- The automotive market is facing difficulties in 2008 with US new vehicle sales projected to be the lowest since 1993 and online marketing budgets being reigned in. - Vehicle buyers are changing their purchasing behaviors and increasing their use of the internet and online resources during the shopping process. They are visiting more websites, using search and social media more, and starting their search earlier than in previous years. - While many shoppers conduct online research, converting them to requests for quotes can be challenging due to poor responses from dealers and concerns about providing their contact information. Targeted and high-quality responses are needed to engage these online shoppers.

1. Automotive Online Marketing Review Gene Cameron, VP Marketing/Media Solutions Scott Kane, Senior Research Manager October 7 th , 2008

2. 2008 U.S. new vehicle sales will total about 14 million, the lowest annual result since 1993 Source: J.D. Power and Associates *JDPA Forecast Total U.S. New Light Vehicle Sales Record Year - 17.4 Million Units Total New Light Vehicle Sales (Millions)

3. With higher gas prices, cars are now out-selling light trucks by a substantial margin Source: J.D. Power and Associates *August YTD

4. Compact vehicles have gained share at the expense of both Midsize and Large vehicles Source: J.D. Power and Associates *August YTD

5. Online budgets are being reigned in this year. Reaching shoppers efficiently is more important than ever Source: Automotive Internet Advertising Spending Ad Spending (Millions)

6. Automotive Internet usage (AIU) rates rise rapidly as shoppers change their purchase behaviors Automotive Internet Usage (AIU) Trends New 1 Vs. Used 2 – Vehicle Buyers 10-Year Trend 1 Based to new-vehicle buyers. Source: J.D. Power and Associates 1999-2008 New Autoshopper.com Studies 2 Based to used-vehicle buyers. Source: J.D. Power and Associates 1999-2007 Used Autoshopper.com Studies

7. When do buyers begin shopping for vehicles? 89/87 days before First shopped for any model 62/29 days before First shopped for the model they ultimately purchased 74/56 days before First shopped for a model within the vehicle segment which they purchased Average/Median days prior to purchase Based to AIUs. Preliminary Unweighted Data Source: J.D. Power and Associates 2008 Auto Buyer Clickstream Study

8. Number of Models Shopped Increases in Month of Purchase Based to AIUs. Preliminary Unweighted Data Source: J.D. Power and Associates 2008 Auto Buyer Clickstream Study Timeframe Number of Models Shopped per Buyer 5 Months Prior 1.0 4 Months Prior 1.1 3 Months Prior 1.1 2 Months Prior 1.2 1 Month Prior 1.5 Purchase Month 3.1

9. Use of Search is also growing, fueled by growth in the use of Google Based to AIUs. Source: J.D. Power and Associates 2007/2008 New Autoshopper.com Study

10. Online NVBs Increased their use of Automotive search terms the month of purchase Categorized Search Terms throughout the Vehicle Purchase Horizon Percentage of the top 100 search terms by AIUs 3X Increase Based to AIUs. Preliminary Unweighted Data Source: J.D. Power and Associates 2008 Auto Buyer Clickstream Study

11. In 2008, use of Mobile access grew by 21% versus 2007 Based to AIUs. Source: J.D. Power and Associates 2007/2008 New Autoshopper.com Study

12. Mobile should be on some OEMs’ top priorities, but of less concern to others Based to AIUs buying each brand. Source: J.D. Power and Associates 2008 New Autoshopper.com Study *Caution: Small Sample. Land Rover (n=85), Jaguar (n=61)

13. Consumer-generated content (CGC) remains an important part of the online shopping process Based to AIUs. Source: J.D. Power and Associates 2008 New Autoshopper.com Study

14. Vehicle Ratings and Reviews are by far the most used type of CGC 95% 87% 81% 78% 69% 66% % Finding Helpful* *Based to AIUs who used each type of CGC Source: J.D. Power and Associates 2008 New Autoshopper.com Study

15. The model purchase decision is impacted by Expert and Consumer Ratings & Reviews Based to AIUs using either Consumer or Expert Ratings/Reviews, but not the other. Source: J.D. Power and Associates 2008 New Autoshopper.com Study

16. Online NVBs are avid users of Social and Video Sites Based to Online New Vehicle Buyers. Preliminary Unweighted Data Source: J.D. Power and Associates Total Online Media Behavior First 6 months 2008 % Reach Index NVB IBP NVB Reach/IBP Reach go.com 74% 20% 371 youtube.com 71% 34% 210 myspace.com 68% 35% 196 facebook.com 49% 19% 261 abc.com 12% 1% 1,541 twitter.com 3% 1% 347 hulu.com 1% 1% 184

17. As a percentage, online submissions hold relatively steady year-over-year Based to AIUs. Source: J.D. Power and Associates 2004-2008 New Autoshopper.com Study

19. Fear of dealer contact and doubts about receiving valuable or accurate information deters shoppers from submitting requests Based to AIUs that did not submit a request for quote Source: J.D. Power and Associates 2008 Follow-Up Study to NAS

20. Providing quality responses to requests is at the heart of the problem Based to AIUs that submitted a request for quote Source: J.D. Power and Associates 2008 Follow-Up Study to NAS

21. Active Online Shoppers have a relatively limited use of sites within type Based to AIUs. Preliminary Unweighted Data Source: J.D. Power and Associates 2008 Auto Buyer Clickstream Study Active Online New Vehicle Buyers in 6 Months Prior to Purchase by Type of Site Average Number of Sites Visited Third Party Sites 3.3 OEM Sites 3.1 Dealer Sites 2.6

22. What do shoppers find most useful about different types of sites? Based to AIUs Source: J.D. Power and Associates 2008 New Autoshopper.com Study

23. Online New Vehicle Buyers Visit a “Long Tail” of Third-Party Sites Top 15 Third Party Sites Share of Total Third Party Sessions Based to AIUs. Preliminary Unweighted Data Source: J.D. Power and Associates 2008 Auto Buyer Clickstream Study

24. Carving out a niche is important to growing and sustaining a useful site Based to AIUs visiting each site who thought that site was most useful Source: J.D. Power and Associates 2008 New Autoshopper.com Study

25. Getting more traffic to the brand site is great, as long as it’s the right traffic Visitation: Based to AIUs. Close Rate: Based to AIUs visiting each site. Source: J.D. Power and Associates 2008 New Autoshopper.com Study Saturn Nissan Volkswagen Jeep Hyundai

28. Thank you!