ken lees: success story

Success Story with Ken Lees

Page 49

Ken LeesVP OF STRATEGIC ALLIANCES

Automark Solutions, LLC.

Matt WestcottGENERAL SALES MANAGER

Fairfax Hyundai & Fairfax Kia

OUR SOLUTION-SET HAS BEEN PROVEN TO:

DRIVE INCREMENTAL INTERNET SALES

REDUCE INTERNET M & A EXPENSES

IMPROVE DEALERSHIP PROFITABILIY

BEST-IN-CLASS INVENTORY PRICING SYSTEM

INDUSTRY-LEADING CONVERSION TOOLS

SERVICE DRIVER FIXED OPS GAME CHANGER

SAVE $150,000.00 ANNUALLY

INCREASE INTERNET SALES

INCREASE GROSS PROFIT @UNIT SOLD

REDUCE FLOORPLAN EXPENSES

SAVE 20-30 HOURS MANAGING ONLINE PRICING

ELIMINATE ALL ONLINE PRICING ERRORS

2381 New Vehicles Sales

#1 District Ranking #7 Regional Ranking (160 dealers)

300% Sales Efficiency

Matt WestcottGENERAL SALES MANAGER

Satisfied with your website’s lead volume?

The best quality leads come directly from our website.

Satisfied with the qualityof those leads?

Buy 3rd Party Leads?

QUANTITY

QUALITY

REACH REACH ONLINE SHOPPERS

CAPTURE

CONVERT

VISITOR-TO-LEAD CONVERSION

LEAD-TO-SALE CONVERSION

(7) 3rd PARTY LEAD PROVIDERS

(4) BUYING/REFERRAL SERVICES

(4) ONLINE MARKET PLACES

LITTLE SEARCH ENGINE MARKETING

BEFORE

72% 3rd PARTY LEADS (40% FROM 1 SOURCE)

16% SELF-GENERATED

12% FACTORY

< 8,000 MONTHLY WEBSITE VISITORS

$355,000.00 ANNUALLY

BEFORE

(1) 3rd PARTY LEAD PROVIDER

(3) BUYING/REFERRAL SERVICES

(3) ONLINE MARKETPLACES

GOOGLE ADWORDS

SOCIAL MEDIA MARKETING

TODAY

53% SELF-GENERATED

25% 3rd PARTY LEADS

22% FACTORY/PROGRAMS

10,000+ WEBSITE VISITORS

$225,000.00 ANNUALLY

TODAY

2,000+ ADDITIONAL MONTHLY VISITORS(22% INCREASE)

RESULTS

$130,000.00 ANNUAL SAVINGS(37% DECREASE)

CAPTURE VISITOR-TO-LEAD CONVERSION

REACH REACH ONLINE SHOPPERS

CONVERT LEAD-TO-SALE CONVERSION

10 GRAPHICALLY APPEALING & RELEVANT

CALLS-TO-ACTION

INTEGRATION

PLATFORMS

10 GRAPHICALLY APPEALING & RELEVANT

CALLS-TO-ACTION

Diversity of demographics, wants and needs.

CONVERTER LEADS BUY RATE

INSTANT PRICE QUOTE 4782 51.7%

TRADE APPRAISAL 1517 38.2%

DAILY DEALS 909 41.3%

INSTANT LEASE QUOTE 897 39.4%

PROMOTIONAL ENTRIES 806 39.3%

MAKE AN OFFER 533 52.7%

ALL OTHER 530 44.2%

TOTAL 9974 46.2%

EACH CONVERTER ENGAGES BUYERS

VEHICLE CLASS BUY RATE

LUXURY 52.1%

PREMIUM 49.2%

NON-PREMIUM 49.4%

TRUCKS/SUV 49.8%

TOTAL 46.2%

ENGAGE BUYERS EQUALLY ACROSS

BRAND SPECTRUM

KEY FEATURES:

Automated Selection

Automated Pricing

Delivered via device of

choice

KEY BENEFITS:

Low Funnel Leads

Moves Aged Inventory

DAILY DEALS

KEY FEATURES:

Automated Selection

Automated Calculations

KEY BENEFITS:

Low Funnel Leads

Improves Lease Penetration

LEASE SPECIALS

KEY FEATURES:

Automated Calculations

Delivered Instantly

KEY BENEFITS:

Low Funnel Leads

Improves Lead Volume

AUTOMATED QUOTES

KEY FEATURES:

Automated Calculations

Delivered Instantly

KEY BENEFITS:

Low Funnel Leads

Improves Lead Volume

AUTOMATED QUOTES

KEY FEATURES: CALLS-TO-ACTION can be

fully customized to meet specific needs

KEY BENEFITS:

Market differentiator

Competitive Advantage

CUSTOM BRANDING

KEY FEATURES: Detailed fully compliant

price displays Integrates model-specific

Daily Deal & Lease Special

KEY BENEFITS:

Higher Conversion Rate

COMPELLING VDPs

DOES IT REALLY WORK?

CAPTURE VISITOR-TO-LEAD CONVERSION

REACH REACH ONLINE SHOPPERS

CONVERT LEAD-TO-SALE CONVERSION

SOURCE LEADS % CLOSE RATE

AUTOMARK 329 21.7 20.7%

BBOL 50 3.3 18.0%

CHAT 120 7.9 12.5%

COBALT 257 16.9 15.2%

DEALERTRACK* 38 2.5 34.2%

SUB-TOTAL 794 52.3 18.1%

SELF-GENERATED

MARKETPLACES

BUYING SERVICES

SOURCE LEADS % CLOSE RATE

SUB-TOTAL 234 15.4 11.5%

OEM SITE/PROGRAMS

TOTAL LEADS CLOSE RATE

ALL SOURCES 1519 14.2%

KEY PERFORMANCE METRICS 6.01.14 – 8.31.14

SOURCE LEADS % CLOSE RATE

SUB-TOTAL 138 9.1 16.7%

SOURCE LEADS % CLOSE RATE

SUB-TOTAL 353 23.2 6.2%

SOURCE SALES % OF TOTAL

SELF-GENERATED 144 66.7%

MARKETPLACES 27 12.5%

BUYING SERVICES 23 10.6%

OEM 22 10.2%

TOTAL 216 100%

UNIT SALES

KEY PERFORMANCE METRICS 6.01.14 – 8.31.14

NEARLY 1/3 OF ALL SALES

GENERATED FROM AUTOMARK LEADS

SALES FROM AUTOMARK LEADS

ARE MORE PROFITABLE

GROSS PROFIT

KEY PERFORMANCE METRICS 6.01.14 – 8.31.14

SOURCE SALES VARIANCE

SELF-GENERATED 144 +31%

MARKETPLACES 27 -55%

BUYING SERVICES 23 -64%

OEM 22 +61%

SALES FROM SELF-GENERATED LEADS COST LESS

TO GENERATE

SOURCE SALES SPEND

SELF-GENERATED 144 $265.50

MARKETPLACES 27 $692.22

BUYING SERVICES 23 $404.35

OEM 22 $68.18

M & A EXPENSE

KEY PERFORMANCE METRICS 6.01.14 – 8.31.14

SALES FROM AUTOMARK LEADS

FAR LESS EXPENSIVE TO

GENERATE

SOURCE SALES SPEND

AUTOMARK 68 $39.71

APPRAISAL TOOL 9 $150.00

CHAT 15 $123.60

OEM 22 $68.18

M & A EXPENSE

KEY PERFORMANCE METRICS 6.01.14 – 8.31.14

MANAGING IT ALL

NEW VEHICLE PRICING RULES

How much Over/Under: Invoice, GL Balance or M.S.R.P.?

KEY FEATURES:

OEM Incentives Cash Incentives A.P.R. Offers Loyalty & Competitive Military, College & Others

Set discounts by: Model Trim Engine & Trans. Type Drive Type Body styles

NEW VEHICLE LEASING RULES

How much Over/Under: Invoice, GL Balance or M.S.R.P.?

KEY FEATURES:

Captives: Lease Cash Residuals Money Factors Loyalty & Competitive Military, College & Others

Set discounts by: Model Trim Engine & Trans. Type Drive Type Body styles

ADDITIONAL FEATURES

Additional Features

ADDITIONAL FEATURES:

NEW VEHICLE AGING DISCOUNTS: Model Trim Engine & Trans. Type Drive Type Body styles

USED VEHICLE AGING DISCOUNTS

DEALER-DEFINED DISCOUNTS

AUTOMATIC PRICE DISCREPENCY SUPRESSION

MORE!

COST-EFFECTIVE SOLUTIONS FOR THE DIGITAL WORLD

SERVICE DRIVERCOMING SOON

THANK YOU!Q & A