Price Matters. Trust Sells the Car

We all know customers care about price. But here’s the thing: when someone’s making the second-biggest purchase of their life—after a house—price alone won’t close the deal.

What really seals it? Trust.

Beyond the Sticker

Lauren Moriarty, Director of Sales at iPacket, has seen it play out again and again: transparency isn’t scary—it’s powerful. Shoppers want to know:

• Does this car have the features I’m hunting for?

• What warranty backs it up?

• What kind of work has been done to keep it road-ready?

That last one—reconditioning receipts—is where most dealers hesitate. Fewer than 10% disclose them by default.

Flipping the Script

Lauren’s perspective? Stop hiding the work. Customers don’t see “new tires” as proof the car was bad; they see it as proof the car is ready. Transparency doesn’t raise doubt—it builds confidence.

And when customers trust you, they don’t just buy. They advocate.

From Startup to Standard

iPacket was born in a dealer’s own marketing department, built to make sharing this info simple. Fast forward: now it’s in one of every six new-car dealerships in the U.S., with a 96% retention rate. Dealers stick with it because it works—for sales and operations.

Lauren says the secret sauce is standardization. Every sales rep shows the same clear digital packet, so customers get consistency and managers get accountability.

The Takeaway

Price matters. Always will. But trust—the kind that comes from clear info, simple presentation, and no surprises—is what sells the car and brings the customer back for the next one.