The Future of Digital in Automotive Sales: A Conversation with Janek Prummel and Siim Vips. John Sinclair and Mark Palavestra interview Janek Prummel and Siim Vips, executives at Modera Automotive, a leader in digital solutions for the automotive industry. Janek and Siim discuss how digital technologies are transforming automotive sales and the impacts on dealerships and automakers. Janek and Siim observe major shifts in the way people shop for and buy vehicles. Consumers now do extensive online research, often visiting a dealer only once they're ready to purchase. Dealerships must adapt to this new reality, focusing on a seamless digital-to-showroom experience. At the same time, automakers are rethinking how vehicles are marketed and sold as e-commerce becomes more widely adopted. Modera Automotive helps dealers and OEMs navigate these changes through solutions like advanced vehicle configurators, digital marketing, and data-driven insights. According to Janek and Siim, the future is "online first": Dealerships will rely more on online channels to connect with customers, using technology to enhance the in-person experience. They note the impact is already visible, with certain dealers seeing over half of their sales originate online. Janek and Siim provide valuable perspective on the digital transformation in automotive retail. With the pace of change only accelerating, their insights can help dealers and automakers develop strategies to thrive in an increasingly online sales environment. Overall it is an informative look at how technology is shaping the future of the automotive industry.