vice president, product strategy - dealertrack...title mobile strategy_executive lender summitd...
TRANSCRIPT
![Page 1: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/1.jpg)
1Copyright © 2015 Dealertrack, Inc. All rights reserved.
Kelly Mulroney
Vice President, Product Strategy
Mobile Strategy – Transforming the Auto Industry
![Page 2: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/2.jpg)
2Copyright © 2015 Dealertrack, Inc. All rights reserved.
Mobile adoption is undeniable and material.
“Eighty percent of shoppers are now ‘digital’ — and a growing number are “Über Digital”
Cisco Consulting Digital Shopping Behavior in an ‘Internet of Everything’ World – 2014
![Page 3: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/3.jpg)
3Copyright © 2015 Dealertrack, Inc. All rights reserved.
Disney – Total Digital Experience with Web, Kiosks, Mobile, and Wearables
It’s enhancing the customer experience.
![Page 4: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/4.jpg)
4Copyright © 2015 Dealertrack, Inc. All rights reserved.
It’s helping marketers drive revenue ‘in the moment.’
![Page 5: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/5.jpg)
5Copyright © 2015 Dealertrack, Inc. All rights reserved.
Then NowSales associate as product and pricing expert
Hyper connected customer and digitally delivered content and recommendations
Personal, individual relationshipsDigital engagement and face-to-face contact
Selection based on serendipity and local availability
Inventory comes to the customer
Word of mouth drove with limited and delayed broadcast range
Word of mouth digitally amplified and immediate.
Final selection still awaited the “showroom” experience
Digital commerce virtualizing the showroom
New, Digital Retail Reality
![Page 6: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/6.jpg)
6Copyright © 2015 Dealertrack, Inc. All rights reserved.
But this is automotive.Why should we care?
![Page 7: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/7.jpg)
7Copyright © 2015 Dealertrack, Inc. All rights reserved.
3 Reasons
![Page 8: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/8.jpg)
8Copyright © 2015 Dealertrack, Inc. All rights reserved.
#1 Customers are expecting online and store to be connected. They want to do more online and have more control and transparency in store.
![Page 9: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/9.jpg)
9Copyright © 2015 Dealertrack, Inc. All rights reserved.
Customer expectations are shifting. It’s time to meet them on their digital terms.
![Page 10: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/10.jpg)
10Copyright © 2015 Dealertrack, Inc. All rights reserved.
Mobile Devices are Showing up in Store
Consumers are researching while on the lot, with 3rd
party sites, OEM sites, or your own Web site.
Source: Mobile Device Use at the Dealership, Placed Inc. Jan 2014
![Page 11: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/11.jpg)
11Copyright © 2015 Dealertrack, Inc. All rights reserved.
Early Adopters are Responding by Exploring Retail Transformation
![Page 12: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/12.jpg)
12Copyright © 2015 Dealertrack, Inc. All rights reserved.
Vehicle Presentation was in the First Wave
Check-in & Research Meet & Greet Vehicle Search Vehicle Presentation Vehicle Options
The First Wave
![Page 13: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/13.jpg)
13Copyright © 2015 Dealertrack, Inc. All rights reserved.
Next Wave Driving Deeper Change
Check-in & Research Meet & Greet Vehicle Search Vehicle Presentation Vehicle Options
Vehicle PaymentsStructure Trade-in Appraisal
Sign Contracts
Review Contracts
Dealer Survey
Review Menu Options
Delivery
The First Wave
The Next Wave
Vehicle ServiceConnected Vehicle
![Page 14: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/14.jpg)
14Copyright © 2015 Dealertrack, Inc. All rights reserved.
One Sonic -One Experience
Developing proprietary technology and new in-store processes to remove the “pain points” of the automotive experience to provide a seamless buying and ownership lifecycle
![Page 15: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/15.jpg)
15Copyright © 2015 Dealertrack, Inc. All rights reserved.
Sonic’s focus on tablets
“As customers go through the car-buying process, some of their biggest concerns are trust and time. We’re using iPad and iPhone to break down both those barriers”
Heath ByrdSonic EVP & CFO
![Page 16: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/16.jpg)
16Copyright © 2015 Dealertrack, Inc. All rights reserved.
#2Innovators are starting to explore changing roles in dealerships. Product consultants in lieu of sales consultants. Sales consultants working the deal. Sales and F&I management functions merging.
![Page 17: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/17.jpg)
17Copyright © 2015 Dealertrack, Inc. All rights reserved.
Our Mobile Store Tools Bridging Across Channels and Enabling Changing Roles
Recognize the customer with visibility to online.1 Help them find the in-stock
car they will purchase.2 Start deal structure and understand finance options3
Capture the credit application4
Explore F&I product and sell in a compliant way.5
Go paperless from pencil to contract6
Connected to Our Core F&I Platform
![Page 18: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/18.jpg)
18Copyright © 2015 Dealertrack, Inc. All rights reserved.
Recognizing the Customer
![Page 19: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/19.jpg)
19Copyright © 2015 Dealertrack, Inc. All rights reserved.
Finding an in -stock vehicle
![Page 20: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/20.jpg)
20Copyright © 2015 Dealertrack, Inc. All rights reserved.
Start deal structuring and understand financing options
![Page 21: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/21.jpg)
21Copyright © 2015 Dealertrack, Inc. All rights reserved.
Capturing the Credit Application
For some time… Managers (most likely an F&I Managers) and Continue to Drive the Transactional Process via Desktop Tools.
![Page 22: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/22.jpg)
22Copyright © 2015 Dealertrack, Inc. All rights reserved.
Explore F&I Product and Sell via an Engaging, Compliant Menu
![Page 23: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/23.jpg)
23Copyright © 2015 Dealertrack, Inc. All rights reserved.
Going Paperless from Pencil to Contract
![Page 24: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/24.jpg)
24Copyright © 2015 Dealertrack, Inc. All rights reserved.
#3Over time role transformation and consolidation may require a shift from individual know-how in sales and finance to system-driven workflow
![Page 25: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/25.jpg)
25Copyright © 2015 Dealertrack, Inc. All rights reserved.
Transformation driven by accumulated learnings from experimentation.
![Page 26: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/26.jpg)
26Copyright © 2015 Dealertrack, Inc. All rights reserved.
Dealertrack’s role is to enable transformation not force it.
![Page 27: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/27.jpg)
27Copyright © 2015 Dealertrack, Inc. All rights reserved.
Mobility Enables a Secure, Compliant Transaction in a New Retail Experience
Phone Tablet Browser
Apps & Bureaus
Loan ProcessingWorkflow Automation Compliance
Showroom Tools Recommendations
Protected and Secure Data
![Page 28: Vice President, Product Strategy - DealerTrack...Title Mobile Strategy_Executive Lender SummitD Author lipsonm Created Date 6/11/2015 12:01:55 PM Keywords ()](https://reader034.vdocument.in/reader034/viewer/2022042316/5f0577ef7e708231d4131d07/html5/thumbnails/28.jpg)
Copyright © 2015 Dealertrack, Inc. All rights reserved.
Thank you.