Automark approach presentation

1. Automark Web Services
from Reynolds

2. Reynolds Technology + Training = Results
 Our complete retail strategy integrates technology with
retailer processes to increase sales, profits, and
customer satisfaction and loyalty.
 Solutions include:
 a highly customized, interactive web site (Automark)
 showroom web station (Automark)
 process training from people who know your
business
 sales closing and service retention (LoyaltyLink)

3. Results that improve your profits*
 89% of dealers have a web site, however, only 40% believe
that their site is an effective marketing tool - JD Power, 2000
Dealer Attitude Study
 Automark retailers have increased leads from 50%-500%
 On average, consumers stay twice as long on Automark web
sites
 On average, retailers receive a 7%-10% lead conversion
rate....triple that the industry average
On average, retailers who switch to an
Automark web site sell 38% more
vehicles
*Results based on those who partake in the retail process improvement and Internet sales training
associated with an Automark web site
Technology + Training = Results

4. CRM savvy dealers speak....
“Since then [Oct 2000] we have tripled our volume - a
300% increase - and we have increased our close ratio
200%. You need all the pieces of the pie to really make
it work. It starts with putting the right processes in
place. You must be prepared to train your staff. An
effective web site is another of the essential pieces.
Reynolds was an ideal partner in every case.”
- Mervyn Wood, VP of Marketing for the Asbury Group
“While Automark’s competition may have appeared to
cost less up front, Automark’s auto retailing
experience, combined with their superior customer
service and ‘best in class’ training solutions made
them the best option. Plus, Automark includes all
updates and upgrades in their pricing so there are no
surprises. Automark is an investment in our future
and an investment in long-term business success and
profitability.”
- Scott Smith, President Sonic Automotive

5. Reach Qualified Leads on the Web
 61% of consumers prefer researching a dealership web
site over an online referral service - Friedman Swift, A
Consumer Look at dealer web sites, October 2000.
 Of those consumers who used the Internet for their most
recent purchase, 46% of them used the dealership web
site in 2001, up from 38% in 2000. In comparison, 19% of
consumers used an online buying service in 2001, down
from %24 in 2000. - The Dohring Company 2001 National
Automotive Consumer Study.
 Automark dealers who have implemented the sales
processes we teach them are receiving between 70% -
92% of their online traffic directly into their web site, not
from third parties or search engines..... results from
effective name recognition, brand building, and dealer
marketing.

6.  Reach customers with a highly interactive, consumer
friendly online shopping and buying experience.
 consumer friendly technology allows your
customers to find the answers they are looking
for easily
 results in consumers staying longer and in a
greater percentage of qualified leads
Automark Web Services from Reynolds

7.  Manage consumer expectations...builds customer
loyalty
 dealer controlled variables such as finance
rates and terms present buying options that
qualify serious buyers
 powerful reporting displays inventory problems
as well as identifies inventory trends and
demands
 Make changes to your site.....real-time!
Automark Web Services from Reynolds

8. Deliver information most important to your customers
*results taken from 2001 National Automotive Consumer Study, The Dohring Company
Automark Web Services from Reynolds
Feature % who rated
important*
Automark
Prices of vehicles 92% 
Vehicle safety information 92% 
Dealer Cost 91% 
Vehicle options 90% 
Vehicle specifications 90% 
Vehicle comparisons 86% 
Specific models available
from manufacturer
86% 
Trade In value 85% 
Pictures of vehicles 85% 
Available vehicle incentives 80% 
Vehicle reviews 78% 
Dealership location 75% 

9.  BrandProtect™ technology allows car companies and
dealers to meet their branding requirements with one
smart web site
 saves your dealership time and effort - no need to
maintain multiple web sites
 helps car companies deliver high impact web sites
across their entire dealer body
Automark Web Services from Reynolds

10. New and Used Car Inventory
 50%-70% of consumers time is spent looking at inventory
 Most flexible and easy to use search engine in the industry
 Actual new and used vehicle inventory displayed
 Inventory upload from any DMS provider
 Inventory sent to all 3rd party providers at no charge

11. Real-time Inventory Updates for ERA3 users
 Provide prospects with accurate, timely inventory data
 Reduce the number of leads coming in on sold or
wrongly listed vehicles
 Reduce customer dissatisfaction

12. Specials
 Second most popular area on a retailer’s web site
 Most enhanced specials program featuring specials on new and
used inventory, parts, accessories, finance, rebates, and service
 Consumers can link to specific inventory related to specials
versus starting a new search

13. Powerful Dealer Content Management
System (DCMS)
 Make changes to the content and the look and feel of your
site....real-time!
 Take immediate advantage of local market opportunities,
manufacturer promotions, and consumer buying trends
 Gives your customers the most current information

14. Lead Forms that Qualify
 Lead forms designed to deliver qualified leads
 Information such as timeframe to purchase, finance options, and
trade-in information are standard
 Forms are routed to the appropriate sales person for immediate
follow-up

15. Email Services
 Email services for the retailer are included in our services
 Ability to change assignments of leads based on vacation
or days off schedules
 Puts control at the store level and not the individual sales
person

16. Accessories
 A full line of manufacturer accessories on-line, complete
with pictures and shopping cart email or credit card
technology

17. Electronic Vehicle Brochure
 Complete Brochure information with standard features,
options, pictures, and comparison information. Customers
can print out a brochure on-line.

18. Multi-media Presentations
 Present a comprehensive picture of additional value-added
products and services to your customers. Some examples
include extended service contracts, gap insurance, environmental
protection programs, Loyalty Link, and used car certification

19. Web Traffic Statistics and Trends
 Detailed reports on where consumers are coming from
into your site, what they are doing when they are there,
and how long they spend on the site
 Identify additional selling and promotional opportunities

20. Identify inventory updates on your site and make changes
Track the number of leads coming from each lead form
Track most popular vehicles being accessed
Reports

21. Showroom Web Station
 Your customized web site serves as an information
center for your dealership
 Sell and lease more cars, aftermarket/accessories,
and increase CSI.
 Can also be placed on sales person’s computer
 Along with LoyaltyLink, delivers powerful
showroom tools to close the traffic generated by
your web site

22. Training and Consulting
Internet College
In dealership continuous improvement days
People
“The greatest challenges impeding CRM success and cultural issues such as
managing employees who resist change, optimizing process and job roles, and
defining business requirements.” - The Alexander Group
Process
“Sixty percent of CRM programs fail because businesses make the
common mistake of investing in new software without changing the way
they operate” -The Gartner Group
Technology
“...if you throw new technology at bad process, you’ll end up with
quicker, more transparent bad process...” - Revolution Magazine

23. Internet College
 Delivered by consultants each having five or more years of
automotive retailing experience.
 Internet Sales Reps and Dealer Principals/General Managers
walk away with step-by-step blueprints and processes for
maximizing the business results of their Internet investment.
 The 5-day Internet College assists dealerships in
establishing successful Internet selling processes,
developing management standards and procedures, and
organizing an effective action plan for implementing these
processes.
 The 2-day General Manager school helps GMs develop pay
plans for Internet Managers and traditional sales personnel
as well as a general understanding of how to use the
Internet as a lead source and selling tool.

24. In-dealership Training
 Consultants work arm in arm with retailer personnel
to set up a profitable Internet Department
 Our exclusive Internet selling system T.I.P.S.™
reveals the secrets of sales and marketing on the
Internet
 Whether a beginner, intermediate or expert, we
customize our proven Internet selling system to the
dealership.

25. Traffic
Interactive
Web Site
Process
Sales
1000
(5%) 50
LEADSLEADS
(25%) 12.5(25%) 3
(80%) 2.5
CLOSESCLOSES
5%5%
Closing %Closing %
1. Market Strategy
2. Marketing Budget
3. Advertise Internal Customers (Meeting)
4. Advertise Customer Base
(Direct Mail,Telemarketing)
5. Advertise Market (URL Everywhere)
6. Showroom Merchandising
4000
(10%) 400
1. Easy Navigation
2. Research
3. Find a Car (Inventory Updated)
4. Used Vehicle Photos Posted
5. Trade Evaluations
6. Financing
7. Test Drive
8. Contact Us
1. Lead Management Tool
2. Auto Responder
3. Personal Responses
4. E-Mail Templates
5. 2-Way Pagers
6. Telephone Contact
(50%) 200(50%) 100
1. F&I Process
2. Pricing Process
3. Sales Process
4. Introduction
5. Welcome Board
(80%) 80
. Delivery Process
. Personal Web Page
. Introduce Service
. 1st
Service Appointment
. Loyalty Package
. Update on Promotions
WHEELWHEEL
20%20%
Closing %Closing %
AppointmentsAppointmentsAppts. ShowAppts. Show
1. Confirmation Call
2. Confirmation E-Mail

26. An Integrated Web Loyalty Process
REACH
RETAIN
RENEW
LoyaltyLink -- Close more sales
at a higher margins and boost
sales to service retention with your
choice of smart card incentives
Automark Web Services
An Automark website allows
dealers to attract new
customers to his
dealership(s).
eService Reminders
Keep customers coming back
by emailing personalized
sales and service promotions
based on their projected
mileage.
Prospecting
Campaigns targets
prospects to drive
more leads to a
dealer’s website and
showroom.
Contact Management -- leads from
multiple web sites, including the dealer’s
are automatically sent to any desktop
computer, allowing the salesperson to
follow up with prospects more quickly and
close more sales.