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Customer LifeCycle ManagementSM
Tap into YOUR hidden potential with
DPS PerfectCircle Suite of Marketing Capabilities
<Month Day, Year><Your name>
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…How can you be sure you are optimizing your marketing investment
whenthere is a lot of options, a lot of confusion, and…
Data Modeling
Profiling
Intelligent offers
Vary the media
Web marketing
Point of Sale merchandising Surveys
Actionable data
Owner RewardsKey tags
Coupon booklets Gift cards
CRM
Gender based marketing
Database marketing
Incentives
Sales Force Automation
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With everyone essentially buying the same technology, where is the competitive advantage to be
found?
…a lot of cookie cutter programs.
Data Modeling
Profiling
Intelligent offers
Vary the media
Web marketing
Point of Sale merchandising
Actionable data
Owner RewardsKey tags
Coupon booklets Gift cards
CRM
Gender based marketing
Database marketing
Sales Force Automation
Surveys
Incentives
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Data ModelingData Modeling
ProfilingProfiling
Intelligent offersIntelligent offers
Vary the mediaVary the media
Web marketingWeb marketing
Point of Sale merchandisingPoint of Sale merchandising
Actionable dataActionable data
Owner RewardsOwner RewardsKey tagsKey tags
Coupon bookletsCoupon booklets Gift cardsGift cards
CRMCRM
Gender based marketingGender based marketing
Database marketingDatabase marketing
Sales Force AutomationSales Force AutomationSurveysSurveys
IncentivesIncentives
Data ModelingData Modeling
ProfilingProfiling
Intelligent offersIntelligent offers
Vary the mediaVary the media
Web marketingWeb marketing
Point of Sale merchandisingPoint of Sale merchandising
Actionable dataActionable data
Owner RewardsOwner RewardsKey tagsKey tags
Coupon bookletsCoupon booklets Gift cardsGift cards
CRMCRM
Gender based marketingGender based marketing
Database marketingDatabase marketing
Sales Force AutomationSales Force AutomationSurveysSurveys
IncentivesIncentives
How do you make an informed decision that makes sense for you?
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First, begin by understanding how customers behave throughout their life
cycle.
CONSUMER
SHOPSHOP
OWNOWN
BUYBUY
Accenture 2004
Not including non-traditional after-sales products/services…
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Then, Implement a Solid Marketing Strategy……Introducing Customer LifeCycle ManagementSM
•Integrated communications •Sustainable
•Lowers per unit costs•Aligned with behavior
•Keeps options open: (Flexible Customization)
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As it relates to Customer Relationship Management (CRM), customer LifeCycle Management (CLM) is used to describe the progression of steps a consumer goes through when: considering, purchasing, using, and maintaining a vehicle.
The goal of lifecycle management is to pro-actively move the consumer through the cycle again and again by defining the way in which an enterprise interacts & communicates with its customers and prospects at each phase of the life cycle.
What is Customer LifeCycle ManagementSM ?
CONSUMER
SHOPSHOP
OWNOWN
BUYBUY
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• Marketing and Advertising is the second largest business expense
• 88% of the Marketing & Advertising dollars are spent in Mass-Media
• Marketing & Advertising consumes 25% - 30% of the average new vehicle gross profit
• Front end acquisition rates typically yield 50% capture of the total advertising influenced prospect base
• 40% of “New” customers never generate a CP repair order
• 70% of the customers “defect” within the first 3 years of ownership
• Less than 15% of annual sales are to repeat customers YET -
• 20-25% of their customer households will purchase a vehicle annually
For the average franchised New Vehicle Dealer:
Why is LifeCycle Management important?
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• Customer service intervals are more expansive
•Many BMW Service centers are at capacity
•Must maximize each visit / opportunity
•Vehicles are built better and have more complex systems
•Less parts sales
•More computer programming repairs versus additional parts or labor sales
• Co-op funding going untapped – why solicit more if you can’t handle it?
•Need ability to consistently build value in the breadth and quality of BMW products & services
•Accessories, Lifestyle & boutique items, warranties, etc.
For the average BMW Center regarding Aftersales:
Why is LifeCycle Management important?
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Why is LifeCycle management important?
$ 1445 GP per unit
30% of GP is consumed in ad costs
Because current practices are a “going out of business” strategy!
$ 493.00
$ 8.3 Billion is spent each year in conquest advertising.
Customer retention remains around 30%
STOP the Madness!
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• Actionable data
• Timely and relevant, customer-centric communications
• Consistent delivery of quality interactive processes and,
• Ability to demonstrate and quantify the value each customer derives from the relationship.
Four essential elements for Customer LifeCycle Management:
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PerfectCircle CLM Strategy
Traditional “Retention Marketing”Cookie cutter
Sold on price or other traditional metrics
Activity based
Focused on reminders, and traditional call center activity
Service dept focused
Not integrated with total marketing and advertising strategy
In what way is PerfectCircle CLMSM different?
On Line On Line AdminstratorsAdminstrators
Options:
Flexible
Aligned with business objectives
Unique, Flexible, & proactive
Enterprise wide solution
Integrated communications
Permission based
Consumer behavior driven
Quantifies value for consumer
Facilitates shift in budget for no incremental expense
Options:
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Innovative Thinking The ONLY CLM company in the automotive retailing industry
The FIRST company to offer bundled communication capabilities oriented around consumer behavior
The FIRST company to offer flexible fee structures
The ONLY company to offer complete customization of the program
The ONLY company to offer integrated marketing communications with a plug-n-play owner rewards program
The ONLY automotive focused DB marketing firm to bundle all of this with personal owner web pages
Why DPS?
Clear Solutions
Measurable Results
Simple to understand suite of capabilities
Marketing strategies developed according to dealer objectives and unique market conditions
Hands-off, turn-key services that can be customized to individual preference
Marketing programs aligned and held accountable to dealer business objectives
The ONLY company to offer pre, and post implementation retention performance benchmarking
The ONLY company to offer performance reporting that is available in hard copy, e-mail , fax, and secure web based access to real-time data-driven reporting
Personalized, monthly service consultations and program adjustment recommendations
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• Federal and State
Compliance filters
• Customer info & address
standardization
• De-duping customer
records
• Customer & vehicle
records and history
• Op-code normalization
• NCOA
• CASS Certification
• Customer profiling
• Customer segmentation
• Predictive data modeling
• 3rd party list management
DB Management DB Management ServicesServices
• DPS client engagement
and business case
development model
• Benchmark measurement
and follow-up
• Monthly performance
reports
Benchmarking Benchmarking ServicesServicesCustomer LifeCycle Management ServicesCustomer LifeCycle Management Services
AcquisitionAcquisition RetentionRetention RenewalRenewal Owner RewardsOwner Rewards
• Voice of the Customer –
Service Follow-up
• E-mail “Smart Surveys”
• New sale thank you and
service introduction
• Maintenance reminders
• Voice of the Customer –
non-responder
• Major service thank you
• E-mailed communications
• Mycarpoints.com
personal owner webpages
• Owner rewards program
• Key tags
• Service Maintenance
books
• On demand campaigns
• Performance reporting
• Voice of the Prospect –
Shopper Contact
• Acquisition direct mail
marketing
• Dealer Advance lead
management system
• E-mail Direct Marketing
• On demand campaign
management
• Performance reporting
• Voice of the Customer
Reactivation
• Reactivation mail
• New vehicle sales
campaign
• On demand campaigns
• Performance reporting
• Promotional kit
• Welcome kit
• Point accrual, tracking,
account and redemption
management
• MyCarPoints.com
personal owner web
pages
The 4 Cornerstones of Customer LifeCycle ManagementThe 4 Cornerstones of Customer LifeCycle Management
• Federal and State
Compliance filters
• Customer info & address
standardization
• De-duping customer
records
• Customer & vehicle
records and history
• Op-code normalization
• NCOA
• CASS Certification
• Customer profiling
• Customer segmentation
• Predictive data modeling
• 3rd party list management
DB Management DB Management ServicesServices
• DPS client engagement
and business case
development model
• Benchmark measurement
and follow-up
• Monthly performance
reports
Benchmarking Benchmarking ServicesServicesCustomer LifeCycle Management ServicesCustomer LifeCycle Management Services
AcquisitionAcquisition RetentionRetention RenewalRenewal Owner RewardsOwner Rewards
• Voice of the Customer –
Service Follow-up
• E-mail “Smart Surveys”
• New sale thank you and
service introduction
• Maintenance reminders
• Voice of the Customer –
non-responder
• Major service thank you
• E-mailed communications
• Mycarpoints.com
personal owner webpages
• Owner rewards program
• Key tags
• Service Maintenance
books
• On demand campaigns
• Performance reporting
• Voice of the Prospect –
Shopper Contact
• Acquisition direct mail
marketing
• Dealer Advance lead
management system
• E-mail Direct Marketing
• On demand campaign
management
• Performance reporting
• Voice of the Customer
Reactivation
• Reactivation mail
• New vehicle sales
campaign
• On demand campaigns
• Performance reporting
• Promotional kit
• Welcome kit
• Point accrual, tracking,
account and redemption
management
• MyCarPoints.com
personal owner web
pages
The 4 Cornerstones of Customer LifeCycle ManagementThe 4 Cornerstones of Customer LifeCycle Management
DPS Capabilities Platform
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Next StepsNext Steps<list next steps here>
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