Learn how offense is the best defense for dealerships to stay competitive
Outsell will sponsor a free one-hour power training webinar hosted by Automotive News on the topic, “Offense Is The Best Defense: Keep Your Customers From Shopping Elsewhere” on Wednesday, June 8, 2016 at 2:00 pm Eastern.
Did you know that on average over 46% of customers choose not to come back to a dealership for their next purchase? And 13% of them are buying the same brand sold from another dealership. So what can dealers do to address this? Dealers have the power to prevent their customers from making a purchase elsewhere. And furthermore, some dealers aren’t aware that they already have all the inside data they need to attract additional active shoppers in their area.
Join automotive industry thought leaders Jon Petron and Craig Vore from Outsell as they discuss with Dave Versical of Automotive News how easy it is for dealers to use the treasure trove of behavioral data they currently have to:
- Predict who’s ready to buy so they can reach out to them before the competition does.
- Figure out when old leads from years ago begin shopping again.
- Track a previous customer’s shopping habits to figure out which vehicles, products, and services are most relevant to them.
- Continuously stay top-of-mind with customers throughout their vehicle’s life cycle.
Speakers: Jon Petron, Vice President of Advanced Services, Outsell and Craig Vore, Insights Manager – Strategy & Optimization, Outsell. Moderator: Dave Versical, Director of Editorial Operations, Automotive News
Wednesday, June 8, 2016 from 2:00 – 3:00 pm Eastern
To register for the free event or if you have questions, please visit: http://www.outsell.com/outsell-events/
Outsell featured sponsor and exhibitor at this year’s high level dealer marketing event
Outsell is showcasing its solutions at the upcoming 6th annual 2016 Dealer Marketing Strategies Conference (DMSC), taking place in Napa Valley, California from May 22 – May 24, 2016.
At booth #106, Outsell will feature:
- Outsell Fuel, a multi-channel customer engagement platform that enables automotive dealers to engage with customers wherever they are in their lifecycle, track behaviors to identify in-market buyers, and understand shopper intensity.
- BuyerScout®, the only buyer detection product that predicts who’s going to buy and provides dealers with a scored list and information into what consumers are doing, identifying hot prospects before your competition.
- New Service Campaigns, that boost traffic to dealer service bays.
- A new integration with Google Analytics that gives auto dealers enhanced web analytics tracking.
The Digital Marketing Strategies Conference, a PCG event, is a high-level executive planning event designed to assist automotive dealers with creating a highly effective digital marketing strategy for the year ahead. The workshops are hands-on, intimate, highly engaging, and rich in content designed for dealers, managers, and Internet sales professionals who want to stay ahead of their local competition.
“We’re looking forward to this event and sharing our solutions and ideas with the dealer community. Auto dealers know they need to create more advanced digital marketing strategies and move from sporadic, generic email blasts to a more structured, automated, and individualized communications process – but they struggle with how to do it,” said Bryan Harwood, Chief Technology Officer of Outsell. “Outsell’s platform outperforms other solutions because it adapts to individual consumers’ lifecycles and engages with them in a way that is individually effective. The feedback we receive from our dealer customers is extremely positive – they’re experiencing returns that range from 9-30x on their Outsell investment.”
Outsell’s multi-channel customer engagement platform manages millions of interactions every month for dealers all major automotive brands. To learn more about Outsell, visit the company at booth #106 at the DMSC, or visit www.outsell.com. DMSC will be located at the Napa Valley Marriott Resort & Spa. To register at this event, please visit http://digitalmarketingstrategies.org/register/
Award honors top human resource executives across the country
Outsell announced today that Human Resource Executive magazine has selected Outsell Director of Human Resources Catherine Decker as one of its five 2016 HR Rising Stars. This is the magazine’s 11th year presenting this award, which honors the country’s top human resource professionals leading change and innovation across various industries. Winners were featured in the May issue of the magazine “HR’s Rising Stars.”
This award recognizes senior HR professionals who have demonstrated leadership, the ability to successfully launch significant HR initiatives and programs, and the ability to manage major HR-related tasks.
At Outsell, Catherine launched several new HR programs and processes that contributed to Outsell’s positive team culture and improved the company’s bottom line. Catherine instituted Stay Interviews, to not only increase retention but to help employee’s problem solve and create another method for employee feedback to reach senior management. She also replaced a generous PTO policy with an innovative Unlimited PTO policy which further acknowledged the high regard, appreciation, and trust the company places in its associates. Catherine brought recruiting in-house and rolled out a new Human Resource Information System (HRIS) across the organization which is making HR processes more efficient for all associates. Lastly, Catherine lends her expertise to the Outsell Leadership Team, the Compensation Sub-Committee with Outsell’s board members and the Outsell Caring Committee. Outsell has doubled its number of associates and expanded from having associates in one state to as many as 10 states during her tenure. Outsell is actively recruiting new associates across the organization. A full list of open positions may be found here http://www.outsell.com/careers/.
“On behalf of all the associates at Outsell, I would like to congratulate Catherine on this award and acknowledge her outstanding leadership in this role,” said Matt Hanley, CFO of Outsell. “Catherine believes in a progressive HR environment and developed many new programs that have proven to be very well received among Outsell employees and management.”
“As a growing company with a maturing workforce at Outsell, I am committed to working closely with senior management and associates to develop programs that support our culture and business goals,” said Decker. “I am honored to receive this award from Human Resource Executive magazine and thrilled to be recognized among the other inspiring HR professionals.”
About HR 2016 Rising Stars
Judges for this year’s contest include Charlie Tharp, chief executive officer for the Center on Executive Compensation, a division of the HR Policy Association, and former senior vice president of human resources for Bristol-Myers Squibb Co.; Michele Darling, president of Michele Darling and Associates in Mississauga, Ontario, and former executive vice president of corporate governance and human resources for Prudential Insurance Co.; Gregory Hessel, senior client partner with the human resources practice and managing director of global client development at Korn/Ferry International’s Dallas offices; and Kristen B. Frasch, managing editor of Human Resource Executive® magazine. To read stories on past winners and learn more about the award, please visit HREOnline™ HR’s Rising Stars.
Brings Years of Automotive Sales and Marketing Experience to Promote Outsell Fuel Platform
Outsell announced today that sales executive Guy Super has been promoted to Outsell’s management team as Vice President of Sales.
As Vice President of Sales, Super is focused on driving sales nationwide for the company’s powerful Outsell Fuel platform; a proprietary multi-channel customer engagement solution that makes dealers lives easier. Dealers using Outsell’s proprietary technology are tipped off when customers are most ready to engage, buy, or service. Super will manage, develop and lead the Outsell Direct to Dealer sales and business development teams and the ongoing adoption of Outsell’s solutions by dealers who rely upon Outsell’s easy to use platform to engage consumers on a consistent, individualized basis and drive more sales.
Most recently, Super was Outsell’s director of territory sales and prior to joining Outsell, Super was an award-winning sales director with Dominion Enterprises where he significantly increased sales and the company’s overall customer base. Super is a proven leader in building, managing and developing strategic sales teams and go-to-market strategies. He has also held senior management roles with Autobase, Inc. and Village Automotive Group. Super holds a Bachelor of Science in History from Lawrence University.
“Guy Super has been an essential part of the Outsell sales team and we are thrilled to have him join our management team as vice president of sales,” said Mike Wethington, president and CEO of Outsell. “Guy has an impressive track record of driving sales in the automotive industry and will be instrumental as we continue to promote the Outsell Fuel platform to dealers nationwide. Guy is a strategic sales and marketing expert, and I am thoroughly impressed with his ability to lead as well his knack for reaching out and connecting with the dealer community.”
“I’m excited about this new opportunity and continuing to work closely with the marketing, and product and development teams at Outsell to promote the Outsell Fuel platform,” said Guy Super. “I’m looking forward to building on Outsell’s current sales momentum to ensure a successful year.”
Learn how to sell smarter, not harder: Customer engagement strategies for every stage of the customer lifecycle
Outsell announced today that it has been invited to host a panel with Brian Pasch, principal of PCG Companies and dealer customer Sunshine Chevrolet at the Digital Dealer Workshop on the topic, “Selling smarter, not harder: Customer engagement strategies for every stage of the customer lifecycle” on Wednesday, May 4, 2016 at 1:30 pm ET.
Automotive dealers are great at developing relationships once a customer is in the store – but what are dealers doing to get them and keep them there? With more channels and higher expectations, dealerships want to better engage with customers and compete for their business. Dealers know they need to move from sporadic, generic email blasts to a more automated, structured and individualized communications process to stay ahead of the competition – but they struggle with how to do it.
Fortunately, there are new customer engagement tools and strategies that can transform how dealers communicate with customers and prospects throughout their lifecycle – from buyer detection to purchasing to service. Auto dealers shouldn’t treat an auto purchase as a one-and-done transaction. To stay competitive, dealers require the right arsenal of tools that will help them stay in front of the customers on a consistent and individualized basis.
Join automotive industry experts, Brian Pasch, principal at PCG Companies, Guy Super, vice president of sales, Outsell and Kristy Elliott, executive manager, Sunshine Chevrolet and part of the SunStar Network who will weigh-in on how the customer engagement process can be optimized at the dealer level. They will discuss tools and tactics as well as share first hand experiences so that dealers can better understand how they can improve their marketing effectiveness, increase engagement with leads and customers to ultimately sell more cars.
Speakers: Brian Pasch, Principal, PCG Companies, Kristy Elliott, Executive Manager, Sunshine Chevrolet and part of the SunStar Network and Guy Super, Vice President of Sales, Outsell
“Selling smarter, not harder: Customer engagement strategies for every stage of the customer lifecycle”
Crowne Plaza Philadelphia in Cherry Hill, New Jersey
Wednesday, May 4, 2016 from 1:30 – 2:20 pm EDT
To register for the event or for more information, please visit: http://www.digitaldealer.com/workshops/register/
Outsell adds powerful new functionality for dealers to its customer engagement platform
Outsell announced today that it started off the year with a successful first quarter. In Q1 2016, Outsell added powerful new functionalities to its platform which continued to drive company growth and resulted in another record quarter of sales bookings. Today, Outsell’s multi-channel customer engagement platform manages millions of consumer interactions every month for dealers nationwide representing all major automotive brands.
Outsell launched powerful new upgrades to its platform that enables dealers to engage with customers wherever they are in their lifecycle, track behaviors to identify in-market buyers, and understand shopper intensity. Outsell introduced Outsell Campaign for Dealer Groups, making it easy for multi-store groups to engage consumers at the right time in their individual lifecycles with targeted messages. New Service Campaigns were also launched, which helps boost traffic to dealer service bays. Also, Oustell delivered to its dealer customers new integration with Google Analytics that gives auto dealers enhanced web analytics tracking. Outsell now automatically adds UTM coding to links in all campaigns, enabling dealers to see campaign impact within their Google Analytics accounts.
Outsell also exhibited at the NADA Convention and Expo where significant attention was garnered by the platform, and especially one of it’s most popular offerings, BuyerScout®, the only buyer detection solution that analyzes behavioral trends, tracks consumer engagements, and tips off dealers when leads and current customers are in market –helping salespeople focus their efforts on prospects who are most likely to buy. A recent Polk data matchback study found that BuyerScout is highly accurate at pinpointing consumers who are likely to purchase: 17.8% of prospects on BuyerScout reports purchase a vehicle within 90 days.
“2016 is off to a solid start with the roll out of several new offerings for our automotive dealers using the Outsell Platform. These offerings will help dealers achieve a true competitive advantage and better connect with customers,” said Mike Wethington, CEO of Outsell. “As we look ahead this year, we are committed to developing new and easy marketing solutions that help our dealers interact with their customers and prospects at every stage of the customer lifecycle.”
Other Outsell accomplishments for Q1 2016 include winning several industry accoldades, such as:
- Minneapolis/St. Paul Business Journal selected Bryan Harwood, CTO as a “2016 Titans of Technology.”
- Outsell Fuel won a 2016 Bronze Stevie Award for Sales & Customer Service for New Version Marketing Solution.
- Outsell and agency partner Saatchi & Saatchi’s 2015 Toyota Camry Launch campaign won the following industry awards:
- Interactive Media Award for Best in Class in the Automobile category,
- Internet Advertising Competition Award for Best Automobile Integrated Ad Campaign and Best Of Show Integrated Ad Campaign,
- 2015 Summit Emerging Media Award (EMA) Leader Award for Consumer Integrated Campaign,
- 2016 Silver Stevie Award for Sales & Customer Service for Outbound Marketing Program of the Year.
For more information about Outsell’s customer engagement platform, please visit: http://www.outsell.com/fuel/.
Toyota Campaign Wins Industry Awards
2015 Toyota Camry Launch Campaign Wins Interactive Media Award, Internet Advertising Competition Award and Named a Finalist for Digiday Content Marketing Award
Outsell announced today that in partnership with Saatchi & Saatchi, the 2015 Toyota Camry Launch campaign recently received several more industry accolades. The 2015 Toyota Camry Launch campaign has earned a total of nine international marketing and advertising awards and honors.
Outsell and Saatchi & Saatchi’s 2015 Toyota Camry Launch recently earned the following recognition:
- Interactive Media Award – Won Best in Class in the Automobile category
- Internet Advertising Competition Award – Won Best Automobile Integrated Ad Campaign and Best Of Show Integrated Ad Campaign
- Digiday Content Marketing Award – Finalist for Best Branded Email Content/Campaign
“I’m extremely proud of the creative teams at Outsell and Saatchi & Saatchi that produced the 2015 Camry launch campaign for Toyota North America and the industry recognition that this launch continues to receive,” said Mike Wethington, President and CEO, Outsell. “I want to thank the Interactive Media Council, Web Marketing Association and Digiday judging committees for the acknowledgement.”
2015 Toyota Camry Launch
Outsell and Saatchi & Saatchi developed an integrated media campaign to help Toyota dealers sell down the 2014 Camry inventory before the 2015 models arrived on dealer lots. The campaign kicked off by connecting to 207 dealer databases nationwide to send dealer-branded campaigns via email, which led them to a microsite, using sophisticated data-driven behavioral targeting in order to find potential Camry buyers.
Each phase, from sell-down to post-launch, generated unprecedented level of consumer engagement. 150,000 people nationwide interacted with the campaign, and 11,600 of these people clicked to “Schedule Test Drive.” Most importantly, consumers who interacted with this campaign generated approximately $21,277,537 in Camry sales revenue for participating dealers.*
To view examples of the award-winning campaign, please visit: http://www.outsellauto.com/files/saatchi/CamryAward2015/
*To calculate linked sales revenue, we looked at individuals who interacted with the campaign and subsequently purchased a new Toyota Camry from a participating dealer. Revenue was calculated based on price paid to dealers for each Camry sale.
About Interactive Media Awards
The Interactive Media Awards™ recognize the highest standards of excellence in website design and development and honor individuals and organizations for their outstanding achievement.
Created by the Interactive Media Council, Inc. (IMC), a nonprofit organization of leading web designers, developers, programmers, advertisers and other web-related professionals, the competition is designed to elevate the standards of excellence on the Internet and offer winners a boost in marketing and exposure. IMC serves as the primary sponsor and governing body of the Interactive Media Awards, establishes the judging system and provides the judges for the competition. A list of all the 2016 winners can be found here, http://www.interactivemediaawards.com/winners/search.asp.
About Interactive Advertising Competition
The Web Marketing Association announced the winners of its annual Internet Advertising Competition (IAC) Awards, an effort to honor excellence in online advertising and to recognize the individuals and organizations responsible for the best in Internet marketing. The IAC Awards are the first and only industry-based advertising award competition dedicated exclusively to online advertising. A list of all the winners can be found here, www.IACAward.org.
About Digiday Content Marketing Award
The annual Digiday Content Marketing Awards recognize innovative, boundary-pushing content that connects audiences to brands, ideas and movements. This year’s jury panel, comprised of top executives from Chobani, New Balance, Huge, among others, evaluated a record number of entries for this year’s competition. All finalists will be honored and winners revealed on May 18, 2016 at The Edison Ballroom in New York City. Click on this link to view a list of all the categories and Finalists.
Outsell is showcasing its solutions at this week’s NADA Convention and Expo, taking place in Las Vegas from March 31-April 3, 2016.
At booth #6500N, Outsell will feature:
- Outsell Fuel, a multi-channel customer engagement platform that enables automotive dealers to engage with customers wherever they are in their lifecycle, track behaviors to identify in-market buyers, and understand shopper intensity.
- BuyerScout®, the only buyer detection product that predicts who’s going to buy and provides dealers with a scored list and information into what consumers are doing, identifying hot prospects before your competition. BuyerScout arms your sales team with the information they need to focus their efforts on who’s ready to engage, service or buy. A recent Polk data matchback study found that BuyerScout accurately pinpoints consumers who are likely to purchase: 8% of consumers on BuyerScout reports purchase a vehicle within 90 days.
- New Service Campaigns, which run on the Outsell Fuel platform and help boost traffic to dealer service bays.
- A new integration with Google Analytics that gives auto dealers enhanced web analytics tracking. Outsell now automatically adds UTM coding to links in all campaigns, enabling dealers to see campaign impact within their Google Analytics accounts.
The NADA Convention and Expo is the world’s largest international gathering place for franchised new-vehicle dealers. Attendees come to learn about new industry innovations.
“Auto dealers know they need to move from sporadic, generic email blasts to a more automated, structured and individualized communications process – but they struggle with how to do it,” said Mike Wethington, founder and CEO of Outsell. “Outsell’s platform outperforms other solutions because it adapts to individual consumers’ lifecycles and engages with them in a way that is individually effective.” According to Wethington, many dealers are experiencing returns from 5-25x on their Outsell investment.
To learn more about Outsell, visit the company at booth #6500N during the NADA Convention, or visit www.outsell.com.
1 out of 5 prospects on BuyerScout reports purchase a vehicle within 90 days
Outsell announced today the results of a new data analysis on the effectiveness of its unique BuyerScout® buyer detection solution.
BuyerScout is the only buyer detection product that analyzes behavioral trends, tracks consumer engagements, and tips off dealers when current customers and prospects are in market – helping salespeople focus their efforts on prospects who are most likely to buy. Dealers describe BuyerScout as highly accurate, and report that they are closing more deals by targeting consumers on their BuyerScout ‘Most Likely Buyers’ reports.
To confirm that point, Outsell contracted with IHS for a data matchback project, comparing consumers listed on its BuyerScout Most Likely Buyers reports with Polk data, the “gold standard” for tracking new and used vehicle sales across the United States. Outsell wanted to definitively measure whether the consumers identified by BuyerScout as actively in market for a vehicle actually purchased from any dealer.
The matchback found:
- BuyerScout accurately pinpoints consumers who are likely to purchase: 17.8% of consumers on BuyerScout reports purchase a vehicle within 90 days.
- BuyerScout’s predictive models are identifying dormant prospects who are back in market to buy a vehicle: On average, 15.2% of BuyerScout-identified prospects purchased within 90 days.
- BuyerScout prospects purchase vehicles – but not always from the dealer at which they were identified: The data showed that five times as many of those BuyerScout prospects are purchasing from another dealer.
- Sometimes BuyerScout prospects even purchase the same brand from another dealer: Of those BuyerScout prospects that buy, 23% of them convert with the dealership at which they’re identified – but 34% of them are buying the same manufacturer at a competing dealership.
- BuyerScout alerts dealers to previous customers coming back in market: Of BuyerScout-identified owners that buy, 53.9% of them come back to buy at their previous dealership, but another 46.1% (almost half) choose not to come back for their next purchase – and 13% of them are buying that very same brand at another dealership.
“Dealers report that BuyerScout has a measurable impact on their sales,” said Bryan Harwood, CTO of Outsell. “But we wondered whether dealers were getting the most out of the BuyerScout data. The best way for us to determine that was to see whether consumers identified by BuyerScout are actually buying. And the good news is, they are – the Polk data show that BuyerScout’s predictive models are highly accurate.”
“We’re excited to see these great results from the study, and will continue to share tips with our clients,” Harwood continued. “Dealers who are actively utilizing BuyerScout to identify buyers earlier in their purchase cycle can provide those buyers with the best possible experience to keep themselves in consideration. This will help our dealer customers improve conversion and close rates.”
Dealers who would like to learn more about BuyerScout, or who are already using BuyerScout and want to ensure they are getting the most of out of it, can visit http://www.outsell.com/buyerscout/.
Outsell will showcase BuyerScout during the upcoming NADA Convention and Expo, the world’s largest international gathering place for franchised new-vehicle dealers, taking place in Las Vegas from March 31-April 3, 2016. Visit Outsell at booth #6500 N.
Outsell announced today a new set of personalized, automated marketing campaigns intended to help boost traffic to dealer service bays.
Until now, Outsell has offered campaigns to help dealers sell new and used cars. In adding service campaigns, Outsell helps dealers increase service traffic and revenue by adapting to the unique life stages and behaviors of individual consumers and engaging with them on an individualized basis. Campaigns remind customers of upcoming service milestones, reinforce loyalty with existing service customers, and entice prospects who haven’t serviced at their store to come in for a tune-up.
Bryan Harwood, CTO of Outsell, said, “Our dealer customers asked for us to add service campaigns after experiencing strong ROI on their Outsell sales campaigns. We’re excited to bring this new capability to our dealer customers across the United States.”
Gross profit margins for dealerships are much higher for service and parts than they are for auto sales. In fact, NADA survey data shows that service and parts typically account for 44 percent of an auto dealer’s gross profit. There is also a strong connection between service and future sales: according to Google, shoppers who service their vehicles at a particular dealership are at least 2x more likely to purchase or lease their next vehicle from that dealership.
To learn more about Outsell’s service campaigns, visit http://www.outsell.com/service-campaigns/.
Outsell will demonstrate its offerings during the upcoming NADA Convention and Expo, the world’s largest international gathering place for franchised new-vehicle dealers, taking place in Las Vegas from March 31-April 3, 2016. Visit Outsell at booth #6500 N.