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Welcome to Today’s WebinarWe will begin promptly at noon ET

Lights, Camera, SoldLeverage Online Video to Desk More Deals

Ralph EbersoleCars.com

Welcome

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Include your name, organization name, state• Want a recording of today’s presentation?

Visit http://dealers.cars.com/live on Monday, May 11

Welcome

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Today’s Moderator

Ralph Ebersole• Director, automotive consulting and

dealer training, Cars.com• More than 30 years experience in

automotive retail• Has trained more than 20,000

automotive salespeople• Featured speaker at industry

conferences (e.g., NADA 2009, Digital Dealer 2009 and Ward’s Automotive Spring Training 2009)

• Interviewed in leading trade publications

Today’s Panelists

Rob Fontano• John Marazzi Nissan• Internet sales director• Naples, Fla.• 8 years experience in automotive retail

Today’s Panelists

Joe Webb• Dealer Knows• President/consultant• Chicago• 8 years experience in automotive

retail

Today’s Objectives

In today’s session, you’ll learn how to use video to:• Showcase vehicles with a personalized demonstration of their

features and condition.

• Build rapport through a brief introduction that highlights your expertise and commitment to helping shoppers find the right car.

• Promote the value of buying from your store with customer testimonials and a tour of your facility.

Set the Stage for a Sale

Who’s Using Video

Source: The Kelsey Group, 2008

33 percent of dealers use video on their websites

• 26 percent will add video within the next 12 months

Who’s Watching Video

•Value of Third-Party Sites to Dealer Walk-In Traffic, Synovate 2008** Google, 2008

• 41 percent of third-party site users viewed vehicle videos before walking into a store*

• 63 percent of shoppers who viewed video reported that it influenced their decision to visit the dealership *

• Searches for vehicle brand names with “video” have grown almost 240 percent **

Who’s Watching Video

58 percent of U.S. car buyers say they’re interested in online automotive video

• Average age: 38• Less likely to hold brand affinities and loyalties

• Two-thirds of video viewers have household incomes above $60,000; nearly one-fourth earn $100,000 or more

• Twice as likely to buy a car priced at $30,000 or more than average shopper

Video Car Buyers Want to See

0% 10% 20% 30% 40%

Crash Tests

Car Care

Features

Comparison

Vehicle Interior and Exterior

23%

24%

24%

28%

31%

29%

22%

33%

27%

40%

$30,000+All Car Buyers

Video Car Buyers Want to See

0% 10% 20% 30% 40%

Driving

New Vehicle Launches

Manufacturer News

Editorial Reviews

Maintenance

10%

13%

15%

16%

22%

18%

25%

23%

31%

30%

$30,000+All Car Buyers

Make the Car the Star

• Most popular videos showcase the vehicle, demonstrating its features and how it compares to other models

• Tailor videos to appeal to male and female buyers• Men want to learn about the car and cars

• Complement videos about specific listings with videos about car care tips and maintenance advice

• Helps attract and connect men to your brand• Women want to learn about the vehicle’s safety and convenience

features• Higher-end buyers want in-depth information

• Objective reviews from third-party sources

Getting Started: Define Your Process

• Determine how you will use video with:

• Email• Listing sites• Store website(s)• Customer follow-up

• Define the message you want to communicate with each type of video

• Identify who will:• Produce the videos• Be featured in the videos

Getting Started: Third-Party Sites

• Entice buyers to engage with your listing

• Build confidence by showing the car’s conditions and features

• Brand your store and sell the value of buying from you

• Offer directions and contact information

Getting Started: Your Website

• Low-cost cameras allow you to add good-quality, full-motion videos:

• Salesperson/ISM introductions• Walk-around vehicle demonstrations• Competitive reviews• Customer testimonials• Tours of your showroom, parts and service

departments

• Software allows you to create slide shows that simulate video from static images

Sell Yourself

• Introduce yourself• Assure shoppers you will help

them find the right car• Invite prospects to contact you

for more information or to set an appointment

• Encourage car buyers to ask for you when they contact or visit the dealership

Sell Your Listings

• Develop walk-around videos that demonstrate the vehicle’s:

• Condition• Standard equipment• Unique features

• Build rapport with buyers by personalizing the video

• Include a call to action by inviting the customer to contact you and asking for the sale

View this video at http://www.tinyurl.com/plantcity

Sell Your Store

• Provide reasons to purchase from your dealership:

• Extensive inventory• Convenient location• Financing opportunities• State-of-the-art facilities• Business philosophy• Community reputation• Industry recognition

• Ask satisfied customers to provide video testimonials

View this video at http://www.tinyurl.com/marazzi

Extend Your Reach on YouTube

Use Video in Your Social Media

• Adding video to your social media pages:

• Generates additional exposure • Allows you to:

• Brand your store• Showcase your product

expertise, service excellence

• Creates a virtual “Why Buy” book for in-market shoppers

• Boosts search engine results

• 41 percent of car buyers searched YouTube

View this video at http://www.tinyurl.com/marazzinissan

Source: Google, 2008

Identify Third-Party Video Sources

• Objective editorial reviews• Automotive shopping sites with

independent automotive experts (e.g., Cars.com)

• Industry publications, TV shows and blogs

• AutoWeek• MotorWeek• Kicking Tires

• Manufacturers• Engineering profiles• Product demonstrations

Review

• Develop processes to define how videos will be produced and how they’ll be used to win business

• Online automotive video:• Plays an increasingly important role

in the shopping process• Builds shoppers’ confidence in you,

your listings and your store• Allows you to leverage channels

outside your listing sites and dealership website(s) to reach in-market shoppers

Cars.com Resources for Online Success

Cars.com gives you the tools and resources to drive online success and fully merchandise your inventory: (http://dealers.cars.com/resources).

• Your local sales representative – Our knowledgeable staff is ready to assist you as well as answer any questions you might have

• Local training – Attend one of Cars.com’s local training workshops for a hands-on educational experience

• DealerADvantage monthly enewsletter – Subscribe and get tips and techniques to maximize your online investment (http://dealers.cars.com/subscribe)

• DealerADvantage LIVE – Tune in to our free monthly webinars, packed with advice from expert trainers and the best dealers in the industry (http://dealers.cars.com/live)

• Follow us on Twitter – http://www.twitter.com/DealerADvantage

Register Now for Our Next Event

Your Site, Your SalesWin More Deals With More Roads to Your Internet Showroom

• Noon EDT, Friday, June 12, 2009• Register: http://dealers.cars.com/live• In this session, you’ll learn how to:

• Where car buyers look the internet to get the information they need.

• Which internet sites in-market shoppers consider the most valuable.

• How to leverage third-party sites to drive traffic to your store’s site.

• How to implement SEM and SEO campaigns that drive results.

Questions & Answers

Thank You & Good Luck