On the Dash:
- The overall Ease of Purchase score fell to 85% in October despite improvements in nearly all individual steps of the car-buying process.
- Vehicle availability improved, with 55% of customers finding the car they wanted in stock and fewer visiting multiple dealerships.
- Longer wait times at dealerships slightly increased, with 27% of customers spending more time than expected, impacting the overall experience.
According to CDK Global’s Ease of Purchase index, 85% of customers found it easy to purchase a vehicle in October. The score slightly slipped from 89% in September and August. Despite the slight decline, survey respondents reported that nearly all individual steps of the overall car-buying process improved.
Despite federal tax incentives for electric vehicles expiring on Sept. 30, dealerships still experienced a slight increase in pull-ahead purchases the first few days of October. In addition, the 2026 model year—which has slightly higher prices due to tariffs—was slowly trickling into dealer inventory.
More than half (55%) of surveyed customers said that the car they wanted was in stock, up from 48% in September. It was also the highest since March’s 56%. Typically, when it’s easier for customers to find the vehicle they want, the Ease of Purchase score increases. However, CDK Global notes that this month, the score didn’t follow that historical trend.
87% of customers, the highest percentage year-to-date, said that it was easy to find the vehicle they wanted compared to September’s 77%. Due to the larger inventory available, customers didn’t have to search as widely for the car they wanted. Four out of five (80%) of customers visited one to two dealerships to find their vehicle, up from 70% in September. Customers who visited four or more dealerships fell from 12% to 5%.
Surveyed customers found that their experience in the finance and insurance department was easier this month. Overall, it was easier to agree on a final price and trade-in value in partnership with F&I managers. Almost three-quarters (74%) of customers said it was easier to determine which F&I products they’d like to purchase, compared to 61% in September.
While nearly all aspects of the car-buying experience improved, wait times remained a significant factor in the customer experience. More customers said they spent more time at the dealership than expected, rising from 23% in September to 27%. CDK notes that while the increase isn’t significant on paper, it doesn’t align with the historical average, signaling that more customers are experiencing abnormally long wait times.
