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WelcomeThe webinar will begin     momentarily
Dave VersicalEditorAutomotive News Online
Howard PolirerDirector, Industry RelationsAutoTrader.com
Understanding the Influencersthat Drive Vehicle Purchase2011 Automotive Buyer Study                                       ...
About the Study• Conducted by Polk / Commissioned by  AutoTrader.com• Understand What Media Sources Influence New &  Used ...
Implications of the Study• The Internet is the most useful and influential  shopping source among vehicle buyers• Use a br...
How the Internet Influences Car Shoppers
New & Used Car Buyers Spend 60% ofthe Shopping Process Online                NEW VEHICLE BUYERS                           ...
Most Influential Sources Leading tothe Dealership   58%                                                                   ...
The Internet   Is it a…LEAD GENERATOR? Or is it an… INFLUENCER?
How Are Car Buyers EstablishingInitial Contact with Dealers?
How Car Buyers First Contactedthe Dealership                                                                     Walk-In  ...
7 10     out of   Car Buyers DO NOT Establish Contact   with the Dealer Prior to Their Initial VisitSource: 2011 AutoTrade...
Sourcing Studies AmongFranchise Dealerships NationwideConducted by KS&R market research firm
How New & Used Vehicle Buyers FirstContacted the Dealership                                                               ...
Influence Shoppers to Walk Intothe Dealership
Online Shopping Behavior
Car Shoppers Are More ThoughtfulAbout How They Spend Their Money
“ I am doing my                                                                homework because I                         ...
How Do They Spend TheirTime Online?
New & Used Car Buyers Spend 60% ofthe Shopping Process Online                NEW VEHICLE BUYERS                           ...
Car Buyers Spend the Most Time onThird-Party Sites                                               NEW VEHICLE BUYERS       ...
Car Buyers Spend the Most Time onThird-Party Sites                                               USED VEHICLE BUYERS      ...
A Broad Internet Marketing StrategyIs Needed
What About Search & Social?
Vehicle Buyer Search Engine Use         Access OEM Site…………………………….…….            62%         Access Dealer’s Site……………………...
The Role of Search                     =
Social Networking Site Influence     Only 3% of vehicle buyers said a social     networking site influenced their purchase...
The Consumer Shopping Funnel &Cross-Shopping Behavior
2 Out of 3 Shoppers Begin the ShoppingProcess Undecided About Make/Model                  %                               ...
The Shopping Funnel Doesn’t Really Exist
The Shopping Funnel Doesn’t Really Exist
2The Average Number of CarsConsidered By Shoppers…                                                   5 Months From Purchas...
2.3The Average Number of CarsConsidered By Shoppers…                                                   3 Months From Purch...
3.5The Average Number of CarsConsidered By Shoppers…                                               During Month of Purchas...
What About Cross-Shopping?
64%       of AutoTrader.com Users Select the “All       Cars” PathSource: AutoTrader.com Site Statistics
53%      of Shoppers Consider Both New & UsedSource: 2011 Shopper Frame of Mind Study, AutoTrader.com and KS&R
58%    of 2010 – 2012 Model Year Visitors Also          Interact with 2008 & 2009 Models     40%       of 2008 & 2009 Mode...
Deliver Contextually RelevantMessages to Influence Car Shoppers
Provide the Information ConsumersAre Seeking Online
Reasons for Using the Internet New Car Buyers             Compare car models across different makes                  Resea...
Create Special Offers & Incentives
Reasons for Using the Internet  New Car Buyers              Compare car models across different makes                   Re...
Show Stock Photos?
Show Photos of the Actual Vehicle
The Importance of Photos         For New Car Listings • New car photos are the single most important   factor in improving...
Car Shoppers Want More VideoCar Shoppers Want More Video
How Video Influences • More than                    75% of Internet users watch video online                              ...
Reasons for Using the Internet  New Car Buyers              Compare car models across different makes                   Re...
Hyundai Trade-In Value Guarantee
AutoTrader.com Trade-In Marketplace
“It wasto the& when I                                                                   went                              ...
Conclusion
Information properly delivered in context   INFLUENCE     with compelling          messaging                              ...
INFLUENCE  drivesPreference             57
SummaryThe Internet is the most useful and influentialshopping source among vehicle buyers• 71% of New & Used Car Buyers U...
SummaryUse a broad Internet strategy: 3rd party, OEM,& dealer sites serve as complements, notcompetitors, during the shopp...
SummaryThe consumer shopping funnel no longer exists• 2 cars is the average number being considered five  months out from ...
SummaryThere is an opportunity to influence shoppers byserving contextually relevant messages• 2 Out of 3 shoppers begin t...
Thank You!Howard.Polirer@AutoTrader.com
Q&AModerator            Dave Versical            Editor            Automotive News Online                  Presenter      ...
Thank YouThis webinar will be available on-demand in a few      days at www.autonews.com/webinarsAll registrants will rece...
Automotive News Webinar Slides 6 28-11
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Automotive News Webinar Slides 6 28-11

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This is a webinar I attended that has up-to-the-minute stats about online influence of car buyers. AutoTrader and Polk did the study and Automotive News hosted the webinar 6-28-11

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Transcript of "Automotive News Webinar Slides 6 28-11"

  1. 1. WelcomeThe webinar will begin momentarily
  2. 2. Dave VersicalEditorAutomotive News Online
  3. 3. Howard PolirerDirector, Industry RelationsAutoTrader.com
  4. 4. Understanding the Influencersthat Drive Vehicle Purchase2011 Automotive Buyer Study Howard Polirer, Director, Industry Relations
  5. 5. About the Study• Conducted by Polk / Commissioned by AutoTrader.com• Understand What Media Sources Influence New & Used Vehicle Buyers Prior to Purchase• 2005 New Buyers & 2000 Used Vehicle Buyers who purchased during June 2010 & July 2010• Quotas were set to ensure a representative sample based on the vehicle make & state of residence
  6. 6. Implications of the Study• The Internet is the most useful and influential shopping source among vehicle buyers• Use a broad Internet strategy: 3rd party, OEM, & dealer sites serve as complements, not competitors, during the shopping process• The consumer shopping funnel doesn’t really exist• There is an opportunity to influence shoppers by serving contextually relevant messages
  7. 7. How the Internet Influences Car Shoppers
  8. 8. New & Used Car Buyers Spend 60% ofthe Shopping Process Online NEW VEHICLE BUYERS USED VEHICLE BUYERS 7.5 Hours 7 Hours Offline Offline 11.5 Hours 11 Hours Online Online 19 Hours Total Shopping Time 18 Hours Total Shopping TimeSource: 2011 AutoTrader.com/ Polk Automotive Influence Study
  9. 9. Most Influential Sources Leading tothe Dealership 58% New Buyers50% Used Buyers 19% 16% 7% 5% 4% 2% 4% 2% 2% 2% 2% 1% 1%1% Internet Referral From Newspaper Direct Outdoor TV Magazine Radio Friend/Family Mail AdsSource: 2011 AutoTrader.com/ Polk Automotive Influence Study
  10. 10. The Internet Is it a…LEAD GENERATOR? Or is it an… INFLUENCER?
  11. 11. How Are Car Buyers EstablishingInitial Contact with Dealers?
  12. 12. How Car Buyers First Contactedthe Dealership Walk-In Phone 20% Email 11% 69%Source: 2011 AutoTrader.com/ Polk Automotive Influence Study
  13. 13. 7 10 out of Car Buyers DO NOT Establish Contact with the Dealer Prior to Their Initial VisitSource: 2011 AutoTrader.com/ Polk Automotive Influence Study
  14. 14. Sourcing Studies AmongFranchise Dealerships NationwideConducted by KS&R market research firm
  15. 15. How New & Used Vehicle Buyers FirstContacted the Dealership Walk-In Phone 24% Email 10% 66%Source: AutoTrader.com Sourcing Studies, Mar. 2010 – Jan. 2011Base: New & Used Vehicle Buyers from Franchise Dealerships
  16. 16. Influence Shoppers to Walk Intothe Dealership
  17. 17. Online Shopping Behavior
  18. 18. Car Shoppers Are More ThoughtfulAbout How They Spend Their Money
  19. 19. “ I am doing my homework because I don’t want to make a wrong decision and be stuck with high monthly payments.”Source: Greenfield Consulting Qualitative Research, Feb 2009
  20. 20. How Do They Spend TheirTime Online?
  21. 21. New & Used Car Buyers Spend 60% ofthe Shopping Process Online NEW VEHICLE BUYERS USED VEHICLE BUYERS 7.5 Hours 7 Hours Offline Offline 11.5 Hours 11 Hours Online Online 19 Hours Total Shopping Time 18 Hours Total Shopping TimeSource: 2011 AutoTrader.com/ Polk Automotive Influence Study
  22. 22. Car Buyers Spend the Most Time onThird-Party Sites NEW VEHICLE BUYERS 3rd Party Sites 3.25 Hours Dealer Sites 2.25 Hours OEM Sites 2.75 Hours Search 2 HoursSource: 2011 AutoTrader.com/ Polk Automotive Influence Study
  23. 23. Car Buyers Spend the Most Time onThird-Party Sites USED VEHICLE BUYERS 3rd Party Sites 6.5 Hours Dealer Sites 2.25 Hours OEM Sites 1 Hour Search 1.5 HoursSource: 2011 AutoTrader.com/ Polk Automotive Influence Study
  24. 24. A Broad Internet Marketing StrategyIs Needed
  25. 25. What About Search & Social?
  26. 26. Vehicle Buyer Search Engine Use Access OEM Site…………………………….……. 62% Access Dealer’s Site………………………….….. 61% Find Dealer Phone Number and/or Website…. 48% Access 3 Party Sites…………….……………… 35% rd Other/None…………………………..…..…………16%Source: 2011 AutoTrader.com/ Polk Automotive Influence Study
  27. 27. The Role of Search =
  28. 28. Social Networking Site Influence Only 3% of vehicle buyers said a social networking site influenced their purchase 97% Source: 2011 AutoTrader.com Polk Automotive Influence Study
  29. 29. The Consumer Shopping Funnel &Cross-Shopping Behavior
  30. 30. 2 Out of 3 Shoppers Begin the ShoppingProcess Undecided About Make/Model % 66% % % % % % Knew Knew Exact Knew Knew Knew Did Not Vehicle Vehicle Vehicle Vehicle Vehicle Know What Body Style (make/model) Class Features Make they WantSource: 2011 Shopper Frame of Mind Study, AutoTrader.com and KS&RQ50: Thinking back to when you first considered purchasing a vehicle, which of the following best describes your purchase intention?.
  31. 31. The Shopping Funnel Doesn’t Really Exist
  32. 32. The Shopping Funnel Doesn’t Really Exist
  33. 33. 2The Average Number of CarsConsidered By Shoppers… 5 Months From PurchaseSource: 2009 J. D. Power & Associates Web Site Performance Study
  34. 34. 2.3The Average Number of CarsConsidered By Shoppers… 3 Months From PurchaseSource: 2009 J. D. Power & Associates Web Site Performance Study
  35. 35. 3.5The Average Number of CarsConsidered By Shoppers… During Month of PurchaseSource: 2009 J. D. Power & Associates Web Site Performance Study
  36. 36. What About Cross-Shopping?
  37. 37. 64% of AutoTrader.com Users Select the “All Cars” PathSource: AutoTrader.com Site Statistics
  38. 38. 53% of Shoppers Consider Both New & UsedSource: 2011 Shopper Frame of Mind Study, AutoTrader.com and KS&R
  39. 39. 58% of 2010 – 2012 Model Year Visitors Also Interact with 2008 & 2009 Models 40% of 2008 & 2009 Model Year Visitors Also Interact with 2010 - 2012 ModelsSource: AutoTrader.com Site Statistics – March 2011
  40. 40. Deliver Contextually RelevantMessages to Influence Car Shoppers
  41. 41. Provide the Information ConsumersAre Seeking Online
  42. 42. Reasons for Using the Internet New Car Buyers Compare car models across different makes Research pricing of car models & makesFind info on special offers, dealer rebates & incentives Look at exterior / interior photos Read car reviews Research reliability and safety info Locate / find a specific vehicle to purchase Evaluate trade-in value Locate a dealer Submit lead Source: 2011 AutoTrader.com/ Polk Automotive Influence Study
  43. 43. Create Special Offers & Incentives
  44. 44. Reasons for Using the Internet New Car Buyers Compare car models across different makes Research pricing of car models & makesFind info on special offers, dealer rebates & incentives* Look at exterior / interior photos Read car reviews Research reliability and safety info Locate / find a specific vehicle to purchase Evaluate trade-in value Locate a dealer Submit lead Source: 2011 AutoTrader.com/ Polk Automotive Influence Study
  45. 45. Show Stock Photos?
  46. 46. Show Photos of the Actual Vehicle
  47. 47. The Importance of Photos For New Car Listings • New car photos are the single most important factor in improving results (VDP views & prospects) • Adding price and photos increases VDP views 4x and prospects by nearly 2x • There is almost no difference in the click through rate of listings with stock photos vs. listings with no photosSource: AutoTrader.com Site Statistics
  48. 48. Car Shoppers Want More VideoCar Shoppers Want More Video
  49. 49. How Video Influences • More than 75% of Internet users watch video online 1 • 50% of consumers watch videos while shopping for a car 2 • 72% of shoppers are more likely to buy a product or service when a video is used 3Sources: 1 – eMarketer Jan 2009, 2 – AutoTrader.com Site Stats 2010, 3 – Wharton School of Business December 2009
  50. 50. Reasons for Using the Internet New Car Buyers Compare car models across different makes Research pricing of car models & makesFind info on special offers, dealer rebates & incentives* Look at exterior / interior photos Read car reviews Research reliability and safety info Locate / find a specific vehicle to purchase Evaluate trade-in value Locate a dealer Submit lead Source: 2011 AutoTrader.com/ Polk Automotive Influence Study
  51. 51. Hyundai Trade-In Value Guarantee
  52. 52. AutoTrader.com Trade-In Marketplace
  53. 53. “It wasto the& when I went easy dealership, I was prepared for ” their offer.Source: July 2010 Trade-In Marketplace Consumer Follow-Up Study
  54. 54. Conclusion
  55. 55. Information properly delivered in context INFLUENCE with compelling messaging 56
  56. 56. INFLUENCE drivesPreference 57
  57. 57. SummaryThe Internet is the most useful and influentialshopping source among vehicle buyers• 71% of New & Used Car Buyers Use the Internet during the shopping process• 50% of New Car Buyers cite the Internet as the most influential source leading to the dealer
  58. 58. SummaryUse a broad Internet strategy: 3rd party, OEM,& dealer sites serve as complements, notcompetitors, during the shopping process• Car Buyers spend 60% of the shopping process online• New & Used Car Buyers spend the most time on 3rd party sites• New Car Buyers spread their time more evenly over the various sites
  59. 59. SummaryThe consumer shopping funnel no longer exists• 2 cars is the average number being considered five months out from purchase• 2.3 cars is the average number being considered three months out from purchase• 3.5 cars is the average number being considered during the month of purchase
  60. 60. SummaryThere is an opportunity to influence shoppers byserving contextually relevant messages• 2 Out of 3 shoppers begin the shopping process undecided about make/model• 64% of our users select the “All Cars” path on AutoTrader.com• 53% of Shoppers consider both new and used vehicles
  61. 61. Thank You!Howard.Polirer@AutoTrader.com
  62. 62. Q&AModerator Dave Versical Editor Automotive News Online Presenter Howard Polirer Director, Industry Relations AutoTrader.com
  63. 63. Thank YouThis webinar will be available on-demand in a few days at www.autonews.com/webinarsAll registrants will receive an e-mail notification when it is available
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