The Fast and the Furious

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The Fast and the Furious Improving Closing
Ratios Through Faster Response Time and Long Term
Follow-Up Tim Rogers, Vice President, Sales
Operations
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Closing Ratios

• Response Time
• Communication
• Long Term Follow-Up

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Todays Consumer
The profile of the average adult American
Internet user is very similar to the profile of
the average American. The demographic shift --
from early adopters of new technology who are
young, relatively wealthy and predominantly male,
to average Americans -- is important because it
validates the Internet as a mainstream marketing,
advertising and research platform.
Sources Insight Express data 2001, US Census
data 1996-2006, Harris Interactive 2006,
iNetShops.com
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Todays Consumer

• 67.5 of new vehicle buyers use the Internet to
  research vehicles
• The Internet now leads more than twice as many
  late-model, used-vehicle buyers to the vehicles
  they purchase than traditional newspaper and
  magazine classified ads
• 77 of automotive Internet users visit an
  independent automotive website (3rd party) in
  their shopping process
• Internet-generated new car sales are expected to
  grow from 4.1 million in 2005 to 6.6 million in
  2010 up from 25 of total sales in 2005to 35
  of total sales in 2010
• The Internet wielded considerable influence on
  car purchases for 16 million Americans in 2005,
  up from 13 million in 2002.
• On average 44 of car buyers rely much more on
  independent car buying websites than on
  dealership websites.
• 39 of automotive Internet users report the
  Internet had some/big impact on their dealer
  selection
• 35 of new vehicle buyers submit leads at more
  than 1 website

Sources Major third-party studies including
J.D. Power NewAutoshopper.com and
UsedAutoshopper.com, Pew Internet and American
Life Project, DoubleClick Touchpoints IV, Jupiter
Research
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Consumer Adoption of the Internet
Percentage of New Vehicle Buyers Turning to the
Internet for Research/Shopping
Source J.D. Power NewAutoshopper.com Studies,
1998-2006
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Response Time
Through February 2007
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Response Time
Through February 2007
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Bottom Line Sales are Being Left on the Table!
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Solutions

• Instant Messaging

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Instant Messaging
AOL Messenger
MSN Messenger
Yahoo Messenger
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Solutions

• Instant Messaging
• Wireless Paging Technologies
• Rapid Response

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Rapid Response
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Long Term Follow-Up
Online Purchase Cycle
80 of Car Shoppers Never Get a Response!
7 10 Days
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Solutions

• Broadcast Emails

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Broadcast Email
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Solutions

• Broadcast Emails
• Newsletter

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Dealer Newsletter
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Solutions

• Broadcast Emails Stay top of mind with your
  customers easily and consistently
• Newsletter Stay in touch with your customer
  base while promoting specials
• CRM Automation Use automated follow-ups to
  boost closing ratios
• Email Manager Keep in touch with your long term
  buyers with strategic email follow-up campaigns

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Email Manager
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Dealer Testimonial
Rapid Response led to immediate results. Within
the first month of using the program, closing
ratios and sales on Autobytel leads improved
300. And in the ensuing four months, George
Chevrolet has doubled its sales through
Autobytel, which has rapidly moved from the
middle of the pack of the dealerships online
buying services to become George Chevrolets 1
sales and ROI generator. Tom Black, General
Manager George Chevrolet
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QA
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