Automotive retail is going digital, but the systems behind it aren’t always in sync. People want to shop online and compare prices easily. OEMs, dealers, and online sites often work separately, which messes up the experience for buyers.
To get insights on fixing this, we talked to Shanu Chandra, who leads Strategy and Partnerships at Spyne. Working with marketplaces, OEMs, and big platforms, he gave us his take on today’s challenges and what it takes to make the needed changes.
Q1. Automotive retail is now online. What are the biggest workflow problems between players?
A key problem is that everyone uses their own data.
- OEMs look at production predictions.
- Dealers focus on local issues, like old cars and trade-in delays.
- Marketplaces watch customer behaviour and prices.
These areas don’t often sync up. Customers see wrong info, dealers miss sales, and OEMs don’t see real demand. Each focuses on their goals instead of the customer’s experience.
Q2. When systems connect, what’s important for data flow?
Good data and clear ownership.
Integrations fail when we move messy data between systems not built to connect.
To work, there must be a shared way to understand data, organised info, and know who updates what. Otherwise, tech just makes the chaos faster.
–Shanu Chandra, Head of Strategy and Partnerships, Spyne
Q3. Dealers and marketplaces often work apart. What makes it hard to work together, and how can partnerships assist?
It’s mostly about mindset.
- Dealers guard their data.
- Marketplaces want to run the sales.
- OEMs want control without hurting their brand.
Partnerships work when everyone benefits from shared data. When there are shared good results — understanding customers better, faster sales, and easier experiences — people cooperate. Tech only works if there’s trust.
Q4. Many dealers still use old ways. What steps can they take to improve without problems?
Dealers need small wins that don’t slow them down.
Start with one workflow, like sending leads or automating responses. Connect systems one at a time. Train small groups with examples. Track simple things, like how fast they reply to leads. Keep it short, around 90 days.
Dealers accept what works fast. If it’s too hard, they’ll pass
Q5. What tech or partnerships will change how OEMs, online marketplaces, and dealers work?
Three things will do the trick:
- A platform that links customer search, automotive ads, and sales.
- AI that connects OEM supply with customer demand.
- Partnerships that swap old systems for data that’s easy to share.
The future depends on teamwork.
Wrapping Up
As Shanu Chandra says, changing automotive buying is more than just about tools. It starts when there’s agreement on data and processes. How well the industry meets customer needs depends on data and integrations. The future is for those who make things easy.