The Latin American automotive industry is undergoing a rapid digital transformation, driven by the adoption of AI-powered sales software. Particularly in Mexico, both new and used car dealerships are integrating these tools to automate processes, improve lead tracking, and predict buying behavior.
At the same time, the arrival of Chinese manufacturers like BYD, Chirey, and JAC has intensified competition, pushing traditional brands and their dealerships to seek greater commercial efficiency through innovative solutions like Biky and AgentForce.
In this article, we take an in-depth look at this phenomenon, including growth data, use cases, and practical recommendations for automotive industry managers.
Rapid Growth of AI-Powered Sales Software in Latin America
The adoption of AI in business processes across Latin America has surged in recent years. A recent study by NTT Data and MIT Tech Review found that 86% of companies in the region are already investing in generative AI, and the use of traditional AI has grown by approximately 25% in just the past year [1].
This trend even surpasses the global average; according to IBM, 67% of Latin American organizations with over 1,000 employees have increased their AI implementation in the past 24 months, compared to 59% worldwide [2]. Mexico’s ecosystem is particularly dynamic: the number of AI-focused companies grew 965% between 2018 and 2024, rising from 34 to 362 startups, solidifying Mexico as a regional leader in digital transformation [3].
These AI investments have channeled over $640 million between 2022 and 2023 and generated thousands of jobs [3], with a strong emphasis on business intelligence, machine learning, and process automation solutions.
Within this broader AI boom, sales and marketing applications stand out as key use cases in Latin America [3]. More and more businesses are turning to AI as an ally to enhance their competitiveness in an increasingly digital market. Global firms like Salesforce have launched specialized suites—such as AgentForce—that enable the creation of autonomous AI agents capable of qualifying sales opportunities, responding to customer inquiries, and optimizing campaigns with just a few clicks [4].
The value proposition is clear: scaling sales teams on demand and boosting productivity with virtual agents that work 24/7. In the words of Marc Benioff, CEO of Salesforce, this represents “a new era of intelligent agents… integrated into every workflow, anticipating needs, strengthening relationships, and driving growth.” This ambitious vision—Salesforce aims to deploy one billion AI agents by 2025—reflects the immense potential AI holds for commercial operations [4].
The Digitalization of Car Sales: From Showroom Floors to the Online World
The automotive industry, traditionally centered around showrooms and in-person sales, is reinventing itself in the digital era. Today, the car-buying journey begins online: customers research models, compare prices, and make decisions without ever setting foot in a dealership [5].
In Mexico, it is estimated that 60% of new vehicle sales already involve an online stage in the purchasing process [6]. Modern buyers expect quick responses, personalized information, and the ability to advance the transaction remotely. This shift has forced dealerships to adapt or risk becoming irrelevant in a market that does not tolerate slow adaptation [5].
The numbers highlight the benefits of embracing digitalization. According to McKinsey, digitizing financial aspects of the car-buying process could boost automotive sales by up to 30% in the coming years [6]. Additionally, adopting digital tools can reduce dealership operational costs by up to 25%, according to Deloitte [6].
As Adal Ortiz, co-founder of proptech Peibo, puts it, technology is transforming vehicle purchases “not just through websites… but also with the implementation of artificial intelligence and other technologies” [6]. In other words, simply having an online presence is not enough—industry leaders recognize that AI is a key element in scaling customer service efficiently [6].
A clear example of this transformation is the boom in conversational sales channels (web chat, WhatsApp, social media). AMDA reports that in Mexico, 15% of auto insurance and financing transactions now include a digital process, proving that even related services are shifting online [6].
Innovative companies are emerging to capitalize on this trend: classifieds giants like Mercado Libre and used car startups like Kavak and OLX Autos now offer fully digital catalogs and nearly end-to-end online transactions. Together, these forces are revolutionizing both new and used car sales, making it essential for dealerships to integrate automation and analytics technologies to manage the increasing flow of digital leads.
AI in Automotive Sales: Automation, Lead Management, and Predictions
In today’s automotive industry, AI-powered sales tools have become strategic allies for dealerships and distributors. How are these solutions being used? Primarily in three key areas: process automation, intelligent lead management, and purchase behavior prediction.
AI sales agents can handle operational activities that previously consumed a large portion of a salesperson’s time. For instance, platforms like Biky, an AI-powered virtual assistant, can respond to customer inquiries 24/7, schedule test drives, and automatically qualify leads [7].
This allows human sales teams to focus on high-value interactions. Many dealerships now receive chat inquiries outside business hours and can respond instantly thanks to virtual agents, preventing leads from “going cold” due to a lack of immediate attention. The most advanced systems even interpret audio and images sent by customers to provide accurate responses (e.g., analyzing a photo of a document or diagnosing an issue described by voice) [7], expanding support beyond basic text-based chat.
Another crucial advantage of AI is its ability to intelligently manage the entire sales cycle. Machine learning algorithms can automatically prioritize the most promising leads, using hundreds of behavioral signals (such as past interactions and website visits). Integrated CRM tools—like AgentForce by Salesforce—can analyze customer data in real time and recommend the best-matching vehicles or financial services [7].
This level of personalization, once limited to highly experienced salespeople, can now be scaled to thousands of prospects. Each potential customer receives attention at the right moment with the right information, significantly boosting conversion rates [5]. In short, AI ensures that no lead goes unaddressed due to human limitations.
Finally, dealerships are starting to leverage AI to predict buying trends and demand. By analyzing historical sales data, economic factors, and online behavior, AI models can estimate which vehicles will sell best in specific regions or seasons and even predict when an existing customer might start looking for a new car.
While still in its early stages in Latin America, AI is already being used to instantly estimate a used car’s resale value, suggest optimal pricing, and detect drop-off patterns in the sales funnel to take preventive action. A report highlights that the push for efficiency and competitiveness in digital markets is driving investment in these emerging AI use cases across the region [2].
In other words, AI makes business decision-making more scientific and data-driven, minimizing guesswork.
These capabilities translate into real-world results. Tech companies in the sector report that a dealership can triple its conversational sales after implementing a well-trained AI sales agent [7]. While results vary, it is common to see significant increases in lead-to-sale conversion rates within just a few months of adopting these tools.
In summary, AI is supercharging automotive sales teams, helping them close more deals in less time while delivering a superior customer experience.
Highlighted Cases: Biky and AgentForce Driving Car Sales
To ground the previous discussion, it’s worth exploring two representative solutions gaining traction in the region: Biky and AgentForce.
Biky is introduced as “the first AI-driven salesperson.” Developed by Latam-based company Keybe, Biky functions as a virtual sales agent specialized in dealerships. Unlike traditional chatbots with rigid responses, Biky leverages generative AI and deep learning to hold natural conversations with customers—almost like a human salesperson would [7].
Its creators highlight that Biky can handle sales conversations across multiple channels (web, WhatsApp, social media) simultaneously, 24/7, without losing the “human touch” in customer interactions [7]. Some of its key abilities include: answering complex vehicle inquiries, providing quotes, scheduling test drives, and even proactively reaching out to new leads that come in via forms or ads [7]. All this is done while maintaining programmed empathy and charisma aligned with the brand’s personality.
A standout feature of Biky is its ability to be trained with dealership-specific knowledge—it can be fed model catalogs, manuals, and company policies to ensure its responses match each distributor’s reality. Additionally, it integrates seamlessly with existing digital ecosystems (CRM, CDP, etc.) [7], allowing it to log every interaction and update customer databases automatically.
This ensures that no prospect data is lost and that the human sales team can pick up conversations with full context. Companies like Keybe promote AI agents like Biky as capable of engaging in fluid conversations, personalizing offers based on customer data, and managing the entire sales pipeline from start to finish [7].
Ultimately, the promise is to close more sales in less time, and early success cases show significant improvements in key metrics such as response time, number of leads handled, and conversion rates for sales appointments.
AgentForce marks the entry of a global powerhouse into this space. Launched by Salesforce in 2024, AgentForce is a suite of autonomous AI agents fully integrated into the world’s leading CRM [4]. Unlike Biky, which is tailored for automotive sales, AgentForce is a cross-industry solution, but highly relevant for dealerships already using Salesforce.
With AgentForce, a car dealership can theoretically “digitally clone” its sales force: each virtual agent can be configured for specific tasks such as quote follow-ups, maintenance reminders for existing customers, or lead capture via social media.
The key advantage is its deep integration with existing Salesforce customer data—for instance, the AI agent knows if a prospect has visited the dealership before, which model they viewed, whether they have a pending quote, etc., and acts accordingly.
Salesforce highlights that its AI agents can analyze vast amounts of data, make decisions, and automate key tasks such as responding to FAQs or prioritizing high-potential leads [4]. Unlike AI copilots that assist human sellers, AgentForce aims to fully automate certain roles, effectively expanding the digital workforce “on demand” [4].
Though AgentForce is still new, its emergence is significant—it signals that major enterprise platforms are integrating AI natively into sales processes. For automotive managers, this presents an opportunity to adopt AI without relying solely on external startups, but rather through trusted technology partners.
In fact, many automotive groups in Latam already use Salesforce or other CRMs, making AI modules like AgentForce a natural next step. Salesforce itself emphasizes the reliability of its solution, with a low level of “hallucination” in AI responses and high compliance with security and industry standards [4]—critical factors when automating customer interactions involving sensitive financial data (such as auto loan applications).
In summary, both local solutions like Biky, specifically designed for the automotive sector, and global platforms like AgentForce are converging to provide dealerships with “virtual salespeople” capable of increasing sales and enhancing customer service.
The Influence of Chinese Brands: Competing in the Era of Efficiency
The rapid expansion of Chinese car brands in Latin America has been a key catalyst for the digital transformation of car sales. These new players not only bring competitive pricing and advanced technology, but also innovative business models that challenge the traditional ways of selling cars.
In Mexico, for example, the massive entry of brands like MG, BYD, Chirey, JAC, Geely, Changan, and others is forcing structural and operational changes in local dealerships.
A major distinction is their approach to distribution and sales points. While Western car manufacturers in Mexico have historically invested in large dealerships located in high-value “automotive corridors,” many Chinese brands are opting for more agile formats.
BYD, for example, has partnered with the department store Liverpool to showcase and sell its vehicles inside its stores [8], rather than relying solely on traditional dealerships. Additionally, BYD has introduced small robot receptionists that offer drinks to customers upon entering, freeing up human sales representatives to focus on personalized consultations [8].
This intimate, customer-experience-focused approach contrasts with the huge traditional showrooms and has been well received by younger consumers.
Another defining characteristic of Chinese brands is their strong digital presence. In their home market, almost all Chinese automakers offer mobile apps where customers can explore vehicle details, customize features (colors, wheels, versions), and even start the purchasing process [8].
They are now bringing this philosophy to Latin America:
- Smaller showrooms complemented by enhanced digital experiences.
- Interactive screens at points of sale highlighting each model’s advantages [8].
The goal is to build customer loyalty before they even visit a dealership. Guillermo Rosales, president of AMDA, points out that reducing investment in luxury showrooms while focusing on online efficiency, staff training, and digital customer tracking can lead to better pricing and customer satisfaction [8].
In other words, Chinese brands are proving that selling cars in Mexico is possible with less physical infrastructure and a stronger omnichannel strategy.
The results speak for themselves: Chinese car sales in Mexico have skyrocketed, surpassing traditional luxury brands in volume [9].
According to AMDA and INEGI data, while premium brands like Audi and Mercedes-Benz saw sales declines of 3% to 31% in 2024, Chinese manufacturers like MG and Chirey have captured an increasing market share [9].
Their combination of competitive pricing and high-tech features has positioned them as attractive alternatives to higher-cost vehicles [9].
Moreover, Chinese brands have rapidly established their own dealership networks—of the 20 Chinese car brands present in Mexico, at least 13 already have official distributors in multiple cities [10].
This aggressive expansion, backed by effective marketing campaigns, has shifted initial consumer skepticism into growing trust in their products [10].
For traditional car brands, the lesson is clear: competition is no longer just about the product—it’s about the entire sales experience. Chinese brands are raising the bar in:
- Digital customer experience
- Speed of service
- Operational efficiency
A traditional dealership may not be able to match their pricing, but it can adopt their agility and customer-centric approach.
This means investing in AI-powered sales tools (to respond as quickly as agile competitors), optimizing online channels, and doubling down on post-sales follow-ups.
In a diversified and more demanding market, digital transformation is no longer optional—it’s a matter of competitive survival.
Future and Recommendations for Automotive Managers
Looking ahead, everything indicates that the digitalization of car sales will continue to accelerate. Consumers—especially younger generations—demand fast and simple purchasing processes and are increasingly willing to buy vehicles partially or entirely online if it saves them time.
At the same time, emerging technologies—such as generative AI, predictive analytics, and augmented reality for 3D vehicle visualization—will keep evolving, providing new tools to enhance the sales process.
So, what can dealership and distributor managers do today to prepare for and take advantage of these trends? Below are some key recommendations:
1. Gradually Adopt AI Tools in Sales: Start with pilot projects, such as integrating an intelligent chatbot on the dealership’s website or WhatsApp, before scaling up to more advanced solutions like a full-time virtual sales agent.
It’s crucial to measure results at each stage (number of leads handled, conversion rates, customer satisfaction) to calculate the ROI of AI in sales and adjust the strategy accordingly.
2. Train Teams in Digital Technologies: Even the best tool is useless if employees don’t know how to use it effectively.
- Invest in training sales advisors on how to manage CRM systems.
- Teach them to interpret AI-generated insights and collaborate with virtual sales assistants.
A salesperson who sees AI as an ally—helping to qualify leads and schedule appointments rather than as a threat—can focus on closing deals and delivering exceptional customer service.
3. Focus on an Omnichannel Customer Experience: Analyze your buyer’s journey and identify where technology can enhance the experience:
- Can customers easily request quotes and book test drives on your website?
- Are social media messages answered quickly?
- Do you offer follow-ups via email or SMS after a showroom visit?
Integrating all channels (showroom, phone, web, apps) into a unified lead management system ensures seamless and consistent customer service, boosting sales and customer loyalty [11].
4. Leverage Data for Smarter Decision-Making: As your sales process becomes more digital, you’ll generate increasing volumes of data (on website behavior, ad effectiveness, salesperson performance, etc.).
Implementing business intelligence and analytics platforms will help turn this data into actionable insights [11].
For example, you might discover that:
- A specific promotion performs better on social media for compact cars.
- A certain customer segment always takes X weeks between requesting a quote and making a purchase.
Using these findings to adjust sales strategies in real time can be a huge competitive advantage.
5. Partner with Reliable Tech Providers: You don’t have to develop everything in-house. Consider collaborations with specialized providers, such as:
- AI startups focused on the automotive industry
- CRM consulting firms
- Even automakers that offer digital tools to their dealer networks
Partnering with experienced technology providers can accelerate learning curves and ensure successful implementations.
In Latin America, industry events are already bringing together tech companies and automotive leaders to exchange disruptive solutions [12].Engaging with this innovation ecosystem will help you stay ahead of trends, learn from success stories, and gain valuable industry insights firsthand.
The convergence of AI and digitalization is reshaping car sales in Latin America. Mexico is at the forefront of this transformation, driven by a dynamic tech ecosystem and the competitive pressure of new players.
Dealership managers who embrace AI-powered sales tools early, optimize their online operations, and foster a culture of continuous innovation will be best positioned to thrive in this new era.
As a key industry principle states: “There’s no turning back—new technologies are both the present and the future of the automotive business.” [11]
Those who ride this digital wave today won’t just survive—they’ll lead the automotive market of tomorrow. 🚀
FUENTES:
- [1] Se acelera la adopción de IA en Latinoamérica: NTT DATA
- [2] Empresas latinoamericanas aceleran el uso de IA
- [3] México lidera la expansión de empresas de inteligencia artificial en Latinoamérica
- [4] Salesforce presenta Agentforce
- [5] ¿Cómo la Digitalización Revoluciona la Venta de Autos?
- [6] Automotrices aumentarían sus ventas hasta en 30% con digitalización
- [7] Agentes de ventas con IA: la nueva revolución en la venta de autos
- [8] Cómo los fabricantes chinos están redefiniendo la venta de vehículos en México
- [9] Marcas de autos chinos en México superan a los de lujo en ventas
- [10] De 20 marcas de autos chinos en México, 13 ya tienen agencias en Puebla
- [11] ¿Cómo la Digitalización Revoluciona la Venta de Autos?
- [12] Innovación Tecnológica para el mercado automotriz: Tres compañías de Latam se reúnen para conversar sobre soluciones disruptivas para concesionarios
