Pricing, Leads, etc.

As I understand it, the model for dealer and third party websites is to swap information for the customer's contact information. They idea is to get the contact information so a telephone call can be made to the potential buyer. I think everyone understands that customers want to have control and resent not being able to get what they want without have to disclose any information. I'm sure there are many schools of thought. The third parties are in the business of selling leads. Dealers are in the business of selling cars. Customers want to have control.

I am beginning to see evidence that customers are able to get a price without having to give up contact info other than email address. Is this a trend? In my own case I located my pre-owned vehicle via cars.com but had a price agreed upon, subject to my seeing the vehicle and it being to my satisfaction, before there was ever a telephone call. And I made the call. I flew 275 miles to pick up a $25000. vehicle. There was no financing, which simplified things, and no trade. But the critical ingredient was that I got what I wanted without having to give up more than I wanted before I wanted. It would seem to me that typical Internet buyer would prefer this.

I understand there is no income potential for a third party lead seller without contact information. How could one jive customer shopping preferences with the need for income.