Why Customers Trust the Details More Than the Price

Most customers don’t just want the lowest price—they want to feel confident in one of the biggest purchases of their lives. Lauren Moriarty has spent her career proving that transparency isn’t a risk; it’s a revenue driver. As Director of Sales at iPacket, she helps dealers deliver the details that matter most: reconditioning receipts, warranties, features, and a standardized story that turns “just another listing” into a car someone trusts enough to buy.

In this conversation, Lauren shares iPacket’s dealer-to-dealer startup story, why only 10% of dealers disclose reconditioning by default, and how flipping that script creates happier customers, stronger retention, and higher lifetime value. With 1 in 6 new-car dealers already on board and a 96% retention rate, iPacket is showing what happens when information becomes your greatest sales tool.

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Takeaways

0:00 Intro — Lauren Moriarty of iPacket

0:35 Why information builds trust in the second-largest purchase people make

1:39 What shoppers really look for beyond price on a VDP

2:20 Transparent selling and why it changes the entire experience

2:58 How reconditioning receipts create confidence instead of doubt

3:37 Why fewer than 10% of dealers disclose reconditioning by default

4:07 Flipping the “bad car” perception into proof of value

5:14 Why usability is the missing link in dealer transparency

5:41 How iPacket started inside a dealership’s marketing team

6:45 Today’s reach: 1 in 6 dealers nationwide with 96% retention

7:53 Why standardization matters for sales teams and operations

8:36 How a digital presentation ensures accountability across the board

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Connect with Lauren Moriarty on https://www.linkedin.com/in/lauren-draber/

Learn more about iPacket at https://www.ipacket.us/

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NAMAD Sessions is brought to you by Mia and produced by the More Than Cars Media Network - https://www.mia.inc/