This document discusses how technology can help car dealerships improve their follow up processes and customer relationships. It notes that most car buyers now research online but many leads go unanswered. The top priority for dealerships in an economic downturn is improving follow up and converting leads to sales. Fast response to online leads is critical as many buyers will go elsewhere if not contacted quickly. Lead notification programs that instantly alert dealers to new online leads enable the lightning-fast response that customers now expect.
Vulnerability. Parity. Leadership. Using Shopper Perceptions to Drive Brand ...Watt International
Vulnerability. Parity. Leadership. Using Shopper Perceptions to Drive Brand Decisions
In the world of retail, what matters more – perception or reality? For Watt International, the answer is clear: perception trumps reality. And when it comes to defining research parameters and marketing strategies, the most important insights you can get are found in an understanding of what’s truly important to your (potential) customers, and where your brand stands relative to these factors. After that, it’s all a question of execution, measurement and refining.
In this presentation, Patrick will present:
a. A ground-breaking case study outlining how a retailer is using shopper perceptions and
insights to identify what matters to customers, where it’s winning, and where it’s losing;
b. A look at the path to purchase for a non-traditional retail environment, and what every CPG
and retailer can learn from it; and
c. What role social media plays in the path to purchase.
A majority of small businesses are experiencing revenue growth in 2012, according to new survey data from Constant Contact®, Inc. While the Constant Contact Small Business Pulse Survey reveals optimism about 2012, attracting new customers continues to keep small business owners up at night.
Sell More, Pay Less: Drive Conversions with Unrelated Keywordsguestb081762
1) Online conversions often originate from traffic generated by search terms unrelated to the items purchased, with nearly half of generic conversions resulting from unrelated keywords.
2) Analyzing over 1,000 online conversions revealed that users frequently purchase items in different categories than the ads they clicked, such as purchasing jewelry after clicking ads for technology or fitness.
3) Rather than solely allocating ad spend based on clicks, click-through rates, best-selling products, or intuitive relationships, optimal ad management recognizes unrelated keyword-conversion relationships and automatically allocates spend to maximize return on ad spend.
MoPub Mobile Advertising Marketplace Report (2012 Q3)Elain Szu
Mobile Advertising Marketplace Report Q3 2012
1) Real-time bidding auctions increased 162% in Q3 as more impressions were won through real-time bidding.
2) While iOS impressions garnered higher prices, Android eCPMs rose 26% in Q3 to narrow the price difference to under 30 cents.
3) Tablets and Android phones saw the largest eCPM gains in Q3, with iPad, Android tablet, and Android phone eCPMs rising 30%, 26%, and 7% respectively.
Mobile advertising marketplace report - Mopub - Q3 2012Romain Fonnier
Mobile advertising marketplace report for Q3 2012:
1) Real-time bidding auctions increased 162% over Q2 as the speed of real-time bidding picked up.
2) While iOS impressions still garnered a price premium, Android eCPMs rose 26% in Q3 to narrow the difference to under 30 cents.
3) Tablets and Android phones saw the largest eCPM gains, with iPad, Android tablet, and Android phone eCPMs increasing 30%, 26%, and 7% respectively.
The document discusses social networking and social media. It covers five eras of the social web, the rising share of online commerce, examples of social commerce platforms like Facebook shopping, and the outlook for mobile commerce. It also discusses social media marketing best practices for companies like Starbucks, SAP, and Dell. The document provides tips for effective social media marketing on Twitter and ways that social media is changing business models from selling to connecting.
Gas2011 mobile performance_roundtable_11_10_21_finalPubliGroupe
Mobile advertising is a rapidly growing market, expected to increase from $3.3 billion globally in 2011 to $20.6 billion by 2015. Europe will see the largest growth, estimated to increase from $569 million in 2011 to over $4 billion by 2015. Data from over 1,000 mobile programs shows m-commerce transactions grew 597% year-over-year compared to 69% for e-commerce, while m-commerce revenue increased 481% versus 35% for e-commerce. The iPad leads in mobile transactions with 40% share, followed by the iPhone at 38% and Android at 16%.
Vulnerability. Parity. Leadership. Using Shopper Perceptions to Drive Brand ...Watt International
Vulnerability. Parity. Leadership. Using Shopper Perceptions to Drive Brand Decisions
In the world of retail, what matters more – perception or reality? For Watt International, the answer is clear: perception trumps reality. And when it comes to defining research parameters and marketing strategies, the most important insights you can get are found in an understanding of what’s truly important to your (potential) customers, and where your brand stands relative to these factors. After that, it’s all a question of execution, measurement and refining.
In this presentation, Patrick will present:
a. A ground-breaking case study outlining how a retailer is using shopper perceptions and
insights to identify what matters to customers, where it’s winning, and where it’s losing;
b. A look at the path to purchase for a non-traditional retail environment, and what every CPG
and retailer can learn from it; and
c. What role social media plays in the path to purchase.
A majority of small businesses are experiencing revenue growth in 2012, according to new survey data from Constant Contact®, Inc. While the Constant Contact Small Business Pulse Survey reveals optimism about 2012, attracting new customers continues to keep small business owners up at night.
Sell More, Pay Less: Drive Conversions with Unrelated Keywordsguestb081762
1) Online conversions often originate from traffic generated by search terms unrelated to the items purchased, with nearly half of generic conversions resulting from unrelated keywords.
2) Analyzing over 1,000 online conversions revealed that users frequently purchase items in different categories than the ads they clicked, such as purchasing jewelry after clicking ads for technology or fitness.
3) Rather than solely allocating ad spend based on clicks, click-through rates, best-selling products, or intuitive relationships, optimal ad management recognizes unrelated keyword-conversion relationships and automatically allocates spend to maximize return on ad spend.
MoPub Mobile Advertising Marketplace Report (2012 Q3)Elain Szu
Mobile Advertising Marketplace Report Q3 2012
1) Real-time bidding auctions increased 162% in Q3 as more impressions were won through real-time bidding.
2) While iOS impressions garnered higher prices, Android eCPMs rose 26% in Q3 to narrow the price difference to under 30 cents.
3) Tablets and Android phones saw the largest eCPM gains in Q3, with iPad, Android tablet, and Android phone eCPMs rising 30%, 26%, and 7% respectively.
Mobile advertising marketplace report - Mopub - Q3 2012Romain Fonnier
Mobile advertising marketplace report for Q3 2012:
1) Real-time bidding auctions increased 162% over Q2 as the speed of real-time bidding picked up.
2) While iOS impressions still garnered a price premium, Android eCPMs rose 26% in Q3 to narrow the difference to under 30 cents.
3) Tablets and Android phones saw the largest eCPM gains, with iPad, Android tablet, and Android phone eCPMs increasing 30%, 26%, and 7% respectively.
The document discusses social networking and social media. It covers five eras of the social web, the rising share of online commerce, examples of social commerce platforms like Facebook shopping, and the outlook for mobile commerce. It also discusses social media marketing best practices for companies like Starbucks, SAP, and Dell. The document provides tips for effective social media marketing on Twitter and ways that social media is changing business models from selling to connecting.
Gas2011 mobile performance_roundtable_11_10_21_finalPubliGroupe
Mobile advertising is a rapidly growing market, expected to increase from $3.3 billion globally in 2011 to $20.6 billion by 2015. Europe will see the largest growth, estimated to increase from $569 million in 2011 to over $4 billion by 2015. Data from over 1,000 mobile programs shows m-commerce transactions grew 597% year-over-year compared to 69% for e-commerce, while m-commerce revenue increased 481% versus 35% for e-commerce. The iPad leads in mobile transactions with 40% share, followed by the iPhone at 38% and Android at 16%.
Shopper marketing for retail net group feb 17, 2011Jim Holbrook
The document discusses how digital technology is revolutionizing shopper marketing. Some key points:
- Shoppers now do extensive online research before shopping and make purchase decisions before entering stores.
- Brand loyalty has declined as shoppers focus more on deals, offers, and price. Collaboration between marketers and retailers is challenging in this new environment.
- Localized and personalized marketing that engages shoppers through experiences and online communities across multiple touchpoints is more effective than traditional campaigns. Digital tools allow reaching shoppers throughout the entire decision journey.
What We Thought We Knew About Automotive Internet Shoppers Digital Dealer 10 ...Naked Lime Marketing
This document summarizes research on 6 million online automotive shoppers. It finds that 64.8% start their search on Google, with dealer name being the most common search term at 63%. 70% of traffic to dealership sites is from Google. While 78% of shoppers research online, dealers are only found for 37% of searches. It recommends optimizing search engine optimization, pay-per-click ads, and listings to reach more online shoppers. Analysis of dealer sites finds high bounce rates, especially from the home page. Third party sites convert leads better than dealer or OEM sites. The conclusions recommend addressing these issues to improve online marketing and sales.
The document discusses testing the influence of premium bloggers on consumer purchases compared to click-path data. It suggests running an experiment to track purchases by users who view a blogger's content versus clicks to better understand the bloggers' influence beyond direct clicks and last-click models. Understanding this broader influence could help optimize affiliate marketing campaigns.
Recession power session how the tough get goingRalph Paglia
The document summarizes the results of a survey of 200 auto dealers about how they are coping with economic challenges. Key findings include:
1) Over half of dealers reported new vehicle sales were down from a year ago, with high gas prices and the housing/credit crisis most often blamed.
2) 88% of dealers saw increased sales of smaller, fuel-efficient vehicles. Honda, Hyundai, and Nissan saw the biggest increases in these vehicles.
3) To weather the downturn, dealers are focusing on improving follow-up and lead conversion processes, targeted internet marketing, and used vehicle sales.
The document summarizes the results of a survey of 200 auto dealers about how they are coping with economic challenges. Key findings include:
1) Over half of dealers reported new vehicle sales were down from a year ago, with high gas prices and the housing/credit crisis most often blamed.
2) 88% of dealers saw increased sales of smaller, fuel-efficient vehicles. Honda, Hyundai and Nissan saw the biggest increases in these vehicles.
3) To weather the downturn, dealers are focusing on improving follow-up and lead conversion processes, targeted internet marketing, and used vehicle sales.
4) Most dealers do not expect the market to significantly recover until the second half of
The document summarizes the IntraLinks Deal Flow Indicator report for the third quarter of 2009. It found a 10% increase in global deal activity from the second quarter, driven by increases in all regions. Increased activity was attributed to continued strength in equity markets, large non-distressed deals returning, and increased distressed M&A. Deal volume was up in technology and life sciences but slightly up or flat in other industries. Overall deal volume was still down 19% from the third quarter of 2008, though improving from earlier in the year.
Webinar slides: Scale your UX Research and Convince Stakeholders with UZ Sess...UserZoom
In this webinar, Jeff Sauro and Alfonso de la Nuez discuss how to:
- Combine both quant plus qual data and benchmark UX
- Be leaner and cost-effective in your research
- Tell a complete story about UX and convince your stakeholders with both stats and video recordings
Digital advertising is becoming less effective as click-through rates decline. Only a small portion of internet users, around 8%, account for the majority of clicks on display ads. Additionally, heavy clickers are not representative of the overall online population in terms of their internet usage. However, digital advertising can still be effective for branding when measured by lift in awareness, purchase intent, favorability, and other metrics. It is also comparable to TV advertising in terms of driving sales, when accounting for frequency of exposure. The future of digital advertising effectiveness lies in more relevant metrics beyond clicks and the use of rich media formats with fewer ads to improve the user experience.
This document provides an overview of digital advertising effectiveness from comScore. It summarizes that click-through rates on banner ads are very small and shrinking over time. It also notes that heavy clickers, who drive the majority of clicks, are not representative of the overall internet population. However, the document establishes that digital advertising can be effective for branding when measured by lift in awareness, purchase intent, favorability, and sales. It suggests moving to more relevant metrics beyond clicks and explores solutions like post-buy analysis, understanding attitudinal changes, and measuring behavioral effects.
In this month's topic, we will review the foundations needed for your organisation and growth team to generate, evaluate and implement a sustainable growth process.
In light of the global economic situation, we will also be reviewing some do’s and don’ts during a recession.
It is our position here at Frost & Sullivan that with a solid CEO growth team and a growth process in place you can reduce your risk during uncertain economic times and even generate growth opportunities.
What Matters Most To Car Dealer Web Site Visitors By Ralph Paglia Auto DigestSocial Media Marketing
1) A survey of over 5,000 visitors to dealership websites found that 67% planned to purchase a vehicle within 90 days, with 62% planning to do so within 30 days. The majority (67%) intended to replace an existing vehicle as a trade-in.
2) When asked what type of vehicle they planned to buy next, 49% said new, 35% said used, and 16% were undecided. Despite high gas prices, monthly payment and total price were more important factors than fuel economy for those considering used or being undecided.
3) The survey found opportunities to drive more traffic to dealership websites through integrated digital and conventional advertising campaigns, as only 14% of visitors found the
Auto Digest What Matters To Site Visitors by Ralph PagliaRalph Paglia
This document summarizes key findings from a survey of over 5,000 online consumers who visited dealership websites. Some of the main results are:
- 67% of visitors planned to purchase a vehicle within 90 days, with 62% looking to purchase within 30 days.
- 67% of upcoming purchases involved trading in a current vehicle.
- 49% of visitors expressed interest in a new vehicle, while 35% were interested in a pre-owned vehicle.
- 44% of visitors found the dealership website through conventional advertising like TV, radio, newspaper. Only 14% used search engines.
- For those considering pre-owned, nearly 40% sought passenger cars while over 40% sought
What Matters Most To Car Dealer Web Site Visitors By Ralph Paglia Auto DigestRalph Paglia
This document summarizes key findings from a survey of over 5,000 online consumers who visited dealership websites. Some of the main results are:
- 67% of visitors planned to purchase a vehicle within 90 days, with 62% looking to purchase within 30 days.
- 67% of soon-to-be buyers were interested in their current vehicle's trade-in value.
- 49% of visitors expressed interest in a new vehicle, while 35% preferred pre-owned and 16% were undecided.
- 44% of visitors found the dealer website through conventional advertising like TV, radio, newspaper, and direct mail rather than search engines.
- For pre-owned vehicle shoppers
What Matters Most To Car Dealer Web Site Visitors By Ralph Paglia A...Ralph Paglia
1) A survey of over 5,000 visitors to dealership websites found that 67% planned to purchase a vehicle within 90 days, with 62% planning to do so within 30 days. The majority (67%) planned to replace an existing vehicle.
2) When asked what was most important in their vehicle purchase decision, visitors indicated monthly payment (38%) and total selling price (28%) were the top factors, followed by fuel economy (14%).
3) For visitors interested in used vehicles, passenger cars (40%) and SUVs (29%) were the most popular vehicle types considered. Price and payment were also the top decision factors for these visitors.
1) A survey of over 5,000 visitors to dealership websites found that 67% planned to purchase a vehicle within 90 days, with 62% planning to purchase within 30 days. 67% intended to replace an existing vehicle as a trade-in.
2) When asked what type of vehicle they planned to buy next, 49% said new, 35% said pre-owned, and 16% were undecided. For pre-owned interested visitors, passenger cars and SUVs were most popular.
3) Monthly payment and total selling price were the most important decision factors for pre-owned interested visitors, followed by fuel economy. This validates that ads should emphasize payments and price to attract website visitors.
sonic automotive SAHStephens20June20Conference20Presentationfinance43
This document contains forward-looking statements by a company and its management regarding future performance. These statements are predictions and not guarantees. Readers are cautioned that actual results may differ from projected results due to various risks and uncertainties. Historical financial data is also presented regarding the company's revenues, profits, expenses, capitalization, and same-store sales growth. The company's strategic plans to improve performance through initiatives regarding used vehicles, parts and service, marketing, associate training, and financial management are summarized.
sonic automotive SAHStephens20June20Conference20Presentationfinance43
This document contains forward-looking statements by a company regarding its future performance. These statements are predictions and not guarantees. The document cautions readers that actual results may differ from projections due to various risk factors. It provides the company's revenue breakdown by division and lists initiatives in used vehicles, parts/service/collision repair, finance/insurance, associate training, and marketing.
Best practice in sales and marketing alignment B2B Marketing
The B2B marketing world has changed dramatically. Today's marketer must be technically proficient, possess strong analytical skills and be innovative in their approach to aligning effectively with their sales counterparts. They must determine how they will increase demand creation through effective lead generation, inbound marketing and more impactful sales enablement with the sales organisation.
In his keynote, John Neeson will review five best practice strategies that are leveraged by high growth organisations for better alignment and effectiveness. Specifically, he will address the following:
•A best practice demand creation framework
•Strategies that best practice organisations are using to effectively align marketing and sales
•A marketing model for inbound, outbound and sales driven demand creation
•Best practice demand creation for the channel
•Identification of buying cycle phases and alignment of marketing activities and budget according to sales requirements in each phase.
EIAA Marketers Internet Ad Barometer 2008Luca Colombo
- Online advertising expenditure is increasing, with 81% of advertisers reporting increased online ad spend in 2008. They predict continued growth of 16-17% in 2009-2010.
- Most advertisers say this increased online budget is coming from other media channels like TV (39%), print (40%), and direct mail (32%).
- Three quarters of advertisers are increasing their use of online advertising, while TV (-31%) and newspapers (-40%) are seeing decreased usage.
- Advertisers recognize positive impacts of online ads on brand perception (77%), awareness (68%), and sales (75%). Most plan to increase brand advertising budgets and spend on search and display ads.
This research paper aims to challenge common beliefs about the value of online display ad clicks. The paper analyzes data from $11.5 billion in online sales tracked by Criteo to show that:
1) People who click on ads buy 3 times more frequently than non-clickers.
2) Almost half of regular online buyers click on Criteo ads.
3) A small number of users are responsible for most clicks and sales, following an exponential distribution.
The paper concludes that properly targeted, relevant ads can generate valuable clicks that indicate genuine purchase intent, contrary to previous research based on untargeted banner ads.
This document discusses reputation management strategies for car dealerships. It explains that a dealership's reputation is formed through search engines, review websites, social media, blogs, and forums. It recommends that dealerships develop a reputation management plan to control positive content on search engine results pages, major review websites, and social networks. Specific tactics include claiming and updating business profiles, asking satisfied customers to post reviews, responding to reviews, publishing helpful articles and videos online, and engaging customers on social media. The goal is to populate search results and distribute positive content across the internet to attract more customers.
Google Display Marketing Jargon BusterRalph Paglia
Google Display Marketing Jargon Buster provides definitions and explanations of various buzzwords thrown about so effortlessly by sales reps, trainers and presenters.
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The document discusses how digital technology is revolutionizing shopper marketing. Some key points:
- Shoppers now do extensive online research before shopping and make purchase decisions before entering stores.
- Brand loyalty has declined as shoppers focus more on deals, offers, and price. Collaboration between marketers and retailers is challenging in this new environment.
- Localized and personalized marketing that engages shoppers through experiences and online communities across multiple touchpoints is more effective than traditional campaigns. Digital tools allow reaching shoppers throughout the entire decision journey.
What We Thought We Knew About Automotive Internet Shoppers Digital Dealer 10 ...Naked Lime Marketing
This document summarizes research on 6 million online automotive shoppers. It finds that 64.8% start their search on Google, with dealer name being the most common search term at 63%. 70% of traffic to dealership sites is from Google. While 78% of shoppers research online, dealers are only found for 37% of searches. It recommends optimizing search engine optimization, pay-per-click ads, and listings to reach more online shoppers. Analysis of dealer sites finds high bounce rates, especially from the home page. Third party sites convert leads better than dealer or OEM sites. The conclusions recommend addressing these issues to improve online marketing and sales.
The document discusses testing the influence of premium bloggers on consumer purchases compared to click-path data. It suggests running an experiment to track purchases by users who view a blogger's content versus clicks to better understand the bloggers' influence beyond direct clicks and last-click models. Understanding this broader influence could help optimize affiliate marketing campaigns.
Recession power session how the tough get goingRalph Paglia
The document summarizes the results of a survey of 200 auto dealers about how they are coping with economic challenges. Key findings include:
1) Over half of dealers reported new vehicle sales were down from a year ago, with high gas prices and the housing/credit crisis most often blamed.
2) 88% of dealers saw increased sales of smaller, fuel-efficient vehicles. Honda, Hyundai, and Nissan saw the biggest increases in these vehicles.
3) To weather the downturn, dealers are focusing on improving follow-up and lead conversion processes, targeted internet marketing, and used vehicle sales.
The document summarizes the results of a survey of 200 auto dealers about how they are coping with economic challenges. Key findings include:
1) Over half of dealers reported new vehicle sales were down from a year ago, with high gas prices and the housing/credit crisis most often blamed.
2) 88% of dealers saw increased sales of smaller, fuel-efficient vehicles. Honda, Hyundai and Nissan saw the biggest increases in these vehicles.
3) To weather the downturn, dealers are focusing on improving follow-up and lead conversion processes, targeted internet marketing, and used vehicle sales.
4) Most dealers do not expect the market to significantly recover until the second half of
The document summarizes the IntraLinks Deal Flow Indicator report for the third quarter of 2009. It found a 10% increase in global deal activity from the second quarter, driven by increases in all regions. Increased activity was attributed to continued strength in equity markets, large non-distressed deals returning, and increased distressed M&A. Deal volume was up in technology and life sciences but slightly up or flat in other industries. Overall deal volume was still down 19% from the third quarter of 2008, though improving from earlier in the year.
Webinar slides: Scale your UX Research and Convince Stakeholders with UZ Sess...UserZoom
In this webinar, Jeff Sauro and Alfonso de la Nuez discuss how to:
- Combine both quant plus qual data and benchmark UX
- Be leaner and cost-effective in your research
- Tell a complete story about UX and convince your stakeholders with both stats and video recordings
Digital advertising is becoming less effective as click-through rates decline. Only a small portion of internet users, around 8%, account for the majority of clicks on display ads. Additionally, heavy clickers are not representative of the overall online population in terms of their internet usage. However, digital advertising can still be effective for branding when measured by lift in awareness, purchase intent, favorability, and other metrics. It is also comparable to TV advertising in terms of driving sales, when accounting for frequency of exposure. The future of digital advertising effectiveness lies in more relevant metrics beyond clicks and the use of rich media formats with fewer ads to improve the user experience.
This document provides an overview of digital advertising effectiveness from comScore. It summarizes that click-through rates on banner ads are very small and shrinking over time. It also notes that heavy clickers, who drive the majority of clicks, are not representative of the overall internet population. However, the document establishes that digital advertising can be effective for branding when measured by lift in awareness, purchase intent, favorability, and sales. It suggests moving to more relevant metrics beyond clicks and explores solutions like post-buy analysis, understanding attitudinal changes, and measuring behavioral effects.
In this month's topic, we will review the foundations needed for your organisation and growth team to generate, evaluate and implement a sustainable growth process.
In light of the global economic situation, we will also be reviewing some do’s and don’ts during a recession.
It is our position here at Frost & Sullivan that with a solid CEO growth team and a growth process in place you can reduce your risk during uncertain economic times and even generate growth opportunities.
What Matters Most To Car Dealer Web Site Visitors By Ralph Paglia Auto DigestSocial Media Marketing
1) A survey of over 5,000 visitors to dealership websites found that 67% planned to purchase a vehicle within 90 days, with 62% planning to do so within 30 days. The majority (67%) intended to replace an existing vehicle as a trade-in.
2) When asked what type of vehicle they planned to buy next, 49% said new, 35% said used, and 16% were undecided. Despite high gas prices, monthly payment and total price were more important factors than fuel economy for those considering used or being undecided.
3) The survey found opportunities to drive more traffic to dealership websites through integrated digital and conventional advertising campaigns, as only 14% of visitors found the
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This document summarizes key findings from a survey of over 5,000 online consumers who visited dealership websites. Some of the main results are:
- 67% of visitors planned to purchase a vehicle within 90 days, with 62% looking to purchase within 30 days.
- 67% of upcoming purchases involved trading in a current vehicle.
- 49% of visitors expressed interest in a new vehicle, while 35% were interested in a pre-owned vehicle.
- 44% of visitors found the dealership website through conventional advertising like TV, radio, newspaper. Only 14% used search engines.
- For those considering pre-owned, nearly 40% sought passenger cars while over 40% sought
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This document summarizes key findings from a survey of over 5,000 online consumers who visited dealership websites. Some of the main results are:
- 67% of visitors planned to purchase a vehicle within 90 days, with 62% looking to purchase within 30 days.
- 67% of soon-to-be buyers were interested in their current vehicle's trade-in value.
- 49% of visitors expressed interest in a new vehicle, while 35% preferred pre-owned and 16% were undecided.
- 44% of visitors found the dealer website through conventional advertising like TV, radio, newspaper, and direct mail rather than search engines.
- For pre-owned vehicle shoppers
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1) A survey of over 5,000 visitors to dealership websites found that 67% planned to purchase a vehicle within 90 days, with 62% planning to do so within 30 days. The majority (67%) planned to replace an existing vehicle.
2) When asked what was most important in their vehicle purchase decision, visitors indicated monthly payment (38%) and total selling price (28%) were the top factors, followed by fuel economy (14%).
3) For visitors interested in used vehicles, passenger cars (40%) and SUVs (29%) were the most popular vehicle types considered. Price and payment were also the top decision factors for these visitors.
1) A survey of over 5,000 visitors to dealership websites found that 67% planned to purchase a vehicle within 90 days, with 62% planning to purchase within 30 days. 67% intended to replace an existing vehicle as a trade-in.
2) When asked what type of vehicle they planned to buy next, 49% said new, 35% said pre-owned, and 16% were undecided. For pre-owned interested visitors, passenger cars and SUVs were most popular.
3) Monthly payment and total selling price were the most important decision factors for pre-owned interested visitors, followed by fuel economy. This validates that ads should emphasize payments and price to attract website visitors.
sonic automotive SAHStephens20June20Conference20Presentationfinance43
This document contains forward-looking statements by a company and its management regarding future performance. These statements are predictions and not guarantees. Readers are cautioned that actual results may differ from projected results due to various risks and uncertainties. Historical financial data is also presented regarding the company's revenues, profits, expenses, capitalization, and same-store sales growth. The company's strategic plans to improve performance through initiatives regarding used vehicles, parts and service, marketing, associate training, and financial management are summarized.
sonic automotive SAHStephens20June20Conference20Presentationfinance43
This document contains forward-looking statements by a company regarding its future performance. These statements are predictions and not guarantees. The document cautions readers that actual results may differ from projections due to various risk factors. It provides the company's revenue breakdown by division and lists initiatives in used vehicles, parts/service/collision repair, finance/insurance, associate training, and marketing.
Best practice in sales and marketing alignment B2B Marketing
The B2B marketing world has changed dramatically. Today's marketer must be technically proficient, possess strong analytical skills and be innovative in their approach to aligning effectively with their sales counterparts. They must determine how they will increase demand creation through effective lead generation, inbound marketing and more impactful sales enablement with the sales organisation.
In his keynote, John Neeson will review five best practice strategies that are leveraged by high growth organisations for better alignment and effectiveness. Specifically, he will address the following:
•A best practice demand creation framework
•Strategies that best practice organisations are using to effectively align marketing and sales
•A marketing model for inbound, outbound and sales driven demand creation
•Best practice demand creation for the channel
•Identification of buying cycle phases and alignment of marketing activities and budget according to sales requirements in each phase.
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- Online advertising expenditure is increasing, with 81% of advertisers reporting increased online ad spend in 2008. They predict continued growth of 16-17% in 2009-2010.
- Most advertisers say this increased online budget is coming from other media channels like TV (39%), print (40%), and direct mail (32%).
- Three quarters of advertisers are increasing their use of online advertising, while TV (-31%) and newspapers (-40%) are seeing decreased usage.
- Advertisers recognize positive impacts of online ads on brand perception (77%), awareness (68%), and sales (75%). Most plan to increase brand advertising budgets and spend on search and display ads.
This research paper aims to challenge common beliefs about the value of online display ad clicks. The paper analyzes data from $11.5 billion in online sales tracked by Criteo to show that:
1) People who click on ads buy 3 times more frequently than non-clickers.
2) Almost half of regular online buyers click on Criteo ads.
3) A small number of users are responsible for most clicks and sales, following an exponential distribution.
The paper concludes that properly targeted, relevant ads can generate valuable clicks that indicate genuine purchase intent, contrary to previous research based on untargeted banner ads.
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This document discusses reputation management strategies for car dealerships. It explains that a dealership's reputation is formed through search engines, review websites, social media, blogs, and forums. It recommends that dealerships develop a reputation management plan to control positive content on search engine results pages, major review websites, and social networks. Specific tactics include claiming and updating business profiles, asking satisfied customers to post reviews, responding to reviews, publishing helpful articles and videos online, and engaging customers on social media. The goal is to populate search results and distribute positive content across the internet to attract more customers.
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1. The Human Touch:
Using Technology to Create an Extra Sales
Force in Your Dealership and Build Long
Lasting Customer Relationships
Lenny McGinley
Vice President, Dealer Sales
October 7, 2008
2. 2008 NEW-VEHICLE SALES FORECAST
17.5
17
Lowest figure
16.5
since 1992!
16
15.5
Nothing screams the need
15 for effective follow-up and
14.5 closing process than the
realities of the sales climate
14
13.5
'02 '03 '04 '05 '06 '07 '08
2
2
3. DEALERS ARE SEEING SALES SLIDE
Everyone knows the economy has seriously impacted new vehicle sales.
Please estimate your overall new vehicle sales today versus a year ago.
State of New-Vehicle Sales as Reported by Dealers
Sales Down 55%
Stayed about the
same
18%
45% of dealers reported
new vehicle sales were flat
or up versus a year ago
Sales Up 27%
0% 10% 20% 30% 40% 50% 60%
Source: Survey.com, September 2008
3
3
4. THERE IS LIGHT AT THE END OF THE TUNNEL
When do you think the new vehicle market will significantly recover
or really start to turn around?
Majority of Dealer’s Expect the Market to Turn Around in 2009
Later in 2008 9%
First half 2009 29%
Second half 2009 34%
2010 13%
2011 3% 63% of dealers expect the
market to turn around
Not in the forseeable future 2% by the end of 2009
Not sure 10%
0% 5% 10% 15% 20% 25% 30% 35% 40%
Source: Survey.com, September 2008
4
4
5. WHEN THE GOING GETS TOUGH
THE TOUGH GET GOING
What’s the MOST important thing helping you (or you think will help
you) during the economic downturn?
Better follow-up processes and
processes to convert leads into sales 50%
Targeted, measurable Internet marketing
21% The #1 focus for
(leads, used, etc.)
a dealership is
follow-up processes
Used vehicle sales 17% and lead conversion
processes
Service and aftermarket sales 13%
0% 10% 20% 30% 40% 50% 60%
Source: Survey.com, September 2008
5
5
6. WHERE ARE DEALERS TODAY IN THEIR
FOLLOW-UP AND LEAD CONVERSION PROCESSES?
A ton of lost opportunities…and lost sales…
• 90% of ALL car buyers use the Internet to research a vehicle*
• 63% of ALL car buyers now request price quotes online**
• BUT More than 30% of leads go completely UNANSWERED**
Too few leads converting...too many missed sales and
losing business to the dealership down the street…
Sold at “intended”
dealership
100% 100%
10%
90% 90%
80% 80%
70% 70%
60% 60%
50% 50%
90%
40% 40%
Sold at “other”
30% 30% dealership
55%
20% Of leads 20%
10%
converted
10%
to a sale
0% 0%
All New Vehicle Leads All Leads Converted to Sales
* Outsell Research 1/2007
** 2007 Dealer eBusiness Performance Study-The New Buying Influences
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6
7. FIRST: SPEED OF RESPONSE
Importance Only Increasing with Each Year – Car Shoppers Less Willing to Wait
34% of car buyers expect a 83% of car buyers expect a
response in less than 4 response in
hours – up from 31% in ‘07 less than 24 hours
Required Speed of
Response From
8% 10% 16% 49% 12%
Dealer/OEM to
Consumer Query
(% of consumers saying)
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Immediately <1 hour 1-4 hours <24 hours
24-48 hours More than 48 hours Don't know
Source: Cars Online Study 07/08, CapGemini
7
7
8. DISCONNECT BETWEEN
DEALERS AND CONSUMERS
Response Within 60 Minutes Dealer Perception
• 78% of dealers surveyed say their
100%
dealership followed up on leads with
78%
a personal response within an hour
50%
21% Consumer Perception
• 21% of consumers indicated that
Dealers Consumers
they received a response from the
dealership within an hour
Source: Survey.com, October 2007 and Autobytel Internal Survey, 6/07-10/07
8
8
9. FAST RESPONSE
Response is Critical What Will Consumers Do If
You Take Too Long?
• In-market customers are Walkaway!!!
60%
the most impatient – 51%
demand a response 50%
within 4 hours or less
40%
30%
• 24% of leads close within 51%
1-10 days 20%
10%
25%
0%
Look for another dealer Look for another
manufacturer and/or dealer
Source: 2007 Dealer eBusiness Performance Study-The New Buying Influences
9
9
10. WHAT KIND OF TECHNOLOGY ENABLES THAT
LIGHTENING-LIKE RESPONSE?
Lead notification programs..
• 53% of dealers now subscribe to a lead
notification program, which
instantaneously alerts dealers to an
incoming lead
• 83% of the top performing dealers have
processes in place to phone immediately
after receiving a lead
High levels of satisfaction ...
• Two-thirds of subscribing dealers
“completely agree” that lead notification
programs work well and believe that they
are worth participating in
Sources: J.D. Power DSOBS press release, August 2008
10
10
11. FASTER RESPONSE = HIGHER CLOSING RATIOS
A quick response from a dealer is critical to
high closing ratios
• Dealers responding to Internet customers
within an hour have a 25% higher
closing ratio
• When a brand responds to a customer
inquiry within 20 minutes, conversion
rates are doubled
Sources: Third-Party Study and Capgemini Study of European automaker -Cars Online 07/08
11
11
12. LEAD NOTIFICATION PROGRAM BEST PRACTICES
• Designated cell phone number as #1 option to call
• Whisper feature to speak loud, clear and slow with
customer information
• If using land line as optional number, develop process as to
how to handle calls
Source: J.D. Power DSOBS, 2007
12
12
13. IMMEDIATE LEAD NOTIFICATION PROGRAM
EXAMPLE OF HOW IT SHOULD WORK
Automated Operator
Request Make the connection
Submitted
Your phone rings!
The customer be connected to your customer
Press “1” to submits
a A request has come in!
Purchase Request
Get the details from your
home, office or
mobile phone!
“Tim Rogers. Please
hold for message from
Bill Smith. You have
received a new
car lead from
Autobytel.
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13
14. RAPID RESPONSE CASE STUDIES
• Frankel Acura (2/08):
– Faster response times – Average response time is 20 minutes faster
– Closing ratios with showroom appointments increase from 75% to 85%
– Overall sales increase 5-10%
– More than 50% of cars are sold using Rapid Response
• Castle Toyota/Scion’s results (10/07):
– 52% higher closing ratios on customers contacted through Rapid Response
– 17-30 additional Internet sales per month
– Improved team morale and lower employee turnover
• George Chevrolet’s results (2/07):
– Closing ratios improved 300%
– Car sales through Autobytel have doubled
– Customer contact rates improved significantly
14
14
15. DID YOU KNOW…
On average, it takes 4.27 attempts
to reach a live person on the phone
Source: eLeads CRM
15
15
16. SO MANY LEADS, SO LITTLE STAFF
Average Monthly Dealer Web Inquiries/Leads
400
350 Increase of
300 300%
250
200
150 320
100
50 96
0
2001 2006
Source: J.D. Power DSOBS, 2007
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16
17. LIVE CALL PROGRAM BEST PRACTICES
• Calls derived from script specifically designed to:
– Gather information / pulse of consumer and their intent to
purchase a vehicle
– Establish buying time line for consumer
– Set the appointment
• Dealership process implemented to work with VIP customers
from start to finish
• Designated person at dealership to
welcome / hand off customer to internet
department
• Colored fax paper to indicate a VIP
appointment
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17
18. LIVE CALL VIP APPT SETTING PROGRAM
EXAMPLE OF HOW IT SHOULD WORK
Dealer to implement established follow-up process
Dealer receives
Dealer receives
Automotive customer specialist talks to purchase request
notification of customer
customer and.. and attempts
in-dealership VIP
customer contact
appointment
• Scores Readiness to Buy
• Sets in-dealership
VIP appointment In-dealership VIP
Appointment
Customer Info
18
18
19. DEALERS WHO DROP LEADS AFTER
A COUPLE OF WEEKS ARE DROPPING SALES
Among leads that result in a sale…
43% close within 30 days 57% close after 30 days
30%
25% More leads convert into
sales after 90 days than do
20%
in first ten days!
15%
32%
24%
10%
15%
5% 11% 10%
8%
0%
1-10 11-20 21-30 31-60 61-90 90+
Average vehicle purchase sales cycle is 50 days *
Source: 2007 Dealer eBusiness Performance Study-The New Buying Influences
*Outsell Study 2007
19
19
20. ACTIONS THAT CONVINCED CAR BUYERS
TO VISIT DEALERSHIPS
60%
50%
40%
30% 59%
53% 50%
20%
29%
10% 22%
0% 5%
Received email Answered Offered Competitive Received direct Did not
questions competitive price for trade mail proactively
price in contact me
Highest performing dealers studied use brand/product
info templates to tell the brand and dealer story in emails.
Source: 2007 Dealer eBusiness Performance Study-The New Buying Influences
20
20
21. EMAIL MARKETING PROGRAM BEST PRACTICES
• Professional look and feel with dealership logo
• Link to website
• Establish a link to the direct contact at dealership
• Email alert to dealership when consumer opens email
• Reports indicating who / when / how many
times a consumer has opened an email
• Options for consumers to get a "test drive"
or more information about the vehicle their
looking for
Source: J.D. Power DSOBS, 2007
21
21
22. AUTOMATED EMAIL MARKETING PROGRAM
EXAMPLE OF HOW IT SHOULD WORK
Send Dealer Branded Emails at Timely Intervals
X X
X X
X
22
22
23. AUTOMATED EMAIL MARKETING PROGRAM
EXAMPLE OF HOW IT SHOULD WORK
• Prominent dealership branding
• Engaging content/tips for
the customer
• Link to dealership website
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