that’s going to tell you how they want to interact, how they want to transact,” Walsh said. “Whether it is online, offline or anywhere in between, we want to meet the customer anywhere they want to be met.”
