J. D. Power AAISP Presentation by Dennis Galbraith

1. The Future of Automotive Internet for AAISP Dennis Galbraith, Senior Director

2. Automotive Internet Usage Among New- 1 vs. Used 2 -Vehicle Buyers 8-Year Trend 2 Based to total used-vehicle buyers. Source: J.D. Power and Associates 1998-2005 Used Autoshopper.com Studies 1 Based to total new-vehicle buyers. Source J.D. Power and Associates 1998-2005 New Autoshopper.com Studies

3. Internet Impact on Car Buying Purchase Decisions Based to all New-Vehicle Buyers Dealer Selection Lender Selection

4. Internet Impact on the Different Purchase Decisions Based to all New-Vehicle Buyers Price Paid/ Offered Make/Model Selection

7. Primary New Online Buying Services Median $140 Average $220 12% $500+

8. Member Services Median $125 Average $172 7% $500+

9. Primary Used Online Buying Services Median $160 Average $261 15% $500+

10. Classified Advertisement

11. Advertisement or Product Demonstration?

12. New-Vehicle Online Purchase Funnel Total New- Vehicle Buyers 100% New-Vehicle AIUs 67% Requested Referral 21% Sourced Online 12% 33% Did Not Use Internet for car shopping 68% Selected a dealer and went to store without submitting a lead 45% Bought from a different dealer Base = Total Buyers

17. Honda: “Does Ridgeline come in Red” produces Redrock Pearl Ridgeline

21. Demonstrate Superiority of the Vehicle Ford uses video to distinguish the F-150 from its competitors.

23. Dealer Site Activity

24. David McDavid - 8 Brands

25. Bob Howard Auto Group – 16 Brands

26. PowerDirect.com – 25 Brands 25 Brands

27. Galpin – 8 brands sorted by price or body style

28. Integration Offline Online In Store Integrated Advertising Integrated Sales Engagement: Advertisement Vehicle Sales Person

30. Parting Advice

39. Thank You Dennis Galbraith, Senior Director [email_address] 805-418-8221