The relationship between buyers, car dealers and other sales channels is changing at an accelerated pace. The possibility of closing the purchase of a 0km by Internet is the finishing touch of a process that has already been giving clear evidence on how the digital transformation leaves its mark on the automotive sector.Since the cell phone became a permanent reference tool for most Argentines, it has been leaving behind the custom of personally attending a point of sale to know the details of a vehicle.According to research, the vast majority of people are directly informed about the model they want to buy. Google, search the official pages, analyze the comments and information of websites and even find out many before a vehicle makes its arrival in the country.The next station in the selection process is, without doubt, the closing of the transaction without leaving the house. Or, as already happens, secure the unit with a reservation and then formalize the operation at the dealership.This is how iProUP assured those responsible for different terminals when they were consulted about the evolution of the sales channels and where the industry is pointing.Already in Argentina there have been several steps that approach this reality, while the number of cases in which the selection, reservation and purchase is made through the Internet increases.Those that have already startedAmong the automakers that bet on this modality that bring new technologies is Peugeot, which implemented a 100% online action in the launch of the 308 S Allure Plus (the European version of the hatch), which can be purchased online."The first step was when we started selling spare parts through Mercado Libre's online store, and in October we added the option to reserve any 0km in that channel," says Soledad Bereciartúa, Communication and Public Relations Manager at iProUP. Argentine subsidiary of the firm.The executive adds that, immediately after, "the opportunity site, which operates through Peugeot.com.ar, made its debut, in which it is possible to book the car or get a turn for a service and pay it online".This platform has two alternatives:- Peugeotargentina.com.ar/oportunidades, which is used to reserve a model- Peugeotargentina.com.ar/oportunidades/maintenanceprogrammed, in which it operates for serviceDoes this action leave the agencies out of business? It is the obligatory question, and whose answer is what matters most to the sellers"The dealer's stock is worked in. When the person books a model, he receives a link that tells him where the vehicle is and is chosen according to the customer's convenience or convenience." The online store works together with the customer's point of purchase. sale, "clarified from the automaker.As for the action with the 308 most sports, it is exclusive to the terminal and allows you to complete the purchase 100% online. "It is the brand's own stock, that is, a complement to the 60 points of sale and comes hand in hand with what the consumer asks", they explain from the company."According to research, 90% of connected Argentine adults make online purchases permanently and it was important to offer this service," they add.The steps to follow in peugeotstore.com.ar are:- A user is generated- Billing information is completed- The nearest dealer is chosen to sign the papers (this procedure can not be done online)- The car is removed- It is paid by Mercado Pago"This process we started with the 308 S. As we did very well we decided to add other options, such as 5008 Allure Plus HDi Tiptronic, Traveler Allure Plus 2.0 HDi and 208 HDi Allure Plus 1.6.They are 100% digital actions," says Bereciartúa.Another of the automotive that has joined the online mode is Nissan.In this case, it is for the reservation of the Leaf, the first electric passenger that is marketed in the country.Also in January, the Japanese announced that those who wish to buy this vehicle could secure one online.For that, you have to enter Nissan.com.ar and reserve it by paying $ 120,000 through Mercado Pago or by credit or debit card.Peugeot and Nissan were joined by Renault, which debuted in the online world with the launch of the Sandero Stepway Volcom.Specifically, it is a limited series that was developed on the basis of the Privilege version but adding some "adventurous" details.The commercialization of this model is done exclusively through the Internet.Customers make the reservation through the Online Shop Renault and to carry out the operation must be presented at a dealership.The process is the following:- The Online Store is accessed through www.renault.com.ar- The customer chooses the color- Then define the dealer that will intervene in the operation- Make the reservation with a deposit, paid with a credit card, of $ 2,500.As an additional benefit, you receive a 30% discount on all Volcom products for three years when you buy at your stores and 40% at the online store for one year.In addition, customers who purchase this car will have access to a 10% discount on Axion Energy Premium fuel for twelve months.The three previous carmakers were joined by Citroën, which also prepared its online platform as part of the launch of the European Cactus C4."In that case, the interested only entered the portal and left their data, then was contacted by the dealer, so they will ensure the new model before anyone," explains iProUP Patricio Busso, Citroën's Advertising, Media and Digital manager Argentina.The move was a success: in just 15 days, 50 cars were dispatched. The second step was in the framework of the launch of the C4 Mercosur Cactus."In this case, people could book online from having a platform that had all the vehicle data," explains Busso.The transaction was insured after completing a form and paying $ 3,000 through Mercado Pago, while at the point of sale the vehicle was settled and withdrawn.The action was carried out by the Citroën Special Sales area with the company's own stock. That is, the dealer only delivered the unit and received the payment of the total.In 15 days all the units were sold. As this action was in September, in full devaluation and constant price change, the company offered as a bonus the first free service as an incentive.However, Busso explains that "those who agreed to this modality did not seek advantages but rather to ensure that they would be the first to have it".In the case of Chevrolet, the first online action was made based on an agreement with Mercado Libre. Through the Chevrolet Online Store you could choose a car and select it, and then be contacted by a seller.This modality evolved and the company today uses the online channel for the development of actions and promotion of specific models. In general, for short periods of time. The biggest benefit is the price, since they offer significant discounts.What comesThis year promises to be key for new automotive and stock to join the online channel. One that already confirmed it is Volkswagen, which assures iProUP that the big launch of the year will be the "Digital Dealer". It will include virtual reality and tools applied to a new shopping experience.In Brazil he already made this experience. The development consists of an "island" in which there is a 55-inch television screen and virtual reality lenses.On the screen, the customer can navigate all models of the brand, select a car or specific issues (such as security, design, comfort, among other aspects). Once chosen, you can look for different combinations of financing, initial payment and fees.In Renault they also confirmed that 2019 will be key to advance in the development of online sales channels. "For now, you can book the Sandero Stepway Volcom through the web, but there are more projects for this year," they confirmed from the company.Citroën and DS also consider that this year will be very vital to advance this trend."We will have two specific actions with Citroën and also with DS, the premium brand of the PSA group, which can be booked and completed without going to the dealership," says Busso."We set different objectives in 2017. We had a special contact with the client, the response was very positive and it was decided to repeat it, with the Cactus manufactured in Brazil, already giving way to the reservation." The third step is the full e- commerce, which will arrive this year, "he said.The role of dealersUndoubtedly, new technologies will change the relative importance of traditional sales channels in the buying and selling process."We know that everything will be digital in a while, and today the role of dealers and sellers is different, because customers have all the information before attending the place," explains Bereciartúa."We are working on the change, we have to take the step because the consumer gave concrete signals that he is willing to buy a car online," says Busso.As for the "digital buyers", in the automotive understand that they have other times, other tolerance and anxieties, so that the Internet allows them to respond faster.The first steps have already been taken, and in many terminals they agree that every day that ecommerce goes by, other options will be left out.The president and CEO of VW for Latin America, Pablo Di Si, adds that the "digital" approach is the answer to a user who already arrives at the dealership with a fairly finished knowledge of the model he is looking for and that virtual reality reinforces that information ."Then, there is the usual option, the test drive", sentence.But the digital bet also implies a reconfiguration of the points of sale, since they could alleviate their stock of vehicles on display. This means that they will also be able to reduce the "sunken" capital and improve the financial profile.The online sale grows in the country and the dealer must define how it adds to this transformation.The predictions of some managers are clear: in the long term, the automotive companies will sell directly -from the production plants- online.But for that also it would have to give a restructuring in the terminal. It is a path that has already begun and that has no return.