Preditive Analytics for Auto Sales: Before the-form

Before the Form: Predictive Analytics for Sales

Scott D. Meyer@9Clouds Subscribe: 9clouds.com/blog

BEFORE THE FORM

BEFORE THE FORM

Customers don’t tell you what they want, they show you.

BLAST - CONVERT - FOLLOWUP


Emails


Emails

Mailers


Emails

Mailers

Commercials


Emails

Mailers

Commercials

PPC


Emails

Mailers

Commercials

PPC

Radio


Emails

Mailers

Commercials

PPC

Radio

Newspaper


Emails

Mailers

Commercials

PPC

Radio

Newspaper

Sponsorships


Scott Meyer [email protected] !Interested in a Focus !6056958968 !

Emails

Mailers

Commercials

PPC

Radio

Newspaper

Sponsorships

mailto:[email protected]


EmailsScott Meyer [email protected] !Interested in a Focus !6056958968 !

Emails

Mailers

Commercials

PPC

Radio

Newspaper

Sponsorships



Emails

CallsScott Meyer [email protected] !Interested in a Focus !6056958968 !

Emails

Mailers

Commercials

PPC

Radio

Newspaper

Sponsorships



Emails

CallsScott Meyer [email protected] !Interested in a Focus !6056958968 !

Emails

Mailers

Commercials

PPC

Radio

Newspaper

Sponsorships

Retarget



Emails

Calls

Mailers

Scott Meyer [email protected] !Interested in a Focus !6056958968 !

Emails

Mailers

Commercials

PPC

Radio

Newspaper

Sponsorships

Retarget


This is desperate.

This is desperate.

21% of auto consumers see salespeople as trustworthy.

BEFORE THE FORM

DME Automotive, 2014

16% took no test driveBEFORE THE FORM


16% took no test drive33% test drove only one car

BEFORE THE FORM


16% took no test drive33% test drove only one car68% visited two dealerships or fewer

BEFORE THE FORM


16% took no test drive33% test drove only one car68% visited two dealerships or fewer80% used the Internet in buying process visiting average of 10 websites

BEFORE THE FORM


BEFORE THE FORM

BEFORE THE FORM

Repulse

BEFORE THE FORM

RepulseIdentify

BEFORE THE FORM

RepulseIdentifyConnect

Brofounders

9 CLOUDS

Digital marketing & education

Improve digital literacy

Teach | Audit | Market

Scott and John Meyer

REPULSE

HELP CUSTOMERS FILTER THEMSELVES


“The goal of the email is not so much to attract viable users as to repel the non-viable ones, who greatly

outnumber them. Failure to repel all but a tiny fraction of non-viable users will make the scheme unprofitable.”

IDENTIFY

SHRINK THE POND

SHRINK THE POND

# of days since last purchase

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# of days since last purchaseMileage

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# of days since last purchaseMileageNumber of repair orders

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# of days since last purchaseMileageNumber of repair ordersCost of last vehicle

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# of days since last purchaseMileageNumber of repair ordersCost of last vehicle% of last vehicle paid off

SHRINK THE POND

SHRINK THE POND

Cars purchased: 5,084

SHRINK THE POND

Cars purchased: 5,084Days before 1st service:

SHRINK THE POND

Cars purchased: 5,084Days before 1st service: 238

SHRINK THE POND

Cars purchased: 5,084Days before 1st service:Days before next purchase:

238

SHRINK THE POND


238346

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Average miles at trade-in:

238346

SHRINK THE POND



238346

88,179

SHRINK THE POND

Email Segmentation1

16% open

16% open

58% open

16% open

58% open

3 sales

16% open

58% open

3 sales

27 sales

What brings the right people for your dealership?

Personas2

-Male -30-50 -Price-focused

-Female -45-60 -Safety

-Female -20-25 -Mileage

WHAT YOU NEED-Universal Google Analytics - google.com/analytics

http://google.com/analytics

WHAT YOU NEED

WHAT YOU NEED

-Twitter Analytics

http://tagxedo.com

WHAT YOU NEED

-tagxedo.com

http://tagxedo.com

Inventory3

Predictive Historical Factors4

SHRINK THE POND

# of days since last purchaseMileageNumber of repair ordersCost of last vehicle% of last vehicle paid off

SHRINK THE POND



238346

88,179

SHRINK THE POND

Predictive Real-Time Factors5

IDENTIFY - ENGAGE - FOLLOWUP

Personal Follow-up

Historical Factors for Specific Persona

Activity Activity


Personal Follow-up

Historical Factors for Specific Persona

Activity Activity

Email Open/Click

Website Visit Email Open/ Click

BEFORE THE FORM

[email protected] | @9clouds | facebook.com/9clouds

WHAT QUESTIONS DO YOU HAVE?

Preditive Analytics for Auto Sales: Before the-form

Automotive

Transcript of Preditive Analytics for Auto Sales: Before the-form