Is Your Dealership Handling Test Drives Safely?

When your customers are deciding whether to purchase a car, nothing tells them more than taking it for a spin. But while test drives are critical for closing sales, they also come with risks: vehicle damage, theft, and even the salesperson’s personal safety. Before handing over the keys, follow these best practices to manage test drives safely and responsibly.

Validate Driver Information

It’s natural to want to remove obstacles in the sales process for a motivated buyer, but verifying a driver’s identity is essential before any test drive. Require prospects to present a valid driver’s license — and consider scanning a copy for your records. This step ensures the customer is legally authorized to drive, protects your dealership from liability, and reduces the risk of fraud. 

If a customer hesitates to show their license or provides a suspicious ID, that’s a red flag. Documenting the information gives you a clear record in case issues arise. 

Secure Keys

To make sure keys are always accounted for, secure them in an electronic key management system (don’t forget to secure spare keys too!). When someone checks out a key, the system will automatically record the transaction, holding employees accountable to make sure everyone follows the proper procedures. 

Careful key management is especially important because of scams like key swapping.  With this method, a thief test drives a vehicle, returns a false set of keys to the salesperson, and comes back after hours to steal the car. Key control systems that attach keys to a tag with a metal ring make it much harder for thieves to swap the original for a fake. 

Following every test drive, be sure to return the keys to your key management system. Restricting access to keys prevents unnecessary replacements, reduces costs, and keeps your inventory ready for the next customer. 

Track Key and Vehicle Locations

Real-time location intelligence adds another layer of security by allowing you to track keys and vehicles in real time anywhere on your lot. With the system’s mobile app, you can pinpoint an asset’s location within 100 to 300 feet, so you’re not walking all over the entire dealership. If a key or vehicle leaves your lot and doesn’t return, you’ll be alerted so you can take action. Using real-time location data helps you reduce search time, improve operational efficiency, and protect your assets. 

By combining driver verification, key management, and real-time location tracking, your dealership can mitigate risks and ensure every test drive is a positive, secure experience.  

This post was originally published in 2020 and updated in 2025.