7. Increasing website sales productivity
WHO ARE THEY?
•80,000,000 STRONG
•LARGEST SEGMENT OF US POPULATION BY 2015
•WEALTHIEST GENERATION IN HISTORY
•TECHNOLOGY DEPENDENT
•EXPECT ACCESS TO DESIRED INFORMATION 24 X 7 X 365
•ETHNICALLY DIVERSE
•CYNICAL/SKEPTICAL
•DESIRE TO BE HEARD
•PRICE SENSITIVE & VALUE DRIVEN
9. Increasing website sales productivity
BABY-BOOMERS GENERATION-X GENERATION-Y
RESEARCH RESEARCH RESEARCH
VEHICLE SELECTIONS VEHICLE VEHICLE SELECTIONS
SELECTIONS
VALIDATION PURCHASE DECISION
VALIDATION
PURCHASE DECISION PURCHASE DECISION VALIDATION
10. Increasing website sales productivity
Which vehicles may fit his/her needs AND wants within budget
• 3rd party sites • Rating Sites
• OEM websites • Blogs
• YouTube • Social Media
RESEARCH
Which vehicles best fit his/her needs & wants AND represents the best VALUE
• Market Places
• OEM websites
• Dealer websites
VEHICLE SELECTIONS
Where to buy the vehicle that represents the best value for the best price
• Dealer Website
• Dealer Ratings
• Blogs
PURCHASE DECISION
• Social Media
Dealer Visit & Test Drive
VALIDATION
11. Increasing website sales productivity
THE CUSTOMER EXPERIENCE IS 3X MORE IMPORTANT THAN VEHICLE DESIGN
IN DRIVING PURCHASE DECISION
12. Increasing website sales productivity
AUTHENTICITY APPRECIATE & REWARD TRANSPARENCY & HONESTY
INTIMACY VALUE PERSONAL CONNECTION
EXTRA EFFORT APPRECIATE DEALERS WHO GO THE EXTRA MILE
LOW PRESSURE TAKE MORE TIME TO MAKE DECISIONS
REWARD SALES PEOPLE WHO TREAT THEM WITH
RESPECT RESPECT
UNDERSTATED VALUE THE QUALITY & STYLE OF THEIR ATMOSPHERE
LUXURY
14. Increasing website sales productivity
• IMPACT GEN-Y IS HAVING ON OUR INDUSTRY
WHAT CAN YOU DO ABOUT IT?
• HOW DEALERS ACROSS THE COUNTRY ARE IMPROVING THEIR
WEBSITE SALES PRODUCTIVITY 50% OR MORE
Q&A
20. Increasing website sales productivity
• 4th most visited page
PROS
Clean layout
Great functionality
User friendly
CONS
No sense of urgency
Limited engagement paths
Under-utilized real-estate
21. Increasing website sales productivity
• 2nd most visited page
PROS
Clean layout
CONS
No sense of urgency
22. Increasing website sales productivity
PROS
?
CONS
Treated just like every other
unit
No compelling reason to act
24. Increasing website sales productivity
WHY?
• IMPACT GEN-Y IS HAVING ON OUR INDUSTRY
• ANALYZE THE ANATOMY OF A TOP e-DEALER’S WEBSITE
WHAT CAN YOU DO ABOUT IT?
• HOW DEALERS ACROSS THE COUNTRY ARE IMPROVING THEIR
WEBSITE SALES PRODUCTIVITY 50% OR MORE
Q&A
25. Increasing website sales productivity
PROS
Clean layout
Great functionality
User friendly
CONS
Limited engagement paths
Under-utilized real-estate
26. Increasing website sales productivity
PROS
Clean layout
Great functionality
User friendly
Multiple alternative
engagement paths
CONS
?
27. Increasing website sales productivity
Leverages proven power of incentive-based marketing techniques to engage shoppers with
smart-survey technology which captures all mission critical information within 60 seconds:
• Accurate email & phone number
• Reason for visit
• Vehicle of interest
• Market timing
• Trade status
• Competitive insight
AND…
