Introducing…

“Every Visit Counts”

DPS Web ConferenceNovember 30, 2004

Meeting Agenda Context Review of “Every Visit Counts” details Rules of engagement Sales Expectations (Contact and Accountability) Compensation Q & A Next web conference

Meeting Objectives

Complete understanding of…

The Kia “Every Visit Counts” program

Sales expectations

Let’s make one thing CLEAR…

THIS IS MUCH BIGGER THAN YOU MAY

THINK!1. How many Kia dealers sell and service

other brands?

2. What would it be worth to you, if

suddenly you had warm access to 20 –

30 dealers in your territory?

3. Do you want other OEM endorsements?

Kia Snapshot Kia projects a 12th consecutive year of sales growth

Wants to improve retention, but can’t benchmark exact performance

Sales are great but… customer retention at 3+ years of ownership does not meet expectations

Multi-phased marketing strategy is similar to our PerfectCircle methodology

Contracted with Newgen for retail marketing (Up for evaluation next spring, term cycles in June/July)

Recently released a “FREE, No Strings Attached Oil Change” offer targeted to Kia owners with either 1, 2, or 3 year anniversary dates between Nov ‘04. and March ‘05. Kia pays for the mailing, PLUS $16 for each oil change completed under this program.

Key Value Propositionfor what you are about to see

Increased customer-pay visit frequency

Increased customer retention

Enhances current marketing effectiveness

Overview A customer retention program endorsed by Kia (Kia is excited

about this program! They like the integrated fit with their other programs.)

DPS is the exclusive, endorsed provider

Program is co-op’d by Kia (up to 50%, if funds are available)

3 packages of Punch-a-DealTM 2 Key tags templates, 2 wallet card templates, 1 static cling template, and 2 direct mailers templates. Each package is available with 3 quantities, and two options

Includes promotional tools to optimize exposure and customer awareness

Complimentary to existing retail marketing strategy

Dedicated program coordinator (Dione Maynor), phone number: 877 KIA TAGS, and a program website: www.dpscrm.com/kiatags

Program Packages Bronze Silver Gold

Program Packages Bronze

Option A: includes “Every Visit Counts” Punch-A-DealTM Key Tags (Size: 2 5/8’ x 1 1/8’) with a choice between two (2) Kia approved designs, one (1) custom hole punch, one (1) standard/non-imprinted

point-of-purchase (POP) counter top display, shipped to your location. Option B: includes option ‘A’ features plus a matching quantity of

the Kia “Every Visit Counts” wallet cards.

Program Packages Silver

Option A: includes Bronze package Option A contents plus – 2 additional POP counter top displays (total of 3), Initial supply of 1,000 imprinted LOF static cling labels designed to enhance the Kia “Every Visit Counts” message.

Option B: includes option ‘A’ features plus a matching quantity of the Kia “Every Visit Counts” wallet cards.

Program Packages Gold

Option A: includes the Silver package Option A contents plus – One (1) large (30”x36”) custom vinyl banner that promotes the key tag program within your dealership.

Option B: includes option ‘A’ features plus a matching quantity of the Kia “Every Visit Counts” wallet cards.

Package PricingAvailable Packages: 500 1,500 2,500

Bronze : Option A: Includes “Every Visit Counts” Punch-A-Deal TM Key Tags (Size: 2 5/8’ x 1 1/8’) with a choice between two (2) Kia approved designs, one (1) custom hole punch, one (1) standard/non-imprinted point-of-purchase (POP) counter top display, shipped to your location.

$528 $770 $899

Option B: includes option ‘A’ features plus a matching quantity of the Kia “Every Visit Counts” wallet cards.$1,038 $1,269 $1,398

Silver : Option A: Includes Bronze package Option A contents plus – 2 additional POP counter top displays (total of 3), Initial supply of 1,000 imprinted LOF static cling labels designed to enhance the Kia “Every Visit Counts” message.

$725 $906 $1,023

Option B: includes option ‘A’ features plus a matching quantity of the Kia “Every Visit Counts” wallet cards.$1,151 $2,410 $3,339

Gold: Option A: Includes the Silver package Option A contents plus – One (1) large (30”x36”) custom vinyl banner that promotes the key tag program within your dealership.

$821 $1,263 $1,567

Option B: includes option ‘A’ features plus a matching quantity of the Kia “Every Visit Counts” wallet cards.$1,282 $2,505 $3,406

Additional Items

Wallet Cards

Vinyl Banners

POP Displays

(Actual samples attached)

Static Clings

Program EnhancementsDirect Mail Distribution Option

Face copy Inside copy for tag only

Inside copy for combo

Program PricingAdditional Items

500 1,500 2,500 Each

$495 $1,335 $1,975$70 $180 $250

$35$7$99

$650 $1,725 $2,475

Wallet CardsStatic Cling Labels

PunchesPOP Displays

BannersDistribution Option

Distribution Option can be ordered in any quantity 500 and aboveQTY Cost

< 1499 $1.30

< 2499 $1.10

>2499 $0.99

Program Promotion Kia approved press release Internal Kia release (40+ field DPSM’s plus

management team) Executive level exposure within Kia Promotion on front page of Kia Extranet (Kdealer) Direct mail package sent to all 654 Kia retailers DPS internet website Dedicated Kia toll free telephone number Dedicated DPS program manager

Roles and ResponsibilitiesKia and DPS

DPS Promotion Distribution Support Kia initiatives Order entry/billing Fulfillment Program management

Kia Promotion Co-op funding Influence Escalation Support

Rules of Engagement Do not make direct contact with Kia DPSM’s Do not overtly sell DPS capabilities that compete with

Newgen contract DO begin contacting your Kia dealers on 12/6 DO promote the program and shamelessly promote

our relationship with Kia to your advantage DO encourage curious Kia dealers to check out our

website DO position DPS as THE CLMSM marketing leader DO document and report every contact (more on that

later)

Roles and ResponsibilitiesDPS field sales and Program Coordinator

DPS Field Sales Promotion and sales Enrollment paperwork Submission of order Quality control Follow-up and proofing Reporting

Program Coordinator

Promotion and sales

Central point of contact

Order entry Interface with

suppliers Quality control Follow-up and

proofing Reporting

Order Entry Process(see process map for detail)

Rep collects order and completes e-paperwork Rep e-mails paperwork to Dione Dione submits orders twice per month (~15th

and 30th) Proofs sent directly to Dione Dione contacts sales rep to finalize proof

approval Order is manufactured and shipped in ONE box Customer is invoiced

Order Paperwork Hard Copy (manual and must be faxed or

mailed in) E-Version (automated and will be e-

mailed)

Compensation Plan

Bronze commission rate 2.00%

Bronze RetailSales

Commission Total Compensation

500 $543 $10.86 $10.861,500 $1,033 $20.66 $20.662,500 $1,373 $27.46 $27.46

With Wallet Cards… Bronze commission rate 2.50%

Bronze w/ wallet cards RetailSales

Commission Total Compensation

500 $1,038 $25.95 $25.951,500 $2,368 $59.20 $59.202,500 $3,348 $83.70 $83.70

Silver commission rate 3.00%

Silver RetailSales

Commission Total Compensation

500 $681 $20.43 $20.431,500 $1,141 $34.24 $34.242,500 $1,462 $43.87 $43.87

With Wallet Cards… Silver commission rate 3.50%

Silver w/ wallet cards RetailSales

Commission Total Compensation

500 $1,151 $40.29 $40.291,500 $2,410 $84.34 $84.342,500 $3,339 $116.85 $116.85

Gold commission rate 4.00%

Gold RetailSales

Commission Total Compensation

500 $821 $32.85 $32.851,500 $1,263 $50.50 $50.502,500 $1,567 $62.68 $62.68

With Wallet Cards… Gold commission rate 4.50%

Gold w/ wallet cards RetailSales

Commission Total Compensation

500 $1,282 $57.69 $57.691,500 $2,505 $112.74 $112.742,500 $3,406 $153.26 $153.26

Expectations 100% contact by January 10th

Contact: a live, documented conversation with the decision maker

Pipeline reports due to sales manager every Monday morning for previous week’s activity

If no contact by 5th attempt, escalate to your sales manager, Rusty will escalate to Kia corporate, Kia corporate will make field contact with the DPSM

25% enrollment (164 dealers) by EO March 50% enrollment (327 dealers) by EO May 75% enrollment (491 dealers) by EO July

Sales Tips and Best Practices Demonstrate the advantage of combining wallet cards with the

order Sell the benefits of a comprehensive mix of promotional

materials (POPs, Banners, Static Clings, and mailers) Sell at least the Silver package Option B at a 1,500 quantity Sell the benefits of rapid deployment with out direct mail

distribution option Sell the benefits of implementing TWO types of key tags, one for

active customers, and one for inactive customers. THEN, bundle in the direct mail distribution option.

Order enough POP’s for EVERY sales desk, F&I, Service Advisor desk, waiting room tables, and cashier counters.

Order at least three banners (one for service drive, one for waiting room, and one for the showroom)

Questions and Answers

?

Thank You!

Next web conference: December 6th at 9:00am

• NEW sales pipeline reporting tool and process• NEW automated contract

• NEW retention benchmark report