Auto Futurecast’s latest episode explores the future of automotive retail

The automotive industry is in the midst of a digital revolution, and nowhere is this transformation more evident than in the car buying journey. In the latest episode of Auto Futurecast, the acclaimed podcast focused on automotive innovation, host Chris Kirby is joined by Bodo Philipp, CEO of MHP Consulting, to unpack how digital technology is reshaping how customers search for, experience, and ultimately purchase vehicles.

A new era in car buying

The episode opens with a look at the rapid shift towards online car buying—a trend that has gained significant momentum since 2020. According to research from MHP Consulting, online car-buying activity has increased by a remarkable 144% in just a few short years.

“Consumer behaviour has forever changed,” says Philipp. “The push towards online automotive sales is no longer a future ambition but a present reality.”

This marks a turning point for automotive retailers and OEMs alike, who must now rethink traditional sales models and adapt to digital-first consumer expectations.

Simplifying a complex process

Buying a car is one of the most significant and complex purchases many people will make in their lives. The episode highlights how digital transformation in automotive retail must account for the entire customer journey—from initial research and vehicle configuration to test drives, financing, and final purchase.

Drawing inspiration from customer-centric tech leaders like Apple, Kirby and Philipp discuss how automakers can simplify this journey, eliminate friction points, and build more intuitive, engaging platforms.

Breaking down the customer journey

MHP Consulting presents a three-dimensional framework that automotive brands can use to better navigate and design digital car buying experiences:

• Customer profiles: Addressing the diverse needs of digital natives and those less familiar with online platforms
• Purchasing stages: Mapping each step—research, configuration, test drives, and transactions—with the right digital tools
• Product complexity: Managing customisation without overwhelming customers, balancing variety with simplicity

This structured approach offers a clear lens through which brands can evaluate and improve the digital experiences they deliver.

The impact of immersive technologies

One of the most exciting parts of the episode delves into how immersive technologies are redefining vehicle discovery and interaction.

Imagine virtually walking around a new vehicle in 3D, examining every detail, or using devices like the Apple Vision Pro to “sit” inside the car from the comfort of your home. These innovations are not just flashy add-ons—they are fast becoming essential tools for digital engagement and customer decision-making.

Building trust through transparency

Trust remains a crucial factor in any high-value purchase, and the episode emphasizes how transparency – around financing, delivery timelines, and specifications – is foundational to a successful digital strategy.

AI-powered platforms and integrations with third-party services can significantly enhance transparency, offering buyers the clarity and confidence they need to move forward in the purchasing funnel.

The road ahead: what’s next for automotive retail?

Looking to the future, Kirby and Philipp discuss what the next 12 to 18 months may hold. Key trends include:

• Advanced subscription services for flexible access to vehicles
• AI-enhanced chatbots for smarter, round-the-clock customer support
• Immersive digital retail experiences that blur the line between online and in-person

These innovations have the potential to not only transform how cars are purchased, but also how automakers and retailers build lasting, meaningful relationships with their customers.

The full episode – Reimagining the Digital Car Buying Journey – is available now on the Auto Futurecast podcast website, as well as Spotify, Apple Podcasts, YouTube, and Amazon Music.

About Auto Futurecast
Presented by Asset Finance Connect and Tomorrow’s Journey, Auto Futurecast explores the trends, technologies, and strategic shifts shaping the future of mobility. Each episode brings together leading voices from across the automotive landscape for in-depth, actionable conversations.