Two thirds of buyers are regularly browsing, and personal buyers in particular consider a van for a long time before being triggered into the purchase process.
And what triggers them to buy is highly unpredictable, consisting mostly of changes of circumstance or a want rather than a need
Whereas the triggers for SMEs are much more predictable, linked to business needs
But once triggered, the majority of both types of buyer completes their purchase within two months – with more than a third in just one month
The choice list is extremely short with half of SMEs only considering one or two vans and only 12% considering multiple brands. Personal buyers are much more open minded, but only 43% are considered lots of brands.
And SMEs are far less likely to change direction throughout the process – fewer than half amend their initial decisions.
Previous experience is the key anchor point for the majority, although personal buyers have a much broader range of influences – including advertising
Although Diesel remains the most considered for familiar reasons including the running costs and distance travelled, although there is a strong intention among both personal buyers and SMEs to switch to a plug-in van in the next 5 years
To find out more about our research, watch our Van Buyer Report webinar.