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Agenda

• Opening Remarks – Automotive Marketing Trends– Station Opportunities

• Internet• Target Markets• Used Cars• Tier 2

• Panel Discussion– Moderator - Scott Heath, GSM, KSWB-TV (San

Diego) – Panel Discussion

• David Buonfiglio, VP/Local Sales, Internet Broadcasting

• Larry Cuneo, President, CarSoup.com• Paul Accinno, President/CEO, WorldDealer Inc

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% Chg

2006 vs 2005

Total Spending -6.60%Total Sales -2.80%Total Spot 6.70%

Domestic Spending -10.60% Domestic Sales - 7.70%Domestic Spot 0.80%

Import Spending -1.30% Import Sales 4.80%Import Spot 13.70%

> Ford + 0.7%

>Toyota + 7.1%

Automotive Spending

Ad Spending Source: TNS Media IntelligenceUnit Sales Source: Automotive News

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Automotive Spending

Ad Spending Source: TNS Media IntelligenceIncludes Tier 1, 2 & 3

    2004 2005 %Chg 2006 %Chg

GM  

Spot TV 25.6% 23.0% -10.2% 26.8% 16.5%

Network TV 18.0% 20.1% 11.7% 22.9% 13.9%

Cable TV 5.6% 6.4% 14.3% 5.3% -17.2%

Nat'l/Local NP 31.9% 30.8% -3.4% 24.0% -22.1%

Internet 1.7% 2.5% 47.1% 3.5% 40.0%

   

FORD  

Spot TV 29.8% 28.5% -4.4% 29.1% 2.1%

Network TV 16.6% 17.3% 4.2% 18.9% 9.2%

Cable TV 6.8% 7.4% 8.8% 6.2% -16.2%

Nat'l/Local NP 31.4% 28.8% -8.3% 24.6% -14.6%

Internet 1.7% 2.2% 29.4% 3.8% 72.7%

   

DAIMLER/CHRYSLER  

Spot TV 30.3% 30.8% 1.7% 33.4% 8.4%

Network TV 14.1% 10.8% -23.4% 14.5% 34.3%

Cable TV 6.8% 7.4% 8.8% 8.3% 12.2%

Nat'l/Local NP 26.0% 28.4% 9.2% 26.2% -7.7%

Internet   1.6% 1.6% 0.0% 2.3% 43.8%

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Automotive Spending

Ad Spending Source: TNS Media Intelligence Includes Tier 1, 2 & 3

    2004 2005 %Chg 2006 %Chg

TOYOTA  

Spot TV 35.4% 34.3% -3.1% 36.7% 7.0%

Network TV 15.3% 16.4% 7.2% 15.5% -5.5%

Cable TV 5.0% 5.6% 12.0% 5.2% -7.1%

Nat'l/Local NP 25.3% 25.1% -0.8% 23.1% -8.0%

Internet 2.2% 1.7% -22.7% 2.7% 58.8%

   

NISSAN  

Spot TV 32.4% 29.6% -8.6% 29.8% 0.7%

Network TV 15.3% 16.4% 7.2% 21.6% 31.7%

Cable TV 5.0% 5.6% 12.0% 8.4% 50.0%

Nat'l/Local NP 25.3% 25.1% -0.8% 18.2% -27.5%

Internet 2.2% 1.7% -22.7% 2.6% 52.9%

   

HONDA  

Spot TV 40.7% 35.0% -14.0% 37.8% 8.0%

Network TV 9.5% 14.2% 49.5% 9.0% -36.6%

Cable TV 7.5% 9.3% 24.0% 7.4% -20.4%

Nat'l/Local NP 26.3% 21.8% -17.1% 19.6% -10.1%

Internet 1.3% 1.4% 7.7% 3.5% 150.0%

   

HYUNDAI/KIA  

Spot TV 30.0% 27.5% -8.3% 27.1% -1.5%

Network TV 20.6% 19.2% -6.8% 20.3% 5.7%

Cable TV 10.1% 11.2% 10.9% 10.0% -10.7%

Nat'l/Local NP 19.5% 20.5% 5.1% 17.8% -13.2%

Internet   0.6% 1.0% 66.7% 1.9% 90.0%

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Automotive Spending

* Television Includes Broadcast & CableSource: NADA Industry Analysis Division

    2003 2004 %Chg 2005 %Chg

DEALER SPENDING  

Newspaper 47.6% 46.4% -2.5% 33.0% -28.9%

Radio 18.5% 19.0% 2.7% 17.7% -6.8%

Television* 16.3% 15.2% -6.7% 19.5% 28.3%

Direct Mail 7.4% 7.8% 5.4% 10.0% 28.2%

Internet 5.3% 6.7% 26.4% 9.9% 47.8%

Other   4.9% 4.9% 0.0% 9.9% 102.0%

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Trends

*Source: R.L. Polk

The Domestics are loosing thebattle in key markets

• New York Metro – U.S. Media Capital/Formulate Opinions

• LA (Calif.) – Trend Setter/”Cool”/Environmentalists

• Miami (So. Fla.) – Large Hispanic Market

• Wash DC – Policy Developed

• Since 2002 GM sales are down a combined 20% while

Toyota has increased 36!*

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The Purchase Funnel

ACQUIRED

1.7pricefeatures

2 weeks

2.8pricefeatures

1 month

3.3featuresmodels available

2 months

5.6models availablefeatures

3 months

4.1models availablemy needs

4 months

6.2my needsmodels available

5 months

6.5my needsmodels available

styling

6 months

MODELS ON SHOPPING

LIST

INTENDER FOCUS

INTERVAL

CONSIDERATION

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Automotive Spending

Source: CNW Marketing Research/Time Inc. Automotive Purchase Process (c) December 2005

6 MO 5 MO 4 MO 3 MO 2 MO 1 MO 2 WK

television ad 17.8%

17.9%

consumer magazine ad

12.9%

16.2%

friend/relative 12.2%

9.9%

business associate 10.2%

8.7%

dealer brochure 5.6% 5.5%

consumer report 7.7% 7.3%

newspaper ad (local) 4.4% 4.7%

auto article (any source)

3.7% 3.8%

radio ad 1.8% 1.9%

internet 10.2%

10.6%

auto magazine ad 1.3% 1.4%

auto buyers’ guide 5.2% 5.5%

company store/mall display

0.1% 0.1%

auto show 3.1% 3.1%

national newspapers 0.6% 0.6%

other 3.2% 2.9%

2005 primary source of informationall intenders January -September

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Automotive Spending

Source: CNW Marketing Research/Time Inc. Automotive Purchase Process (c) December 2005

6 MO 5 MO 4 MO 3 MO 2 MO 1 MO 2 WK

television ad 17.8%

17.9%

consumer magazine ad

12.9%

16.2%

friend/relative 12.2%

9.9%

business associate 10.2%

8.7%

dealer brochure 5.6% 5.5%

consumer report 7.7% 7.3%

newspaper ad (local) 4.4% 4.7%

auto article (any source)

3.7% 3.8%

radio ad 1.8% 1.9%

internet 10.2%

10.6%

auto magazine ad 1.3% 1.4%

auto buyers’ guide 5.2% 5.5%

company store/mall display

0.1% 0.1%

auto show 3.1% 3.1%

national newspapers 0.6% 0.6%

other 3.2% 2.9%

2005 primary source of informationall intenders January -September

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Automotive Spending

Source: CNW Marketing Research/Time Inc. Automotive Purchase Process (c) December 2005

6 MO 5 MO 4 MO 3 MO 2 MO 1 MO 2 WK

television ad 17.8%

17.9% 18.4% 14.3%

consumer magazine ad

12.9%

16.2% 16.2% 16.4%

friend/relative 12.2%

9.9% 7.8% 5.9%

business associate 10.2%

8.7% 6.2% 5.9%

dealer brochure 5.6% 5.5% 5.8% 5.4%

consumer report 7.7% 7.3% 7.9% 10.7%

newspaper ad (local) 4.4% 4.7% 5.3% 6.8%

auto article (any source)

3.7% 3.8% 4.2% 4.9%

radio ad 1.8% 1.9% 1.9% 2.1%

internet 10.2%

10.6% 11.7% 12.2%

auto magazine ad 1.3% 1.4% 1.5% 1.8%

auto buyers’ guide 5.2% 5.5% 6.0% 5.5%

company store/mall display

0.1% 0.1% 0.1% 0.1%

auto show 3.1% 3.1% 3.3% 3.5%

national newspapers 0.6% 0.6% 0.5% 0.5%

other 3.2% 2.9% 3.2% 4.0%

2005 primary source of informationall intenders January -September

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Automotive Spending

Source: CNW Marketing Research/Time Inc. Automotive Purchase Process (c) December 2005

6 MO 5 MO 4 MO 3 MO 2 MO 1 MO 2 WK

television ad 17.8%

17.9% 18.4% 14.3%

consumer magazine ad

12.9%

16.2% 16.2% 16.4%

friend/relative 12.2%

9.9% 7.8% 5.9%

business associate 10.2%

8.7% 6.2% 5.9%

dealer brochure 5.6% 5.5% 5.8% 5.4%

consumer report 7.7% 7.3% 7.9% 10.7%

newspaper ad (local) 4.4% 4.7% 5.3% 6.8%

auto article (any source)

3.7% 3.8% 4.2% 4.9%

radio ad 1.8% 1.9% 1.9% 2.1%

internet 10.2%

10.6% 11.7% 12.2%

auto magazine ad 1.3% 1.4% 1.5% 1.8%

auto buyers’ guide 5.2% 5.5% 6.0% 5.5%

company store/mall display

0.1% 0.1% 0.1% 0.1%

auto show 3.1% 3.1% 3.3% 3.5%

national newspapers 0.6% 0.6% 0.5% 0.5%

other 3.2% 2.9% 3.2% 4.0%

2005 primary source of informationall intenders January -September

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Automotive Spending

Source: CNW Marketing Research/Time Inc. Automotive Purchase Process (c) December 2005

6 MO 5 MO 4 MO 3 MO 2 MO 1 MO 2 WK

television ad 17.8%

17.9% 18.4% 14.3% 10.7% 8.7% 6.4%

consumer magazine ad

12.9%

16.2% 16.2% 16.4% 10.9% 8.1% 6.4%

friend/relative 12.2%

9.9% 7.8% 5.9% 9.3% 12.4% 5.1%

business associate 10.2%

8.7% 6.2% 5.9% 5.4% 5.8% 7.1%

dealer brochure 5.6% 5.5% 5.8% 5.4% 5.2% 5.1% 4.7%

consumer report 7.7% 7.3% 7.9% 10.7% 10.9% 10.7% 8.5%

newspaper ad (local) 4.4% 4.7% 5.3% 6.8% 7.7% 9.7% 18.7%

auto article (any source)

3.7% 3.8% 4.2% 4.9% 4.8% 6.7% 7.1%

radio ad 1.8% 1.9% 1.9% 2.1% 2.3% 2.4% 3.8%

internet 10.2%

10.6% 11.7% 12.2% 13.8% 13.6% 15.9%

auto magazine ad 1.3% 1.4% 1.5% 1.8% 2.0% 1.8% 1.7%

auto buyers’ guide 5.2% 5.5% 6.0% 5.5% 5.9% 6.1% 6.6%

company store/mall display

0.1% 0.1% 0.1% 0.1% 0.3% 0.2% 0.2%

auto show 3.1% 3.1% 3.3% 3.5% 4.3% 4.3% 4.1%

national newspapers 0.6% 0.6% 0.5% 0.5% 0.7% 0.6% 0.6%

other 3.2% 2.9% 3.2% 4.0% 5.8% 3.8% 3.1%

2005 primary source of informationall intenders January -September

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Automotive Spending

Source: CNW Marketing Research/Time Inc. Automotive Purchase Process (c) December 2005

6 MO 5 MO 4 MO 3 MO 2 MO 1 MO 2 WK

television ad 17.8%

17.9% 18.4% 14.3% 10.7% 8.7% 6.4%

consumer magazine ad

12.9%

16.2% 16.2% 16.4% 10.9% 8.1% 6.4%

friend/relative 12.2%

9.9% 7.8% 5.9% 9.3% 12.4% 5.1%

business associate 10.2%

8.7% 6.2% 5.9% 5.4% 5.8% 7.1%

dealer brochure 5.6% 5.5% 5.8% 5.4% 5.2% 5.1% 4.7%

consumer report 7.7% 7.3% 7.9% 10.7% 10.9% 10.7% 8.5%

newspaper ad (local) 4.4% 4.7% 5.3% 6.8% 7.7% 9.7% 18.7%

auto article (any source)

3.7% 3.8% 4.2% 4.9% 4.8% 6.7% 7.1%

radio ad 1.8% 1.9% 1.9% 2.1% 2.3% 2.4% 3.8%

internet 10.2%

10.6% 11.7% 12.2% 13.8% 13.6% 15.9%

auto magazine ad 1.3% 1.4% 1.5% 1.8% 2.0% 1.8% 1.7%

auto buyers’ guide 5.2% 5.5% 6.0% 5.5% 5.9% 6.1% 6.6%

company store/mall display

0.1% 0.1% 0.1% 0.1% 0.3% 0.2% 0.2%

auto show 3.1% 3.1% 3.3% 3.5% 4.3% 4.3% 4.1%

national newspapers 0.6% 0.6% 0.5% 0.5% 0.7% 0.6% 0.6%

other 3.2% 2.9% 3.2% 4.0% 5.8% 3.8% 3.1%

2005 primary source of informationall intenders January -September

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Opportunities > Internet > Target Markets > Used Cars > Tier 2

Internet• Convergence Media

• Broadcast/Web/Mobile Marketing • Changing Sales Environment NYT “FexEx Economy”• Anything, Anywhere, Anytime

Target Markets • Dealers that concentrate only on M18-49 could be missing the boat!• “Boomers” > People buy on average7 vehicles after 50• Women > Huge purchasing market but still offended by treatment at dealerships• Youth > Inventing new ways to communicate...YouTube, MySpace...mobile marketing.

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Opportunities

Tier 2• Focused Ad Group Micro Sites

• Web Shopping Tools

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Opportunities

Tier 2• Focused Ad Group Micro Sites

• Web Shopping Tools

www.worlddealer.net

PANEL DISCUSSION Moderator > Scott Heath, GSM, KSWB-TV (San Diego)

Panel > David Buonfiglio, VP/Local Sales, Internet Broadcasting > Larry Cuneo, President, CarSoup.com > Paul Accinno, President/CEO, WorldDealer Inc