DLR - CMC Report Martin Pilgram, DLR-GSOC, October 2005, Washington
Edmunds saa dlr webex-final
23
MUST DO’ s OCTOBER 11 2012 FOR TODAY’S AND TOMORROW’S AUTO RETAILERS
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Transcript of Edmunds saa dlr webex-final
MUST DO’sOCTOBER 11 2012
FOR TODAY’S AND TOMORROW’S
AUTO RETAILERS
Jeremy AnwylVice Chairman
…but first,
a little background
UNDERSTAND WHAT THE CUSTOMER
REALLY VALUES
DEVELOP THE PROCESSES TO
CONSISTENTLY DELIVER
COMMUNICATE EFFECTIVELY TO THE
MARKETPLACE
HERE’S WHAT WE’RE
GOING TO COVER
1
2
3
18 MILLIONMONTHLY VISITORS
8,000+CAR SHOPPER
INTERVIEWS
PRICING
ONLINE INVENTORY
EXPEDITED TRANSACTIONS
HUMAN ELEMENT
WHAT CUSTOMERS VALUE
DEVELOPTHE PROCESS TO CONSISTENTLY DELIVER
PRICING
IS CONFIDENCE IN PRICING POSSIBLE? CLARITY AND TRANSPARENCY
LEASING
TRADE IN VALUATIONS
TRUE COST TO OWN®
GROSS PROFITS
TRANSPARENCY
PRICING
CUSTOMER TURN-OFF
Traditional MSRP-Only Listings with “Request Quote”
1 Internal Edmunds brand and segmentation study conducted in 2011
47% OF USERS
WANT UPFRONT,
STRAIGHT
FORWARD PRICING
INSTANT
GRATIFICATION
DEALERS ARE
REWARDED
GROWTH IN
MULTIPLES
TRANSPARENCY
TMV®
PRICINGTRUE MARKET VALUE® TMV®
RESEARCH
PROCESS
GUARANTEED
PRICING
ONLINE
INVENTORY
GUARANTEED PRICING TEST
6xINCREASEPORTLAND
RESEARCH
PROCESS
GUARANTEED
PRICING
ONLINE
INVENTORY
GUARANTEED PRICING TEST
INCREASE10x
BALTIMORE
INVENTORY
FEATURES
PHOTOS
PRICES
SPECIAL OFFERS
DEALER RATINGS
AND REVIEWS
TOOLS
MOBILE
ONLINE
APPOINTMENT BEST PRACTICES
CONFIRM VEHICLE IS IN STOCK
ASK WHO IS REGISTERING THE VEHICLE
INQUIRE ABOUT TRADE-INs
GATHER CREDIT INFORMATION TO PRE-APPROVE
INFORM YOUR FINANCE & USED DEPARTMENTS OF
THE APPOINTMENT
MAKE SURE THE CAR IS PREPPED AND READY
TRANSACTION TIME
TRANSACTION TIME
CHECKLIST FOR EXPEDITED
PURCHASE
HUMAN BY DESIGN…Positive Human Interaction
COMMUNICATECREDIBLY TO THE MARKET
Build in a
SURPISE!
TRUSTED ONLINE SOURCES
REVIEW SITES
REVIEW SITES
UNDERSTAND WHAT THE CUSTOMER
REALLY VALUES
DEVELOP THE PROCESSES TO
CONSISTENTLY DELIVER
COMMUNICATE EFFECTIVELY TO THE
MARKETPLACE
HERE’S WHAT WE COVERED
1
2
3
Questions?
RALPH PAGLIA
JOHN GIAMALVO
JEREMY ANWYL
Thank You
JEREMY ANWYL
Thank You(310) 309-6300
RALPH PAGLIA
JOHN GIAMALVO
