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The auto parts sector in Brazil is expected to move around R$ 248 billion in 2024, according to Sindipeças — a scenario that highlights the urgent need for modernization to keep up with growth. Although still underrepresented, digital sales are gaining traction: currently, only 6% to 7% of replacement sales happen through platforms, with potential to reach 20% in the coming years.
Understanding consumer behavior is the first step
According to Opinion Box, 75.6% of consumers leave a website if they don’t find what they’re looking for — and only 12.1% try to search for something similar in the same store. In other words: most buyers move straight to the competition. In the auto parts sector, this decision can be even faster if data like vehicle compatibility, technical images, or detailed product information are missing.
Additionally, according to Think with Google, year-end purchases like Black Friday and Christmas are planned up to three months in advance. This behavior reinforces the importance of keeping the catalog updated and well-structured, with clear commercial conditions from the outset.
Digital catalog as a competitive edge
Distributors and retailers who invest in well-organized digital catalogs — with quality photos, complete spec sheets, and vehicle compatibility filters — tend to convert more and reduce returns. A great example is sellers who integrate their inventory with marketplaces like Mercado Livre, delivering more relevant results for specific searches, such as “clutch for Uno 1.0 2007.”
Digitalization also allows for real-time updates on stock and pricing, which helps reduce errors, avoid stockouts, and boost ad performance. These operational gains are directly perceived by the end customer: they find what they need faster, trust the information, and complete the purchase with more ease.
Reputation and trust directly influence buying decisions
According to the same Opinion Box study, 84% of consumers have given up on a purchase after reading negative reviews about a store or product. In the auto parts business, where mistakes can lead to technical and financial losses, credibility is crucial. Retailers should respond to reviews, maintain clear communication, and act proactively in problem resolution.
Price matters — but it's not everything
Although promotions, coupons, and exclusive discounts increase purchase intent, they won’t sustain a business long-term if not backed by strong information and support. Consumers look for the best overall option, including reliability, service quality, delivery times, and transparency in ads.
Avoid, for example, frequent price changes without clear reasoning. This common practice in some marketplaces can generate distrust and lead customers to postpone or cancel their purchase.
The digital transformation of the auto parts sector is already underway
Companies in the industry are already standing out with concrete digital initiatives. Manufacturers turning physical catalogs into digital databases, distributors automating inventory management, and dealerships selling parts online are all examples of this ongoing change.
Alephee, for example, supports businesses in this journey by offering solutions that simplify catalog creation, integration with marketplaces, price automation, and performance management via dashboards. This allows distributors and retailers to focus on what truly matters: providing great service, increasing sales, and reducing operational errors.
