courtesy e integrated marketing v11
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April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 1
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
ATTRACT
INTERACT
CONVERT
RESPOND
SELL
SERVICE
RETAIN
ATTRACT
INTERACT
CONVERT
RESPOND
SELL
SERVICE
RETAIN
Courtesy Chevrolet in Phoenix, AZ has Courtesy Chevrolet in Phoenix, AZ has become America’s leading Internet retailer become America’s leading Internet retailer of new of new and certified used Chevrolet vehicles…and certified used Chevrolet vehicles…
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 2
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
eIntegrated Dealer Sales & Marketing
Ralph PagliaRalph Paglia
CRM / eBusiness DirectorCRM / eBusiness Director During the past 18 months, Courtesy Chevrolet in Phoenix, AZ has emerged as the leading Internet retailer of new and certified used Chevrolet vehicles in America. Courtesy was recently ranked first in total revenue from amongst all Chevrolet dealerships by Wards Dealer Business, Courtesy uses Interactive Marketing that is integrated with conventional Media campaigns. Using a combination of Business Development Centers (BDC) and dedicated Internet Sales Teams in conjunction with a fully integrated Interactive Marketing Strategy, Courtesy Chevrolet now dominates the online car buying experience targeted at anyone shopping for a new or used Chevy in Phoenix.
George SalmanGeorge Salman
Chevrolet Sales ManagerChevrolet Sales Manager
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 3
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Courtesy is ranked first in total vehicle sales and revenue from amongst all Chevrolet dealerships in latest research released by Wards Dealer Business.Courtesy is ranked first in total vehicle sales and revenue from amongst all Chevrolet dealerships in latest research released by Wards Dealer Business.
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 4
A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Volume Weighted Customer Satisfaction LeadershipVolume Weighted Customer Satisfaction Leadership
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 5
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Courtesy Chevrolet eBusiness OrganizationCourtesy Chevrolet eBusiness Organization
Factoid #2:Factoid #2: Courtesy Chevrolet is a single point Chevy dealer with 3 Courtesy Chevrolet is a single point Chevy dealer with 3
fully staffed BDC’s, an eFinance Sales Team and 4 fully staffed BDC’s, an eFinance Sales Team and 4 Internet Sales Teams. These 8 teams of automotive sales Internet Sales Teams. These 8 teams of automotive sales professionals operate out of 4 distinct facilities:professionals operate out of 4 distinct facilities:
5.5. New Chevrolet Internet SalesNew Chevrolet Internet Sales6.6. Used Car Internet SalesUsed Car Internet Sales7.7. Bell Road Internet SalesBell Road Internet Sales8. Commercial Internet Sales
1.1. New Chevrolet BDCNew Chevrolet BDC2.2. Used Car BDCUsed Car BDC3.3. Wholesale Parts BDCWholesale Parts BDC4.4. eFinance Sales TeameFinance Sales Team
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 6
A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N
Courtesy Chevrolet Courtesy Chevrolet CRM/eBusiness TeamsCRM/eBusiness Teams
as of August, 2005as of August, 2005eBusiness DirectoreBusiness DirectoreBusiness DirectoreBusiness Director
BDC ManagerBDC ManagerNew & UsedNew & Used
Vehicle Sales Dept. Vehicle Sales Dept.
BDC ManagerBDC ManagerNew & UsedNew & Used
Vehicle Sales Dept. Vehicle Sales Dept.
Internet Sales ManagerInternet Sales ManagerNew & UsedNew & Used
Vehicle Sales Dept.Vehicle Sales Dept.
Internet Sales ManagerInternet Sales ManagerNew & UsedNew & Used
Vehicle Sales Dept.Vehicle Sales Dept.
CSRCSR11
CSRCSR11
CSRCSR22
CSRCSR22
CSRCSR33
CSRCSR33
CSRCSR44
CSRCSR44
CSRCSR55
CSRCSR55
CSRCSR66
CSRCSR66
CSRCSR77
CSRCSR77
CSRCSR88
CSRCSR88
ISSISS11
ISSISS11
ISSISS22
ISSISS22
ISSISS33
ISSISS33
ISSISS44
ISSISS44
ISSISS55
ISSISS55
ISSISS66
ISSISS66
ISSISS77
ISSISS77
ISSISS88
ISSISS88
ISSISS99
ISSISS99
ISSISS1010
ISSISS1010
Phase 1 Sales Results:Phase 1 Sales Results:Internet sales averaged 88 units per month (new & used)Internet sales averaged 88 units per month (new & used)BDC generated sales averaged 92 units per month (new & BDC generated sales averaged 92 units per month (new & used)used)
Phase 1 Sales Results:Phase 1 Sales Results:Internet sales averaged 88 units per month (new & used)Internet sales averaged 88 units per month (new & used)BDC generated sales averaged 92 units per month (new & BDC generated sales averaged 92 units per month (new & used)used)
Mike GordonIT Director
Mike GordonIT Director
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 7
A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N
Ralph PagliaRalph PagliaCRM/eBusinessCRM/eBusiness
DirectorDirector
Ralph PagliaRalph PagliaCRM/eBusinessCRM/eBusiness
DirectorDirector
Joel MattesonJoel MattesonBDC ManagerBDC Manager
New Vehicle SalesNew Vehicle Sales
Joel MattesonJoel MattesonBDC ManagerBDC Manager
New Vehicle SalesNew Vehicle Sales
George SalmanGeorge SalmanInternet Sales ManagerInternet Sales Manager
New Vehicle SalesNew Vehicle Sales
George SalmanGeorge SalmanInternet Sales ManagerInternet Sales Manager
New Vehicle SalesNew Vehicle Sales
Francisco AbalosFrancisco AbalosBDC ManagerBDC Manager
Used Vehicle SalesUsed Vehicle Sales
Francisco AbalosFrancisco AbalosBDC ManagerBDC Manager
Used Vehicle SalesUsed Vehicle Sales Bryan LongBryan LongInternet Sales ManagerInternet Sales Manager
Used Vehicle SalesUsed Vehicle Sales
Bryan LongBryan LongInternet Sales ManagerInternet Sales Manager
Used Vehicle SalesUsed Vehicle Sales
Kelly Slaughter & Lisa SarataKelly Slaughter & Lisa SarataCRM AdministratorsCRM Administrators
Kelly Slaughter & Lisa SarataKelly Slaughter & Lisa SarataCRM AdministratorsCRM Administrators
CSRCSR11
CSRCSR11
CSRCSR22
CSRCSR22
CSRCSR33
CSRCSR33
CSRCSR44
CSRCSR44
CSRCSR55
CSRCSR55
CSRCSR66
CSRCSR66
CSRCSR77
CSRCSR77
CSRCSR88
CSRCSR88
ISSISS11
ISSISS11
ISSISS22
ISSISS22
ISSISS33
ISSISS33
ISSISS44
ISSISS44
ISSISS55
ISSISS55
ISSISS66
ISSISS66
ISSISS77
ISSISS77
ISSISS88
ISSISS88
ISSISS99
ISSISS99
ISSISS1010
ISSISS1010
ISSISS1111
ISSISS1111
ISSISS1212
ISSISS1212
CSR9
CSR9
CSR10
CSR10
CSR11
CSR11
CSR12
CSR12
Mike GordonIT Director
Mike GordonIT Director
Split&
Grow
Split&
Grow
Split&
Grow
Split&
Grow
•Phase 2 Team Expansion:Phase 2 Team Expansion:Internet split into new and used managed teamsInternet split into new and used managed teamsBDC split into new and used managed teamsBDC split into new and used managed teamsCRM administrative position added (showroom)CRM administrative position added (showroom)
•Phase 2 Team Expansion:Phase 2 Team Expansion:Internet split into new and used managed teamsInternet split into new and used managed teamsBDC split into new and used managed teamsBDC split into new and used managed teamsCRM administrative position added (showroom)CRM administrative position added (showroom)
NewNewPositionPosition
NewNewPositionPosition
NewNew
Posi
tion
Posi
tion
NewNew
Posi
tion
Posi
tionNewNew
Posi
tion
Posi
tion
NewNew
Posi
tion
Posi
tion
80 sales 70 sales
40 sales
40 sales
Courtesy Chevrolet Courtesy Chevrolet CRM/eBusiness TeamsCRM/eBusiness Teamsas of December, 2005as of December, 2005
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 8
A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N
Ralph PagliaRalph PagliaCRM/eBusinessCRM/eBusiness
DirectorDirector
Ralph PagliaRalph PagliaCRM/eBusinessCRM/eBusiness
DirectorDirector
Joel MattesonJoel MattesonBDC ManagerBDC Manager
New Vehicle SalesNew Vehicle Sales
Joel MattesonJoel MattesonBDC ManagerBDC Manager
New Vehicle SalesNew Vehicle Sales
George SalmanGeorge SalmanInternet Sales ManagerInternet Sales Manager
New Vehicle SalesNew Vehicle Sales
George SalmanGeorge SalmanInternet Sales ManagerInternet Sales Manager
New Vehicle SalesNew Vehicle Sales
Francisco AbalosFrancisco AbalosBDC ManagerBDC Manager
Used Vehicle SalesUsed Vehicle Sales
Francisco AbalosFrancisco AbalosBDC ManagerBDC Manager
Used Vehicle SalesUsed Vehicle Sales
Bryan LongBryan LongInternet Sales ManagerInternet Sales Manager
Used Vehicle SalesUsed Vehicle Sales
Bryan LongBryan LongInternet Sales ManagerInternet Sales Manager
Used Vehicle SalesUsed Vehicle Sales
Kelly Slaughter & Cecy GirodKelly Slaughter & Cecy GirodCRM AdministratorsCRM Administrators
Kelly Slaughter & Cecy GirodKelly Slaughter & Cecy GirodCRM AdministratorsCRM Administrators
Patrick MillerPatrick MillerInternet Sales ManagerInternet Sales Manager
Courtesy On BellCourtesy On Bell
Patrick MillerPatrick MillerInternet Sales ManagerInternet Sales Manager
Courtesy On BellCourtesy On Bell
CSRCSR11
CSRCSR11
CSRCSR22
CSRCSR22
CSRCSR33
CSRCSR33
CSRCSR44
CSRCSR44
CSRCSR55
CSRCSR55
CSRCSR66
CSRCSR66
CSRCSR77
CSRCSR77
CSRCSR88
CSRCSR88
CSRCSR99
CSRCSR99
CSRCSR1010
CSRCSR1010
ISSISS11
ISSISS11
ISSISS22
ISSISS22
ISSISS33
ISSISS33
ISSISS44
ISSISS44
ISSISS55
ISSISS55
ISSISS66
ISSISS66
ISSISS77
ISSISS77
ISSISS88
ISSISS88
ISSISS99
ISSISS99
ISSISS1010
ISSISS1010
ISSISS1111
ISSISS1111
ISSISS1212
ISSISS1212
ISSISS1313
ISSISS1313
ISSISS1414
ISSISS1414
ISSISS1515
ISSISS1515
ISSISS1616
ISSISS1616
CSR11
CSR11
CSR12
CSR12
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CSR13
CSR14
CSR14
CSR15
CSR15
CSR16
CSR16
Designated Sales Consultants Designated Sales Consultants Certified to Handle Certified to Handle
Internet Lead AppointmentsInternet Lead Appointments
Mike GordonIT Director
Mike GordonIT Director
Ron Daly & Scott DalyRon Daly & Scott DalySpecial eFinance TeamSpecial eFinance TeamRon Daly & Scott DalyRon Daly & Scott DalySpecial eFinance TeamSpecial eFinance Team
Lisa EsquivezLisa EsquivezeFinance BDCeFinance BDCLisa EsquivezLisa EsquivezeFinance BDCeFinance BDC
Omara SpriggsOmara Spriggsefefinance Salesinance Sales
Omara SpriggsOmara Spriggsefefinance Salesinance Sales
100 sales 90 sales
60 sales 50 sales
25 sales35 salesNewNewTeam
Team
NewNewTeamTeam
NewNewPositionPositionNewNewPositionPosition
•Phase 3 Team Expansion:Phase 3 Team Expansion:Special eFinance teamSpecial eFinance teamCourtesy-on-Bell ISMCourtesy-on-Bell ISM
•Phase 3 Team Expansion:Phase 3 Team Expansion:Special eFinance teamSpecial eFinance teamCourtesy-on-Bell ISMCourtesy-on-Bell ISM
Courtney DalyCourtney DalyeFinance Admin.eFinance Admin.Courtney DalyCourtney DalyeFinance Admin.eFinance Admin.
Courtesy Chevrolet Courtesy Chevrolet CRM/eBusiness TeamsCRM/eBusiness Teams
as of August, 2006as of August, 2006
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 9
A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N
Ralph PagliaRalph PagliaCRM/eBusinessCRM/eBusiness
DirectorDirector
Ralph PagliaRalph PagliaCRM/eBusinessCRM/eBusiness
DirectorDirector
Joel MattesonJoel MattesonBDC ManagerBDC Manager
New & Used Dept.’sNew & Used Dept.’s
Joel MattesonJoel MattesonBDC ManagerBDC Manager
New & Used Dept.’sNew & Used Dept.’s
George SalmanGeorge SalmanInternet Sales ManagerInternet Sales Manager
New Vehicle DepartmentNew Vehicle Department
George SalmanGeorge SalmanInternet Sales ManagerInternet Sales Manager
New Vehicle DepartmentNew Vehicle Department
Vernon IntaraVernon IntaraBDC Team Leader BDC Team Leader NEW Vehicle SalesNEW Vehicle Sales
Vernon IntaraVernon IntaraBDC Team Leader BDC Team Leader NEW Vehicle SalesNEW Vehicle Sales
Bryan LongBryan LongInternet Sales ManagerInternet Sales Manager
Used Vehicle SalesUsed Vehicle Sales
Bryan LongBryan LongInternet Sales ManagerInternet Sales Manager
Used Vehicle SalesUsed Vehicle Sales
Kelly Slaughter & Cecy GirodKelly Slaughter & Cecy GirodCRM AdministratorsCRM Administrators
Kelly Slaughter & Cecy GirodKelly Slaughter & Cecy GirodCRM AdministratorsCRM Administrators
Adrian FajardoAdrian FajardoInternet Sales ManagerInternet Sales Manager
Courtesy On BellCourtesy On Bell
Adrian FajardoAdrian FajardoInternet Sales ManagerInternet Sales Manager
Courtesy On BellCourtesy On Bell
CSRCSR11
CSRCSR11
CSRCSR22
CSRCSR22
CSRCSR33
CSRCSR33
CSRCSR44
CSRCSR44
CSRCSR55
CSRCSR55
CSRCSR66
CSRCSR66
CSRCSR77
CSRCSR77
CSRCSR88
CSRCSR88
CSRCSR9…9…
CSRCSR9…9…
CSRCSR1212
CSRCSR1212
ISSISS11
ISSISS11
ISSISS22
ISSISS22
ISSISS33
ISSISS33
ISSISS44
ISSISS44
ISSISS55
ISSISS55
ISSISS66
ISSISS66
ISSISS77
ISSISS77
ISSISS88
ISSISS88
ISSISS99
ISSISS99
ISSISS1010
ISSISS1010
ISSISS1313
ISSISS1313
ISSISS1414
ISSISS1414
ISSISS1515
ISSISS1515
ISSISS1616
ISSISS1616
ISSISS1717
ISSISS1717
ISSISS1818
ISSISS1818
ISSISS1919
ISSISS1919
ISSISS2020
ISSISS2020
ISSISS2121
ISSISS2121
CSR13
CSR13
CSR14
CSR14
CSR15
CSR15
CSR16
CSR16
CSR17
CSR17
CSR18
CSR18
CertifiedCertifiedSalesSales
Consultants Consultants AssignedAssignedto Handle to Handle
Internet LeadsInternet Leads
Mike GordonIT Director
Mike GordonIT Director
Ron Daly & Scott DalyRon Daly & Scott DalySpecial eFinance TeamSpecial eFinance TeamRon Daly & Scott DalyRon Daly & Scott DalySpecial eFinance TeamSpecial eFinance Team
ISSISS2222
ISSISS2222
CSRCSR1919
CSRCSR1919
CSRCSR2020
CSRCSR2020
120 sales
125 sales
105 sales
75 sales
55 sales65 sales
Phase 4 Team Expansion:Phase 4 Team Expansion:New 26 Workstation BDC New 26 Workstation BDC New & Used BDC Team LeadersNew & Used BDC Team LeadersConsolidate and Expand BDC Teams Consolidate and Expand BDC Teams
Phase 4 Team Expansion:Phase 4 Team Expansion:New 26 Workstation BDC New 26 Workstation BDC New & Used BDC Team LeadersNew & Used BDC Team LeadersConsolidate and Expand BDC Teams Consolidate and Expand BDC Teams
Barbara MasonBarbara MasoneFinance ManagereFinance ManagerBarbara MasonBarbara MasoneFinance ManagereFinance Manager
Judith RodriguezJudith RodriguezeFinance AdmineFinance Admin
Judith RodriguezJudith RodriguezeFinance AdmineFinance Admin
Francisco AbalosFrancisco AbalosBDC Team Leader BDC Team Leader
USED Vehicle SalesUSED Vehicle Sales
Francisco AbalosFrancisco AbalosBDC Team Leader BDC Team Leader
USED Vehicle SalesUSED Vehicle Sales
CSRCSR21…21…CSRCSR21…21…
CSRCSR2424
CSRCSR2424
ISSISS1212
ISSISS1212
ISSISS1111
ISSISS1111
ISSISS2323
ISSISS2323
ISSISS2424
ISSISS2424
Courtesy Chevrolet Courtesy Chevrolet CRM/eBusiness TeamsCRM/eBusiness Teams
as of October, 2006as of October, 2006
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 10
A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N
Ralph PagliaRalph PagliaCRM/eBusinessCRM/eBusiness
DirectorDirector
Ralph PagliaRalph PagliaCRM/eBusinessCRM/eBusiness
DirectorDirector
Joel MattesonJoel MattesonBDC ManagerBDC Manager
New & Used Dept.’sNew & Used Dept.’s
Joel MattesonJoel MattesonBDC ManagerBDC Manager
New & Used Dept.’sNew & Used Dept.’s
George SalmanGeorge SalmanInternet Sales ManagerInternet Sales Manager
New Vehicle DepartmentNew Vehicle Department
George SalmanGeorge SalmanInternet Sales ManagerInternet Sales Manager
New Vehicle DepartmentNew Vehicle Department
Vernon IntaraVernon IntaraBDC Team Leader BDC Team Leader NEW Vehicle SalesNEW Vehicle Sales
Vernon IntaraVernon IntaraBDC Team Leader BDC Team Leader NEW Vehicle SalesNEW Vehicle Sales
Bryan LongBryan LongInternet Sales ManagerInternet Sales Manager
Used Vehicle SalesUsed Vehicle Sales
Bryan LongBryan LongInternet Sales ManagerInternet Sales Manager
Used Vehicle SalesUsed Vehicle Sales
Kelly Slaughter & Cecy GirodKelly Slaughter & Cecy GirodCRM AdministratorsCRM Administrators
Kelly Slaughter & Cecy GirodKelly Slaughter & Cecy GirodCRM AdministratorsCRM Administrators
Adrian FajardoAdrian FajardoInternet Sales ManagerInternet Sales Manager
Courtesy On BellCourtesy On Bell
Adrian FajardoAdrian FajardoInternet Sales ManagerInternet Sales Manager
Courtesy On BellCourtesy On Bell
CSR1
CSR1
CSR2
CSR2
CSR3
CSR3
CSR4
CSR4
CSR5
CSR5
CSR6
CSR6
CSR7
CSR7
CSR8
CSR8
CSR9…
CSR9…
CSR12
CSR12
ISS1
ISS1
ISS2
ISS2
ISS3
ISS3
ISS4
ISS4
ISS5
ISS5
ISS6
ISS6
ISS7
ISS7
ISS8
ISS8
ISS9
ISS9
ISS10
ISS10
ISS13
ISS13
ISS14
ISS14
ISS15
ISS15
ISS16
ISS16
ISS17
ISS17
ISS18
ISS18
ISS19
ISS19
ISS20
ISS20
ISS21
ISS21
CSR13
CSR13
CSR14
CSR14
CSR15
CSR15
CSR16
CSR16
CSR17
CSR17
CSR18
CSR18
CertifiedCertifiedSalesSales
Consultants Consultants AssignedAssignedto Handle to Handle
Internet LeadsInternet Leads
Mike GordonIT Director
Mike GordonIT Director
Ron Daly & Scott DalyRon Daly & Scott DalySpecial eFinance TeamSpecial eFinance TeamRon Daly & Scott DalyRon Daly & Scott DalySpecial eFinance TeamSpecial eFinance Team
ISS22
ISS22
CSR19
CSR19
CSR20
CSR20
Barbara MasonBarbara MasoneFinance ManagereFinance ManagerBarbara MasonBarbara MasoneFinance ManagereFinance Manager
Judith RodriguezJudith RodriguezeFinance AdmineFinance Admin
Judith RodriguezJudith RodriguezeFinance AdmineFinance Admin
Francisco AbalosFrancisco AbalosBDC Team Leader BDC Team Leader
USED Vehicle SalesUSED Vehicle Sales
Francisco AbalosFrancisco AbalosBDC Team Leader BDC Team Leader
USED Vehicle SalesUSED Vehicle Sales
CSR21…CSR21…
CSR24
CSR24
ISS12
ISS12
ISS11
ISS11
ISS23
ISS23
ISS24
ISS24
Courtesy Chevrolet Courtesy Chevrolet CRM/eBusiness TeamsCRM/eBusiness Teamsas of November, 2006as of November, 2006
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 11
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Document Roles & Responsibilities
* July 2006 Interactive Marketing Budget
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 12
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Document Pay Plans & Bonuses
* July 2006 Interactive Marketing Budget
Base Salary: $1,000.00 per month Commissions are based on the “Total Gross Profit” generated for each vehicle sold, including profit on sale (front end) and profit on Financing and Insurance (back end). The commissions paid to the ISS are based on the following sliding scale, retroactive to the first unit sold:
1 to 8 vehicles sold: 12%9 to 11 vehicles sold: 14% 12 to 14 vehicles sold: 16%15 to 17 vehicles sold: 18%18 & Up vehicles sold: 20%
Monthly Unit Volume Bonuses:• 5 Units Sold/Billed by 15th of month = $250.00 Bonus• 12 Units = $1,000.00 Bonus• Each additional 3 units above 12 = +$250.00
Team Gross Bonus:An additional 5% of the Gross Profits generated by the Sales Team that the ISS is assigned to will be paid out based on individual ISS’s units sold as a contribution to the team’s total unit sales. How It Works: If the ISS sells 10 units and the team sells 100 units, then the ISS receives 10% of the 5% Team Gross Bonus payout. Process Performance Bonuses:
Leads Converted to Dealership Visits: #1 ISS receives a $350 Monthly Bonus #2 ISS receives a $150 Monthly BonusShowroom Visits to Sales Closed: #1 ISS receives a $350 Monthly Bonus
#2 ISS receives a $150 Monthly Bonus
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 13
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Develop Strategy & Budget - Phase 1Phase 1
Prior to building the organizational Prior to building the organizational structure shown on the previous structure shown on the previous slides, the Courtesy Chevrolet slides, the Courtesy Chevrolet Marketing Committee received Marketing Committee received numerous presentations made by numerous presentations made by the eBusiness Director (Ralph Paglia). After the eBusiness Director (Ralph Paglia). After considerable lobbying and planning, a consensus considerable lobbying and planning, a consensus was reached that a portion of the dealership's was reached that a portion of the dealership's total marketing budget would be re-allocated total marketing budget would be re-allocated towards Interactive Marketing that would be towards Interactive Marketing that would be integrated within total dealership marketing integrated within total dealership marketing strategy and campaigns. The Courtesy Chevrolet strategy and campaigns. The Courtesy Chevrolet Interactive Marketing Strategy (IMS) was then Interactive Marketing Strategy (IMS) was then defined and based on the following goals and defined and based on the following goals and objectives… objectives… (next slide)(next slide)
* July 2006 Interactive Marketing Budget
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 14
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Develop Strategy & Budget - Phase 1Phase 1
Courtesy Chevrolet’s Interactive Courtesy Chevrolet’s Interactive Marketing Strategy (IMS) is based on Marketing Strategy (IMS) is based on the following goals and objectives:the following goals and objectives:
1.1. Generate showroom traffic, inbound sales calls & electronic leads Generate showroom traffic, inbound sales calls & electronic leads that result in growth of that result in growth of BOTHBOTH total store and eBusiness sales total store and eBusiness sales
2.2. Integrate with (and leverage) general market, GM and minority Integrate with (and leverage) general market, GM and minority targeted campaigns using special landing pages & micro sitestargeted campaigns using special landing pages & micro sites
3.3. Produce cost effective leads that supplement 3Produce cost effective leads that supplement 3 rdrd Party Leads Party Leads4.4. Displace competing dealers from first page search results listings Displace competing dealers from first page search results listings
on the most popular search engines when buyers search for infoon the most popular search engines when buyers search for info5.5. Keep spending within allocated budget of $108,000* per month:Keep spending within allocated budget of $108,000* per month:
1.1. $60,000 per Month for New Chevrolet Internet & Retail$60,000 per Month for New Chevrolet Internet & Retail2.2. $18,000 per Month for Camelback Used Car Internet$18,000 per Month for Camelback Used Car Internet3.3. $16,000 per Month for Special eFinance Team$16,000 per Month for Special eFinance Team4.4. $14,000 per Month for Bell Road Used Car Center$14,000 per Month for Bell Road Used Car Center
* October 2006 Interactive Marketing Budget
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 15
A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N
Where Do We Invest Our Online Advertising Budget?Where Do We Invest Our Online Advertising Budget?
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 16
A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N
Courtesy Chevrolet decided to use online Google “Sponsored Link” ads and Google’s network of sites that accept display ads to drive car buyers to our sites…
Courtesy Chevrolet uses Google’s “AdWords” program to reach online car buyers at the moment when they're looking for a new or used car. Using both text based sponsored links and display ads, the Google Network reaches more than 80% of online car buyers.* We create our ads, then use either key search words or select web sites to target which people see the ads. For key search words, we pay when shoppers click through to one of our sites. For display ads we bid what we are willing to pay per thousand impressions for each of the third party web sites we target…
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 17
A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T• A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Courtesy Chevrolet Lead Volume
20801884
21711861
2097
2697
2268
2735
3346
4178
2874
3338
46624362
5267 53625228
57675929
0
1000
2000
3000
4000
5000
6000
7000
eIntegrated Marketing Results
Using an Integrated Marketing Strategy, Courtesy Chevrolet has dramaticallyIncreased the volume of leads generated and received over a 19 month period.
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 18
A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T• A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
eBusiness Sales Results
Increased sales volume from a holistic eIntegrated Marketing Strategy that generated sales from leads using a combination of dedicated Internet Sales Specialists and BDC based Customer Service Representatives.
Courtesy Chevrolet eBusiness Sales
74 7966
9081 80 86 80
110
224 223
283
265
225
335
313298 301
335
0
50
100
150
200
250
300
350
400
Janu
ary 2
005
Total
Febru
ary 2
005
Total
Mar
ch 2
005
Total
April 2
005
Total
May
200
5 Tot
al
June
200
5 Tot
al
July
2005
Tot
al
Augus
t 200
5 Tot
al
Septe
mbe
r 200
5 Tot
al
Octobe
r 200
5 Tot
al
Novem
ber 2
005
Total
Decem
ber 2
005
Total
Janu
ary 2
006
Total
Febru
ary 2
006
Total
Mar
ch 2
006
Total
April 2
006
Total
May
200
6 Tot
al
June
200
6 Tot
al
July
2006
Tot
al
Conventional InternetConventional InternetSales StrategySales Strategy
eIntegrated Holistic
eIntegrated Holistic
Sales Marketing Strategy
Sales Marketing Strategy
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 19
A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T• A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
REPORT: Courtesy Chevrolet's Primary Google Account Campaign ReportACCOUNT: Ralph Paglia
DATE RANGE: October, 2006
CampaignCampaign
Status Impressions Clicks CTRAvgCPC
AvgCPM Cost
AvgPosition
2007 Chevy Tahoe - AZ Active 43,581 99 0.20% $1.15 $2.60 $113.46 3.4
AAR GM Co-op Display - PHX Paused 221,450 80 0.00% $7.50 $2.71 $600.05 1
Banner & Image Display Ads - PHX Active 832,088 305 0.00% $6.19 $2.27 $1,887.69 1
Chevrolet Model Specific - PHX Active 460,396 1,708 0.40% $2.34 $8.66 $3,989.04 2.8
Chevy Dealer Conquest - PHX Active 251,292 741 0.30% $2.15 $6.34 $1,592.79 3
Chevy Price Quote Display - PHX Active 955,110 1,114 0.10% $1.62 $1.88 $1,800.06 1.1
Chevy Price Quotes - All AZ Active 34,720 117 0.30% $1.07 $3.61 $125.50 4.2
Original Ad Campaign - PHX+TUC Paused 198,318 439 0.20% $2.64 $5.85 $1,160.52 2.7
Display Ads by Site - PHX+TUC Active 1,332,909 1,132 0.10% $3.88 $3.29 $4,387.70 1.1
Free Gas & Oil Offers - PHX Paused 1,325 1 0.10% $7.17 $5.41 $7.17 2
GM PowerShift URL's - PHX+50 Active 138,924 239 0.20% $1.63 $2.81 $390.17 3.9
National Search - Courtesy+Chev Active 36,322 276 0.80% $1.61 $12.26 $445.42 3.9
National Search Sponsored Links Active 1,957,426 3,419 0.20% $0.51 $0.90 $1,753.79 3.3
New Chevy Pricing - PHX Paused 195,210 455 0.20% $2.49 $5.80 $1,133.18 2.8
Secondary Finance - PHX Active 159,827 173 0.10% $3.81 $4.12 $658.55 3.1
See What Courtesy Can Do Active 14,959 15 0.10% $1.13 $1.13 $16.94 3.7
Site Designated Display Ads - PHX Active 159,207 182 0.10% $2.41 $2.76 $439.09 1
Tucson Targeted Key Words Active 12,517 73 0.60% $2.95 $17.21 $215.43 3.7
Used Car Ad Groups - PHX+50 Active 401,150 2,471 0.60% $1.83 $11.28 $4,523.42 2.6
Totals & Overall Averages: 7,406,731 13,039 0.20% $1.94 $3.41 $25,239.97 2.1
Driving Targeted Traffic
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 20
A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T• A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
eBusiness Opportunity Analysis
Courtesy Chevrolet reviews eBusiness campaigns and opportunities by categorizing the leads generated, then looking at volume, invalids and sales.
BZ Web Site Subtotal 3,547 82 1,503 1,845 52.02% 160 9.40%
3rd Party Lead Providers 15,336 652 10,791 3,893 25.38% 465 4.06%
Online Credit Applications 6,126 357 3,772 1,919 31.33% 405 9.63%
Search Engine Marketing 7,385 258 4,272 2,759 37.36% 352 7.61%
GM Certified Internet Dealer 2,034 65 1,266 682 33.53% 163 12.06%
Inventory Listing Sites 16,195 979 12,474 2,742 16.93% 1,240 9.22%
Membership & Referrals 1,242 74 1,029 139 11.19% 367 33.27%
Web Generated Phone Ups 10,848 852 8,954 1,042 9.61% 1,043 10.64%
BDC Dormant Lead Follow-Up 6,412 815 5,031 561 8.75% 615 10.51%
Trade-In & Buy-Back Leads 2,069 86 1,119 844 40.79% 129 10.53%
Grand Totals 52,465 3,092 36,516 12,592 24.00% 3,451 8.65%
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 21
A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N
Factoid #3;Factoid #3; Search Engine Marketing Results Search Engine Marketing Results
• 33,257,65733,257,657 Car Shopper Car Shopper Impressions GeneratedImpressions Generated
• 29,52829,528 Car Shopper Visits Car Shopper Visits to Courtesy Chevrolet web to Courtesy Chevrolet web sites, landing pages and sites, landing pages and micro sitesmicro sites
• 2,2482,248 Electronic Leads and Electronic Leads and Phone Calls GeneratedPhone Calls Generated
• 174174 Vehicles Sold Vehicles Sold
• $71,801.30$71,801.30 was invested was invested with Google AdWords & with Google AdWords & Google Display Ad NetworkGoogle Display Ad Network
• $2.16$2.16 Cost per Thousand Cost per Thousand Car Shopper ImpressionsCar Shopper Impressions
• $2.43$2.43 Cost per Car Shopper Cost per Car Shopper that clicked-through to a that clicked-through to a Courtesy Chevrolet siteCourtesy Chevrolet site
• $31.94$31.94 Average Cost per Average Cost per Lead GeneratedLead Generated
• $412.65$412.65 Average Cost Per Average Cost Per Vehicle Retailed (PVR)*Vehicle Retailed (PVR)*
CASE EXAMPLE: Courtesy Chevrolet in-house Google AdWords CASE EXAMPLE: Courtesy Chevrolet in-house Google AdWords Campaigns From 12/1/2005 through 3/31/2006 (4 months):Campaigns From 12/1/2005 through 3/31/2006 (4 months):
Note:Note: This does not include BZ, AZCentral, This does not include BZ, AZCentral, ClickMotive, BDC or Jumpstart SEM campaignsClickMotive, BDC or Jumpstart SEM campaigns*$620.55 = Courtesy Chevrolet Advertising PVR *$620.55 = Courtesy Chevrolet Advertising PVR 20052005
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 22
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Interactive Marketing Strategy – Phase 2Phase 2
Primary Web SitesPrimary Web SitesFull-Featured w/InventoryFull-Featured w/Inventory
Primary Web SitesPrimary Web SitesFull-Featured w/InventoryFull-Featured w/Inventory
HouseOfCourtesy.comHouseOfCourtesy.comPrimary web sitePrimary web site
HouseOfCourtesy.comHouseOfCourtesy.comPrimary web sitePrimary web site
LatinoChevy.comLatinoChevy.comSpanish web siteSpanish web site
LatinoChevy.comLatinoChevy.comSpanish web siteSpanish web site
SEM/SEO Key Word URL’s Point to Deep LinksSEM/SEO Key Word URL’s Point to Deep LinksSEM/SEO Key Word URL’s Point to Deep LinksSEM/SEO Key Word URL’s Point to Deep Links
CourtesyFleet.comCourtesyFleet.comCommercial & Fleet web siteCommercial & Fleet web site
CourtesyFleet.comCourtesyFleet.comCommercial & Fleet web siteCommercial & Fleet web site
What did we have to work with as far as web properties?
Would these web sites be the best at converting “click-throughs” to leads?
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 23
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
www.HouseOfCourtesy.com www.CourtesyChev.com www.ChevyAZ.com www.CourtesyAZ.com www.Chevrolet-USA.com www.Chevrolet-New.com www.Chevrolet-Used.com www.PHXChevrolet.com www.AZ-Chevy.com www.ChevyPriceQuotes.com www.ContactChevy.com www.AZ-Cars.com www.2007Tahoe.com www.2006Silverado.com www.AZautoFinance.com www.ChevyPride.com www.AZcarFinance.com www.PHXfinance.com www.2008ChevyCamaro.com www.LatinoChevy.com www.AZcarTruck.com www.GMoilChange.com www.CarOnBell.com www.Phoenix-Chevrolet.com www.Chevy-Deals.com www.CamaroLove.com www.AZcamaro.com www.Corvette-Chevrolet.com www.Chevrolet-Car-Truck.com www.AZcourtesy.com www.Arizona-Chevrolet.com www.YouGotGas.com www.FreeGMoilChange.com www.WeBuyChevys.com www.KBB-Value.com www.SellaChevy.com www.Chevy-Finance.com www.Chevy-Tahoe.com www.Chevy-Trailblazer.com www.Chevy-Equinox.com www.PHXchevy.com www.Phoenix-Chevy.com www.PHXdealer.com www.GMAC-Credit.com
Courtesy Chevrolet uses over 350 URL addresses directed towards multiple full featured web sites along with multiple micro-sites and online landing pages to generate floor traffic, incoming sales calls and electronic leads… Here are just a few:
Interactive Marketing Strategy – Phase 3Phase 3
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 24
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Interactive Marketing Network
As the multiple web sites, mico-sites and landing pages were being created, and linked to each other the entire implementation began to take on a network appearance and characteristics.
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 25
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Interactive Marketing Strategy – Phase 4
SEM & PromoSEM & PromoLanding PagesLanding PagesSEM & PromoSEM & Promo
Landing PagesLanding PagesPrimary Web SitesPrimary Web Sites
Full-Featured w/InventoryFull-Featured w/InventoryPrimary Web SitesPrimary Web Sites
Full-Featured w/InventoryFull-Featured w/InventoryCampaign Specific Campaign Specific Micro Web SitesMicro Web Sites
Campaign Specific Campaign Specific Micro Web SitesMicro Web Sites
Get aGet aYear WorthYear WorthOf Free GasOf Free Gas
Get aGet aYear WorthYear WorthOf Free GasOf Free Gas
free GMfree GMOil ChangesOil ChangesFor 3 YearsFor 3 Years
free GMfree GMOil ChangesOil ChangesFor 3 YearsFor 3 Years
HouseOfCourtesy.comHouseOfCourtesy.comHouseOfCourtesy.comHouseOfCourtesy.com 2007Tahoe.com2007Tahoe.com2007Tahoe.com2007Tahoe.com
CourtesyOnBell.comCourtesyOnBell.comCourtesyOnBell.comCourtesyOnBell.com
PHXChevrolet.comPHXChevrolet.comPHXChevrolet.comPHXChevrolet.com
LatinoChevy.comLatinoChevy.comLatinoChevy.comLatinoChevy.com
SEM/SEO Key Word URL’s Point to Primary Site Deep LinksSEM/SEO Key Word URL’s Point to Primary Site Deep LinksSEM/SEO Key Word URL’s Point to Primary Site Deep LinksSEM/SEO Key Word URL’s Point to Primary Site Deep Links
CourtesyFleet.comCourtesyFleet.comCourtesyFleet.comCourtesyFleet.com
WeBuyChevys.comWeBuyChevys.comWeBuyChevys.comWeBuyChevys.com
GMAC-AZ.comGMAC-AZ.comGMAC-AZ.comGMAC-AZ.com
2006Silverado.com2006Silverado.com2006Silverado.com2006Silverado.com
GetaCamaro.comGetaCamaro.comGetaCamaro.comGetaCamaro.com
YouGotGas.comYouGotGas.comYouGotGas.comYouGotGas.com
ChevyPriceQuoteChevyPriceQuoteChevyPriceQuoteChevyPriceQuote
FreeGMoilChangeFreeGMoilChangeFreeGMoilChangeFreeGMoilChange
ChevyPride.comChevyPride.comChevyPride.comChevyPride.com
PHXfinance.comPHXfinance.comPHXfinance.comPHXfinance.com
BK-OK-Car-Loans.comBK-OK-Car-Loans.comBK-OK-Car-Loans.comBK-OK-Car-Loans.com
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 26
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Online to Offline Integration; Phase 5
Achieving an Interactive Marketing Strategy fully integrated and supported by, as well as supporting conventional marketing campaigns generates increased success for both… Results that are greater than the sum of each as separately conceived and executed strategies.
SynergySynergy
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 27
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Integrated Marketing Strategy – Phase 5Phase 5
Search Engine Search Engine Marketing (SEM)Marketing (SEM)Search Engine Search Engine
Marketing (SEM)Marketing (SEM)Search Engine Search Engine
Optimization (SEO)Optimization (SEO)Search Engine Search Engine
Optimization (SEO)Optimization (SEO)Non-Web Based Non-Web Based
Integrated MarketingIntegrated MarketingNon-Web Based Non-Web Based
Integrated MarketingIntegrated MarketingWeb Site Placed Web Site Placed
Display AdsDisplay AdsWeb Site Placed Web Site Placed
Display AdsDisplay Ads
eSalesManaged
Account #1
eSalesManaged
Account #1
ClickMotiveClickMotiveManagedManaged
CampaignsCampaigns
ClickMotiveClickMotiveManagedManaged
CampaignsCampaigns
CourtesyCourtesyManagedManaged
URL SubmissionsURL Submissions
CourtesyCourtesyManagedManaged
URL SubmissionsURL Submissions
VendorVendorManagedManagedActivitiesActivities
VendorVendorManagedManagedActivitiesActivities
BDCManaged
Account #2
BDCManaged
Account #2
BZ ResultsBZ ResultsManagedManaged
CampaignsCampaigns
BZ ResultsBZ ResultsManagedManaged
CampaignsCampaigns
MultipleMultipleWeb SiteWeb SitePropertiesProperties
MultipleMultipleWeb SiteWeb SitePropertiesProperties
OutdoorOutdoorBillboardsBillboards
& Bus Stops& Bus Stops
OutdoorOutdoorBillboardsBillboards
& Bus Stops& Bus Stops
RadioRadioRadioRadio
TVTVTVTV
DirectDirectMailMail
DirectDirectMailMail
AZCentral.comAZCentral.com& Cars.com& Cars.com
Expanding Display AdsExpanding Display Ads
AZCentral.comAZCentral.com& Cars.com& Cars.com
Expanding Display AdsExpanding Display Ads
ConsumerGuide.comConsumerGuide.comJumpstart AutomotiveJumpstart Automotive
ConsumerGuide.comConsumerGuide.comJumpstart AutomotiveJumpstart Automotive
LaVoz.comLaVoz.comSpanish Display AdsSpanish Display AdsLaVoz.comLaVoz.com
Spanish Display AdsSpanish Display Ads
GoogleGoogleSite Network For CPM AdsSite Network For CPM Ads
• MotorTrend.comMotorTrend.com• CarAndDriver.comCarAndDriver.com
• AutoWeek.comAutoWeek.com• Automotive.comAutomotive.com
• FullSizeChevyTrucks.comFullSizeChevyTrucks.com• AutomotiveNews.comAutomotiveNews.com
•MotorAlley.comMotorAlley.com• Reply.comReply.com
• InvoiceDealers.comInvoiceDealers.com• InsiderCarsSecrets.comInsiderCarsSecrets.com
GoogleGoogleSite Network For CPM AdsSite Network For CPM Ads
• MotorTrend.comMotorTrend.com• CarAndDriver.comCarAndDriver.com
• AutoWeek.comAutoWeek.com• Automotive.comAutomotive.com
• FullSizeChevyTrucks.comFullSizeChevyTrucks.com• AutomotiveNews.comAutomotiveNews.com
•MotorAlley.comMotorAlley.com• Reply.comReply.com
• InvoiceDealers.comInvoiceDealers.com• InsiderCarsSecrets.comInsiderCarsSecrets.com
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 28
A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N
““Grow Your Own” Grow Your Own” Lead Generating StrategyLead Generating Strategy
• Self-Generated Leads to supplement 3rd Party lead providers and facilitate total eSales Team growth
• Integrated Marketing Campaigns drive car shoppers and “highly likely to be in market” targeted prospects to campaign-specific landing pages and micro-sites
• Targeted Content is specifically and directly relevant to value proposition that fueled the shopper’s visit to each micro-site, landing page or deep-linked page
• Micro-Sites, Landing Pages and Deep Links are designed and selected to convert visitors to leads at a higher rate than would the home pages of dealership full-featured all purpose web sites
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 29
A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N
Ad Groups by Ad Groups by Targeted URL’sTargeted URL’sAd Groups by Ad Groups by
Targeted URL’sTargeted URL’s
LeadsLeadsLeadsLeadsLeadsLeadsLeadsLeads
LeadsLeadsLeadsLeadsLeadsLeadsLeadsLeads
LeadsLeadsLeadsLeadsLeadsLeadsLeadsLeads
LeadsLeadsLeadsLeadsLeadsLeadsLeadsLeads
LeadsLeadsLeadsLeadsLeadsLeadsLeadsLeads
LeadsLeadsLeadsLeads
LeadsLeadsLeadsLeads
LeadsLeadsLeadsLeads LeadsLeadsLeadsLeads
Landing Pages Landing Pages & Micro-Sites& Micro-Sites
Landing Pages Landing Pages & Micro-Sites& Micro-Sites
Key Words or URL Key Words or URL Based Site TargetsBased Site TargetsKey Words or URL Key Words or URL Based Site TargetsBased Site Targets
Bid Amounts & Bid Amounts & Daily LimitsDaily Limits
Bid Amounts & Bid Amounts & Daily LimitsDaily Limits
SEM Campaigns by SEM Campaigns by Targeted SegmentsTargeted SegmentsSEM Campaigns by SEM Campaigns by Targeted SegmentsTargeted Segments
Image Ads & Image Ads & Sponsored LinksSponsored Links
Image Ads & Image Ads & Sponsored LinksSponsored Links
LeadsLeadsLeadsLeads LeadsLeadsLeadsLeads LeadsLeadsLeadsLeads
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 30
A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T• A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Google AdWords Campaign Impressions Clicks CTR Avg CPC Avg CPM CostAveragePosition
2007 Chevy Tahoe - AZ 188,160 217 0.10% $1.51 $1.74 $327.95 2.92007 Chevy Tahoe - PHX 145,009 216 0.10% $1.17 $1.75 $253.61 4.1Chevrolet Model Specific - PHX 105,528 283 0.30% $2.26 $6.06 $639.93 2.6Chevy Dealer Conquest - PHX 649,536 1,115 0.20% $1.60 $2.75 $1,784.41 2.9Courtesy Original Ad Campaign - PHX 143,001 117 0.10% $3.46 $2.83 $404.86 2GM PowerShift URL's 69,056 341 0.50% $2.50 $12.35 $852.60 2.8Life Beyond Seminars 384,484 453 0.10% $8.68 $10.23 $3,931.36 1National Search - Courtesy Chevrolet 5,718 88 1.50% $0.87 $13.45 $76.89 3.7National Search Sponsored Links 1,225,734 2,183 0.20% $1.26 $2.25 $2,752.65 4.1See What Courtesy Can Do For You 11,351 14 0.10% $2.65 $3.27 $37.14 4.5Tucson Targeted Key Words 9,669 17 0.20% $2.41 $4.23 $40.93 2.2Totals and Overall Averages: 2,937,246 5,044 0.20% $2.20 $3.78 $11,102.33 3.2
SEM Campaign Reports
Whether self-directed or managed by a 3Whether self-directed or managed by a 3rdrd Party Supplier, Party Supplier, Dealers should insist on reviewing the SEM Campaign Metrics Dealers should insist on reviewing the SEM Campaign Metrics shown below on a monthly basis. eBusiness Directors and shown below on a monthly basis. eBusiness Directors and Managers should be reviewing these metrics daily and making Managers should be reviewing these metrics daily and making bid adjustments.bid adjustments.
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 31
A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T• A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
SEM Services Courtesy uses multiple SEM services vendors by selecting a vendor for
each type of campaign objective based on its targeted prospects, along with who is most cost effective. This provides the best overall effectiveness while allowing us to compare results and cost per lead that each vendor generates, and how they compare with each other…
SEM Campaigns to support traffic to our mainstream primary web site and CourtesyOnBell.com; BZ ResultsGM Certified Internet Dealer site; Self-DirectedSpanish Language site; Self-Directed Google campaignsMicro-Sites & Landing Pages; BZ Results & Fresh Start Studio supply the sites, Courtesy Self-Directs SEM campaigns that drive traffic to FSS sites, BZ manages SEM campaigns that drive traffic to BZ micro-sitesSEM Campaign Optimization & Customized Landing Pages; ClickMotiveSEM Campaign Management, Behavioral Targeted Marketing and SEM based Lead Generation; JumpStart
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 32
A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T• A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Web Site Vendors Courtesy uses multiple web site vendors by selecting the
best vendor for each web site based on its specific purpose and functionality requirements, along with who is most cost effective. This provides the best overall effectiveness while allowing us to compare features and functions that each vendor either excels at, or is deficient in providing…
Mainstream Primary site; BZ ResultsGM Certified Internet Dealer site; Cobalt GroupSpanish Language site; Reynolds Web SolutionsCourtesy on Bell Special Credit site; BZ ResultsCommercial & Fleet site; BZ ResultsMicro-Sites & Landing Pages; Fresh Start StudioSearch Engine Optimized Micro-Sites; ClickMotive
““One Dealership Web Site is One Dealership Web Site is NOTNOT Enough for Optimal Results!” Enough for Optimal Results!”
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 33
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Dealership General Market Site (BZ Results)
www.HouseOfCourtesy.com www.Chevrolet-USA.com www.HouseOfCourtesy.com www.Chevrolet-USA.com www.Chevrolet-Phoenix.com www.CourtesyChev.com www.Chevrolet-Phoenix.com www.CourtesyChev.com
GM Certified Internet Dealer Site
www.PHXChevrolet.com •GM Certified Internet Dealer siteGM Certified Internet Dealer site•Use of Home page text for SEOUse of Home page text for SEO•Pulls in SEM landing page formsPulls in SEM landing page forms•Built by Cobalt GroupBuilt by Cobalt Group
www.PHXChevrolet.com •GM Certified Internet Dealer siteGM Certified Internet Dealer site•Use of Home page text for SEOUse of Home page text for SEO•Pulls in SEM landing page formsPulls in SEM landing page forms•Built by Cobalt GroupBuilt by Cobalt Group
$360 / month$360 / month
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 35
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Spanish Language Web Site (Reynolds)
www.LatinoChevy.com www.Latino-Chevy.com www.LatinoChevy.com www.Latino-Chevy.com www.LatinoChevy.com www.Latino-Chevy.com www.LatinoChevy.com www.Latino-Chevy.com
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 36
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
CourtesyOnBell.com Web Site (BZ Results)
www.CourtesyOnBell.com www.CourtesyOnBell.com Satellite Lot Used Car Center Satellite Lot Used Car Center focused on our “Buy Here- Pay Here” special finance operationfocused on our “Buy Here- Pay Here” special finance operation
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 37
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
CourtesyFleet.com Web Site (BZ Results)
www.CourtesyFleet.com www.CourtesyFleet.com Focused on Fleet Focused on Fleet and Commercial Retail accounts/clients and Commercial Retail accounts/clients
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 38
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Online Advertising Sources, Vendors & Charlatans
Types of Online Advertsing:1. Pay for Placement by Time (monthly fee)
2. Pay per Click (PPC or CPC)
3. Pay per Thousand Impressions (CPM)
4. Pay per Conversion (Leads and/or Calls Generated)
How to Get it Done:1. Self Managed – Do It Yourself
2. Interactive Advertising Agencies ($$$)
3. Search Engine Marketing Services Providers (15%+fees)
4. Dealer Advertising Cooperative Associations
Key Factor:Key Factor: Placement and “Cost Per Impression” advantages inherent with Placement and “Cost Per Impression” advantages inherent with the use of multiple vendors and multiple dealer-managed SEM accountsthe use of multiple vendors and multiple dealer-managed SEM accounts
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 39
A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T• A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Micro-Sites & Landing Pages
Courtesy Chevrolet uses a combination of multiple page micro-sites and specialized landing pages to maximize the conversion of click-throughs from online search engine sponsored links, brokered display ads and web site placed Banners, Leaderboards and other image based online ads. The following is a list of sizes that are industry standards for online display ads that are linked to the dealer’s URL’s:
NOTE; online ads must be in gif, jpg, png or swf file formats
• Banner Ads; 468 pixels wide x 60 pixels tall• Leaderboard; 728 pixels wide x 90 pixels tall• Inline (box ads); 300 pixels x 250 pixels & 338 x 292• Small Squares; 200 pixels x 200 pixels & 250 x 250• Skyscraper; 120 pixels wide x 600 pixels tall• Wide Skyscraper; 160 pixels wide x 600 pixels tall
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 40
A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T• A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Conventional Media Integration
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 41
A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T• A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Conventional Media Integration
www.2007Tahoe.com Micro-SiteS
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www.2007Tahoe.com Micro-Site
Relevant Text based Relevant Text based content is King when it content is King when it comes to SEO rankingcomes to SEO ranking
Relevant Text based Relevant Text based content is King when it content is King when it comes to SEO rankingcomes to SEO ranking S
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Relevant Text based Relevant Text based Hyperlinks reduce Hyperlinks reduce leakage from your SEM leakage from your SEM funnel and point search funnel and point search engine spiders in the engine spiders in the right directionright direction
Relevant Text based Relevant Text based Hyperlinks reduce Hyperlinks reduce leakage from your SEM leakage from your SEM funnel and point search funnel and point search engine spiders in the engine spiders in the right directionright direction
Trust generating and validity Trust generating and validity enhancing icons that are linked to enhancing icons that are linked to lead generating sites add to a lead generating sites add to a micro-site’s productivitymicro-site’s productivity
Trust generating and validity Trust generating and validity enhancing icons that are linked to enhancing icons that are linked to lead generating sites add to a lead generating sites add to a micro-site’s productivitymicro-site’s productivity
““Push to Talk” buttons on ALL Micro-Sites Push to Talk” buttons on ALL Micro-Sites and Landing Pages allow the Hottest and Landing Pages allow the Hottest Prospects to get immediate gratificationProspects to get immediate gratification
““Push to Talk” buttons on ALL Micro-Sites Push to Talk” buttons on ALL Micro-Sites and Landing Pages allow the Hottest and Landing Pages allow the Hottest Prospects to get immediate gratificationProspects to get immediate gratification
Relevant Text based Hyperlinks Relevant Text based Hyperlinks leverage and extend your SEM leverage and extend your SEM investment beyond the specific investment beyond the specific targeted Micro-Site or Landing Page. targeted Micro-Site or Landing Page. These links reduce leakage from our These links reduce leakage from our SEM funnel and point search engine SEM funnel and point search engine spiders to our other sites for rankingspiders to our other sites for ranking
Relevant Text based Hyperlinks Relevant Text based Hyperlinks leverage and extend your SEM leverage and extend your SEM investment beyond the specific investment beyond the specific targeted Micro-Site or Landing Page. targeted Micro-Site or Landing Page. These links reduce leakage from our These links reduce leakage from our SEM funnel and point search engine SEM funnel and point search engine spiders to our other sites for rankingspiders to our other sites for ranking
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 46
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
YouGotGas.com Web-Store Promotion
……As we discussed what would work; ELIMINATE GAS PRICE FEAR!As we discussed what would work; ELIMINATE GAS PRICE FEAR!
We would advertise that when you buy a new Chevy from our inventory, We would advertise that when you buy a new Chevy from our inventory, we would include a prepaid fuel card with a year’s worth of gas…we would include a prepaid fuel card with a year’s worth of gas…The lower the vehicle’s EPA, the more gas money had to go on the card!The lower the vehicle’s EPA, the more gas money had to go on the card!
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 47
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
1. Win $500 worth of gas for free!1. Win $500 worth of gas for free!Register for the Courtesy Chevrolet Register for the Courtesy Chevrolet Got Gas*Got Gas* drawing to drawing to win $500 in pre-paid gas cards to be given away every win $500 in pre-paid gas cards to be given away every Friday in October. Friday in October. Fill out the form at www.YouGotGas.com, or call 888-9-GOT-Fill out the form at www.YouGotGas.com, or call 888-9-GOT-GAS*GAS*
2. Get a year’s worth of gas… 2. Get a year’s worth of gas… without winning a without winning a contest!contest! When you pre-register for the program by calling 888-9-When you pre-register for the program by calling 888-9-GOT-GAS or online at www.YouGotGas.com, Courtesy GOT-GAS or online at www.YouGotGas.com, Courtesy Chevrolet will provide you with a pre-paid Fuel Card good Chevrolet will provide you with a pre-paid Fuel Card good for a year’s worth of Unleaded Gas that is honored at for a year’s worth of Unleaded Gas that is honored at participating QT retailers in Arizona, when you purchase or participating QT retailers in Arizona, when you purchase or lease a new Chevrolet car or truck from Courtesy Chevrolet lease a new Chevrolet car or truck from Courtesy Chevrolet at 1233 E. Camelback Rd., Phoenix, AZ 85014 before at 1233 E. Camelback Rd., Phoenix, AZ 85014 before October 31, 2005*.October 31, 2005*.
Either way, YOU GOT Either way, YOU GOT GAS!GAS!
YouGotGas.com Gives You Gas 2 YouGotGas.com Gives You Gas 2 Ways…Ways…
*Terms & Conditions Apply, Visit Courtesy Chevrolet for full details
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 48
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Marketing Plan to Marketing Plan to “Get them in and sell more cars”“Get them in and sell more cars”
1.1. Generate Curiosity and arouse customer interest…Generate Curiosity and arouse customer interest…
2.2. Make it easy for customers to say Make it easy for customers to say “I’m Interested”“I’m Interested” by by giving them 3 ways to save money on gas: giving them 3 ways to save money on gas:
• Call Call 888-9-Got-Gas888-9-Got-Gas• Online at www.YouGotGas.com web pageOnline at www.YouGotGas.com web page• Visit Courtesy Chevrolet in personVisit Courtesy Chevrolet in person
3.3. BDC enters call-in customers into BuzzTrack, then BDC enters call-in customers into BuzzTrack, then enrolls the customer for gas promo using the micro-siteenrolls the customer for gas promo using the micro-site
4.4. BDC Compels customers to come in using the online BDC Compels customers to come in using the online fuel calculator and sets appointments in BuzzTrakfuel calculator and sets appointments in BuzzTrak
5.5. Customers who self-enroll online have their leads Customers who self-enroll online have their leads routed to the Internet Sales Team using lead rotationrouted to the Internet Sales Team using lead rotation
Got Gas? …Get it at
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 49
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Showroom Signage Showroom Signage shows customers they shows customers they are at the right place… are at the right place… And, gives the sales And, gives the sales team something to point team something to point at as one more reason to at as one more reason to buy at the “Big C”buy at the “Big C”
Showroom Signage used to Support Integrated CampaignShowroom Signage used to Support Integrated Campaign
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 50
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
20 Billboards & 60 Bus Shelters used to Drive Micro-Site Traffic & Phone 20 Billboards & 60 Bus Shelters used to Drive Micro-Site Traffic & Phone Calls, resulting in over 800 Phone calls within 60 days & 12K+ site visitorsCalls, resulting in over 800 Phone calls within 60 days & 12K+ site visitors
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 51
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
On The Web At: On The Web At: HouseOfCourtesy.comHouseOfCourtesy.com
When you click here
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 52
A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N
www.YouGotGas.com
Get It At
What about Gas?!?!?!
www.YouGotGas.com
Fuel Expense calculator based on 2 simple questions shows customers how important the cost of their gas is to them… Makes ‘em think!
(Used by BDC reps on calls to 888-9-Got-Gas)
www.YouGotGas.com
1. Win $500 1. Win $500 Worth of Pre-Worth of Pre-Paid Gas Cards Paid Gas Cards by Entering by Entering Weekly DrawingWeekly Drawing
1. Win $500 1. Win $500 Worth of Pre-Worth of Pre-Paid Gas Cards Paid Gas Cards by Entering by Entering Weekly DrawingWeekly Drawing
2. Register to 2. Register to get a year’s get a year’s worth of gas worth of gas
When you buy a When you buy a new Chevy from new Chevy from
CourtesyCourtesy
2. Register to 2. Register to get a year’s get a year’s worth of gas worth of gas
When you buy a When you buy a new Chevy from new Chevy from
CourtesyCourtesy
has 2 sections…
Confirms Entry Confirms Entry into $500 Weekly into $500 Weekly
DrawingDrawing
Confirms Entry Confirms Entry into $500 Weekly into $500 Weekly
DrawingDrawing
After entering After entering the drawing to the drawing to
Win $500 Worth Win $500 Worth of of
Pre-Paid Gas Pre-Paid Gas Cards, the Cards, the
customer is customer is offered a offered a SECONDSECOND
opportunity to opportunity to register for the register for the Year’s worth of Year’s worth of Gas… All their Gas… All their
info is pre-filled info is pre-filled and the and the
““I am interested I am interested in”in” box is box is checked!checked!
After entering After entering the drawing to the drawing to
Win $500 Worth Win $500 Worth of of
Pre-Paid Gas Pre-Paid Gas Cards, the Cards, the
customer is customer is offered a offered a SECONDSECOND
opportunity to opportunity to register for the register for the Year’s worth of Year’s worth of Gas… All their Gas… All their
info is pre-filled info is pre-filled and the and the
““I am interested I am interested in”in” box is box is checked!checked! Can I get a new Corvette for $1,500 down
and under $500 a month?Can I buy a new Silverado right away, because the bank just picked up my truckI want to buy a new Tahoe for the best price without getting jerked around
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 56
A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T• A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Examples of Courtesy Chevrolet Campaign Specific Display Ads Placed within targeted Web Sites selected according to local visitor traffic and demographics. Linked to relevant content designed to convert visitors into leads…
Deeplinked Online Ads
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 57
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Display Ads drive traffic to Deep Links
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 58
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Deep Links go to Inventory Pre-Sorts
Online & Offline Advertising Campaigns drive traffic Online & Offline Advertising Campaigns drive traffic to “Deep Links” into specialized content within full to “Deep Links” into specialized content within full featured web site that is directly relevant to featured web site that is directly relevant to promotion…promotion…
Online & Offline Advertising Campaigns drive traffic Online & Offline Advertising Campaigns drive traffic to “Deep Links” into specialized content within full to “Deep Links” into specialized content within full featured web site that is directly relevant to featured web site that is directly relevant to promotion…promotion…
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 59
A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N
Lead Types
Last month Graph
Details
Products Lead
1. financing 53 14.1% 2. hn-makeanoffer 45 12.0% 3. tradein 42 11.2% 4. quote 41 10.9% 5. contact 35 9.3% 6. hn-getaprice 31 8.2% 7. freshstart 29 7.7% 8. hn-tradevalue 28 7.4% 9. hn-financing 17 4.5% 10. service 13 3.5% 11. parts 10 2.7% 12. hn-contactus 8 2.1%
Total 376
HouseOfCourtesy.com Types of Leads Generated
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 60
A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N
Details
Referring Domains Lead
1. Typed/Bookmarked 166 44.1% 2. google.com 54 14.4% 3. yahoo.com 49 13.0% 4. msn.com 18 4.8% 5. chevrolet-used.com 9 2.4% 6. chevrolet-new.com 8 2.1% 7. aol.com 7 1.9% 8. 2007tahoe.com 7 1.9% 9. chevrolet-usa.com 4 1.1% 10. automart.com 4 1.1% 11. autotrader.com 4 1.1% 12. azcarfinance.com 4 1.1% 13. automotive.com 3 0.8% 14. cox.net 3 0.8% 15. cars.com 3 0.8%
Total 376
Leads Generated by Referring Domains (source)
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 61
A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N
Lead Forms Viewed by Referring Source
1. Typed/Bookmarked 715
2. google.com 483
3. yahoo.com 251
4. msn.com 125
5. googlesyndication.com 45
6. chevrolet-new.com 44
7. aol.com 32
8. 2007tahoe.com 31
9. cox.net 30
10. automart.com 19
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 62
A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N
Web Site Content Popularity – Excludes other sites, micro-sites & landing pages
Page Page Views
1. Inventory Results Page 60,426 39.0%
2. Inventory Search Page 33,661 21.7%
3. Main (Home Page) 13,897 9.0%
4. Inventory Details Page 13,020 8.4%
5. Search New Inventory 3,926 2.5%
6. Pre-Owned Specials 3,654 2.4%
7. New Specials 3,063 2.0%
8. Pre-Owned Vehicles 2,006 1.3%
9. Specials 1,935 1.2%
10. Search Used Inventory 1,804 1.2%
Total 154,875
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 63
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Examples of SEM Results with Google
• Ads placed directly by Courtesy Chevrolet for placement within Google search results pages per key word bids made by Courtesy
• Ads placed with Google by ClickMotive on behalf of Courtesy Chevrolet
• Organic listings (free) that result from pro-active SEO activities by BZ Results
The next few slides will show actual Search Engine listing results from:
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 64
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Search Engine Success
Google “Organic” Ranking due to SEO by BZ ResultsGoogle “Organic” Ranking due to SEO by BZ Results
““Phoenix Chevrolet Dealers” searchPhoenix Chevrolet Dealers” search““Phoenix Chevrolet Dealers” searchPhoenix Chevrolet Dealers” search
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 65
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Use SEM to Attract Loyal Chevy CustomersUse SEM to Attract Loyal Chevy Customers
Targeted by State
Targeted by State
Targeted by State
Targeted by State
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 66
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
SEM Vendor SEM Vendor CampaignCampaign
SEM Vendor SEM Vendor CampaignCampaign
Courtesy Chevrolet’s own in-Courtesy Chevrolet’s own in-house SEM campaign house SEM campaign managed on a daily basis by managed on a daily basis by CRM dept.… Having multiple CRM dept.… Having multiple and separate SEM campaigns and separate SEM campaigns allows Courtesy to dominate allows Courtesy to dominate the search results, and pay the search results, and pay only for the one click that only for the one click that usually results from the usually results from the search.search.
Courtesy Chevrolet’s own in-Courtesy Chevrolet’s own in-house SEM campaign house SEM campaign managed on a daily basis by managed on a daily basis by CRM dept.… Having multiple CRM dept.… Having multiple and separate SEM campaigns and separate SEM campaigns allows Courtesy to dominate allows Courtesy to dominate the search results, and pay the search results, and pay only for the one click that only for the one click that usually results from the usually results from the search.search.
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 67
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Courtesy Chevrolet Courtesy Chevrolet “Organic” SEO “Organic” SEO
Listing of BZ siteListing of BZ site
Courtesy Chevrolet Courtesy Chevrolet “Organic” SEO “Organic” SEO
Listing of BZ siteListing of BZ site
SEM Vendor SEM Vendor CampaignCampaignSEM Vendor SEM Vendor CampaignCampaign
Courtesy Chevrolet Courtesy Chevrolet “2007Tahoe.com” SEM campaign“2007Tahoe.com” SEM campaign
Courtesy Chevrolet Courtesy Chevrolet “2007Tahoe.com” SEM campaign“2007Tahoe.com” SEM campaign
Courtesy Ad placed Directly with Google
Courtesy Ad placed Directly with Google
Courtesy Ad placed Directly with Google
Courtesy Ad placed Directly with Google
Courtesy SEM Ad placed Courtesy SEM Ad placed Directly with GoogleDirectly with Google
Courtesy SEM Ad placed Courtesy SEM Ad placed Directly with GoogleDirectly with Google
Organic Ranking of
Organic Ranking of
Courtesy Micro-Site (free)
Courtesy Micro-Site (free)
Organic Ranking of
Organic Ranking of
Courtesy Micro-Site (free)
Courtesy Micro-Site (free)
SEM Vendor SEM Vendor CampaignCampaign
SEM Vendor SEM Vendor CampaignCampaign
Courtesy Chevrolet’s own in-Courtesy Chevrolet’s own in-house SEM campaign managed house SEM campaign managed on a daily basis by CRM dept.… on a daily basis by CRM dept.… Having multiple and separate Having multiple and separate SEM campaigns allows SEM campaigns allows Courtesy to dominate the Courtesy to dominate the search results, and pay only for search results, and pay only for the one click that usually results the one click that usually results from the search.from the search.
Courtesy Chevrolet’s own in-Courtesy Chevrolet’s own in-house SEM campaign managed house SEM campaign managed on a daily basis by CRM dept.… on a daily basis by CRM dept.… Having multiple and separate Having multiple and separate SEM campaigns allows SEM campaigns allows Courtesy to dominate the Courtesy to dominate the search results, and pay only for search results, and pay only for the one click that usually results the one click that usually results from the search.from the search.
Competing Dealership Name Key Word TargetingCompeting Dealership Name Key Word TargetingCompeting Dealership Name Key Word TargetingCompeting Dealership Name Key Word Targeting
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 70
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Dealer Managed
Google Campaign Reporting
Total of Targeted Total of Targeted Prospects that Prospects that
Clicked Through Clicked Through to Landing Pageto Landing Page
Total of Targeted Total of Targeted Prospects that Prospects that
Clicked Through Clicked Through to Landing Pageto Landing Page
Total of Targeted Total of Targeted Prospects that Prospects that
Saw the Online AdSaw the Online Ad
Total of Targeted Total of Targeted Prospects that Prospects that
Saw the Online AdSaw the Online Ad
Cost per Targeted Cost per Targeted Prospect that Prospect that
Clicked on a Key Clicked on a Key Word based AdWord based Ad
Cost per Targeted Cost per Targeted Prospect that Prospect that
Clicked on a Key Clicked on a Key Word based AdWord based Ad
Cost per Prospect Cost per Prospect that Clicked on a that Clicked on a Banner Ad in the Banner Ad in the Google NetworkGoogle Network
Cost per Prospect Cost per Prospect that Clicked on a that Clicked on a Banner Ad in the Banner Ad in the Google NetworkGoogle Network
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 71
A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T• A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Courtesy Chevrolet Campaign Specific Display Ads Placed within selected and targeted
3rd Party Web Sites Using the Google Advertising Network
Online Ad Examples
www.GMinsideNews.com www.GMinsideNews.com
www.GMinsideNews.com www.GMinsideNews.com
www.GMinsideNews.com www.GMinsideNews.com
www.PhoenixAtaGlance.com www.PhoenixAtaGlance.com
www.AutoBaron.com www.AutoBaron.com
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 77
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Use of Deep-Links in Online Advertising
www.GM-Finance.com www.GM-Finance.com Deep-link into GM Deep-link into GM PowerShift web site PowerShift web site online credit applicationonline credit application
www.GM-Finance.com www.GM-Finance.com Deep-link into GM Deep-link into GM PowerShift web site PowerShift web site online credit applicationonline credit application
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www.ChevroletHHR.net www.ChevroletHHR.net
www.GMinsidernews.com www.GMinsidernews.com
www.GMtrucks.com www.GMtrucks.com
www.ChevroletForum.com www.ChevroletForum.com
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 84
C o u r t e s y e B u s I n e s s S t r a t e g y : C o u r t e s y e B u s I n e s s S t r a t e g y : A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T • A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
www.AutoIntell.com www.AutoIntell.com
www.PriceQuotes.com www.PriceQuotes.com www.PriceQuotes.com www.PriceQuotes.com
www.ColoradoK5.comwww.ColoradoK5.comwww.ColoradoK5.comwww.ColoradoK5.com
SAVE MONEY BUYING A NEW CHEVROLET CAR, TRUCK OR SUV
For Phoenix, Arizona Chevrolet buyers It's fast, easy and FREE. Use Phoenix-Chevrolet-Dealers.com to receive competitive price quote bids from the most price aggressive, highest volume Chevrolet dealers in the Phoenix Valley. Our participating dealers have the largest new Chevrolet inventories and selections in Arizona, and they will offer you the largest discounts and most competitive auto loan and lease rates, along with the best terms in all of Arizona. For maximum discount new Chevrolet prices, including actual dealer invoice costs and Chevrolet factory MSRP, choose the Chevrolet car, SUV or truck that you want from the drop-down menu below. We'll put you in touch with participating Phoenix Chevrolet dealers who will send you their most competitive price quotes, and then offer to arrange a pre-scheduled test drive with a Chevrolet product specialist. The participating Chevrolet dealer you select based on prices quoted, vehicle availability and location will provide an Internet Sales Manager to work with you on getting the best overall deal on your choice of America's #1 Brand and #1 value in a new car, truck or SUV.
SAVE MONEY BUYING A NEW CHEVROLET CAR, TRUCK OR SUV
For Phoenix, Arizona Chevrolet buyers It's fast, easy and FREE. Use Phoenix-Chevrolet-Dealers.com to receive competitive price quote bids from the most price aggressive, highest volume Chevrolet dealers in the Phoenix Valley. Our participating dealers have the largest new Chevrolet inventories and selections in Arizona, and they will offer you the largest discounts and most competitive auto loan and lease rates, along with the best terms in all of Arizona. For maximum discount new Chevrolet prices, including actual dealer invoice costs and Chevrolet factory MSRP, choose the Chevrolet car, SUV or truck that you want from the drop-down menu below. We'll put you in touch with participating Phoenix Chevrolet dealers who will send you their most competitive price quotes, and then offer to arrange a pre-scheduled test drive with a Chevrolet product specialist. The participating Chevrolet dealer you select based on prices quoted, vehicle availability and location will provide an Internet Sales Manager to work with you on getting the best overall deal on your choice of America's #1 Brand and #1 value in a new car, truck or SUV.
April 18, 2023 Copyright © 2004 The Reynolds and Reynolds Company – All Rights Reserved© Copyright 2006 Ralph Paglia – All Rights Reserved 105
A T T R A C T • C O N V E R T • R E S P O N D A T T R A C T • C O N V E R T • R E S P O N D • A P P O I N T M E N T• A P P O I N T M E N T • S E L L • S E R V I C E • R E T A I N• S E L L • S E R V I C E • R E T A I N
Thank you for attending!
• Strategic cohesiveness with dealership’s general market advertising and management team “buy-in”
• Clearly defined online advertising budget and a commitment to sustain the budget for at least 6 months
• Your Lead Management Process (LMP) must be functional and effective BEFORE you start with online advertising
• Use landing pages and micro-site instead of driving traffic to your dealership’s “home page”
• Measure and track all traffic generated, along with phone calls and eLeads received
• Review results and online marketing metrics at weekly manager meetings… Keep top of mind awareness with your management team
Key Executables with Integrated Marketing ProgramsKey Executables with Integrated Marketing Programs
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