By DriveMotors

1. Discover How Optimizing for
Ecommerce Can Increase PVR by $700
Drive Motors Primary Research

2. Matt Weinberg
SVP, Consumer Experience, DriveMotors

3. Auto Retail is Transforming
• Dealers have more tools than ever
to succeed amidst these changes
• Early adopters have a competitive
advantage
• Nearly 9 out of 10 shoppers are
more likely to buy from dealers that
offer online checkout
Source: 4 Truths of “Connected” Retail. Cox Automotive
Future of Digital Retail Study. 2,550 car shoppers.

4. • Analyzed 15,000 online car orders at
hundreds of dealerships across the
U.S.
• Compared dealers that optimized for
ecommerce with dealers that did not
Methodology

5. SoldAdd-Ons to 2X More Customers
RESEARCH FINDINGS
29.9%
70.1%
Dealers that Optimized for Ecommerce
15.7%
84.3%
Dealers that Did Not Optimize
% of Orders with Add-Ons

6. IncreasedAdd-On Dollars per Vehicle by $700
RESEARCH FINDINGS
$0
$500
$1,000
$1,500
$2,000
$2,500
Optimized for Ecommerce Did Not Optimize
Add-On $ per Order with Add-Ons
+$690

7. IncreasedAverageAdd-On Price by 46%
RESEARCH FINDINGS
$-
$500
$1,000
$1,500
$2,000
$2,500
$3,000
$3,500
GAP & Extended
Warranty
Extended Service
Contract
Total Protection Wheel and Tire
Protection
Paint Protection Other Add-Ons
Average Add-On Price
Optimized for Ecommerce Did Not Optimize

8. How They Optimized
Marketing
• Advertised ecommerce across all channels
• Retargeted online shoppers with reminders
about online checkout
BDC Process
• Showed customers the ease and
convenience online checkout
• Treated online orders as closed deals

9. How They Optimized
Pricing Strategy
• Priced fairly and competitively
• Priced consistently, online and off
Showroom Experience
• Used a consultative, no-pressure
approach
• Gave “be backs” unique URLs so they
could buy online later

10. Why Ecommerce Works
Lower Operational
Costs
Streamlines BDC, Sales,
and F&I processes
Higher Gross &
Profit Per Sale
Creates easier, faster, and
more transparent
experience
Higher Total
Volume
Gives a competitive
advantage over other
dealers

11. ThankYou
Matt Weinberg
SVP of Consumer Experience
Drive Motors
P. 561.926.0455
E. matt@drivemotors.com
T. @drivemotors