If everything can be bought online, then why not cars too, right? With this reflection and encouraged by their work experience in the US and other European countries where online sales platforms for used cars are growing exponentially, Carlos Rivera and Pablo Fernandez decided to launch the Clicars platform for second-hand vehicles two years ago.
In these months, they have accumulated more than 1,000 cars sold and closed last year with a turnover of about 15 million euros, three times more than in its first year of operation. "By 2020, we have announced annual sales of 10,000 cars," explains Fernández. This would place them in an approximate turnover of about 180 million euros, since they sell the vehicles at an average price of about 18,000 euros. The market average is 13,000 euros. "We are growing around 30% per month," says Fernandez.
His idea, as Rivera points out, is "to consolidate as the first group of online car sales in Spain", an unexplored terrain in which only tests have been done. "We realized that buying a used vehicle is not pleasant for people. There is a lot of insecurity, a lot of distrust in the product that you are going to buy and the person that sells it to you," says Rivera. "Classified ad portals only put the buyer and the seller in contact. They do not offer guarantees of traceability, of certified mileage, of not having had any structural accident, of having the revisions up to date," Fernandez explains. And then, you have to go to the dealer - for him, an unpleasant experience, says Fernandez, who says that "there are studies that say that 30% of the public prefers to go to the dentist rather than to a dealer."
To overcome the first barrier - trust - Clicars performs its own review of 230 points of each of the cars it sells. "We do not sell any vehicle with more than 150,000 kilometers or more than eight years. It is mandatory that they have the history of revisions up to date to see certified kilometers and that they have not had any structural accidents," Fernández said. In addition, they give an extra one year warranty to their buyers.
The interested client makes "a non-refundable reservation of 290 euros" and Clicars sends and delivers the car "anywhere in Spain in less than 48 hours". "90% of our clients are from outside of Madrid so they can not travel to see it. Those who are from the capital, can come to our offices to see the product or we can send it home," says Rivera. "Ninety-five percent of the clients finish making the payment at that moment, and they keep the car."
"Never having touched it is not a barrier for these customers," they say, as is not the fact of paying 290 euros non-refundable. "With the photos so detailed that we have in the cards, the review of 230 points, some videos and the opinions of the clients, they already have everything," explains Rivera. The web already has "more than 600 independent opinions with a very high degree of satisfaction," he says. "It's a Booking score system, you trust the reviews of others," he says.
But still, buyers have an extra guarantee, in addition to the year given by the company for vehicle failures. The customer has "15 days or 1,000 kilometers of test for his car and if he does not like it, we will refund the money at the moment," they say. Only 2% of users have made this return and "Interestingly, the majority has been to exchange it for another, also from our website," says Fernandez.
The above article was written and published in Spanish and has been translated into English. Click here to read the original article.
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