Certified Pre-owned Program

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Mae Rosaline Hodges
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1 Certified Pre-owned Program Guide

2 Table of contents infiniti CPO ANNOUNCEMENT To: All Infiniti Dealers Infiniti CPO ANNOUNCEMENT CARFAX BENEFITS Acquisition MARKETING Retail Support Please join me in welcoming CARFAX as the exclusive vehicle history provider for the Infiniti Certified Pre-Owned Program. Beginning May 1, 2012, a CARFAX Vehicle History Report is a required element of our certified program. Confirming that our certified vehicles have a clean title history offers peace of mind for all of our certified pre-owned customers. CARFAX s role with our program will extend beyond Vehicle History Reports. CARFAX will host a website on our dealer portal which will allow you to view your current certified inventories, report certified sales, print limited warranty applications, and track certified sales by month/by VIN. Our objective was to provide a more efficient system with greater ease of use. The arrangements you currently have with CARFAX can remain the same. For dealers on the CARFAX pay-per-vin pricing plan, Infiniti will cover the cost of CARFAX Reports for vehicles sold as CPO. CARFAX Advantage Dealers can run CARFAX Reports for Infiniti CPO vehicles at no additional cost. Implementing a consistent certified process is proven to drive higher dealership loyalty in sales and service retention. Infiniti recognizes this opportunity, and we have expanded our resources and our investments accordingly with: All-new reporting website All-new point-of-sale materials Incremental digital advertising and paid search Special consumer APR rates across all certified models Free vehicle listings of certified units on select websites Listed below are various support lines should you require additional information on any aspect of our certified program. With your engagement, I m confident these program enhancements will push us well beyond 100,000 certified sales in FY12. Best regards, Martin J. Gleason Senior Manager, Certified Pre-Owned Infiniti North America, Inc. CARFAX Customer Support CARFAX Advantage Dealer Dedicated Support DMI CPO Collateral Infiniti CPO Support or NNAnet Dealer Portal Dealer Material Ordering certifiedpre-ownedsupport@infiniti-usa.com ii // Infiniti CPO Process Guide 1

1 40% of used car buyers will only accept a CARFAX Report for vehicle history information.2 58% of used car buyers say the Internet is the most influential source leading them to the dealer.

3 CARFAX Benefits Credibility As an Infiniti CPO dealer, you have access to more than vehicle history from CARFAX. You get support at every stage of your sales process, from buying the right cars to holding more gross at the deal table. 8 out of 10 shoppers know and trust the CARFAX brand.1 40% of used car buyers will only accept a CARFAX Report for vehicle history information.2 58% of used car buyers say the Internet is the most influential source leading them to the dealer.3 Dealers build confidence with shoppers when they provide the CARFAX Report upfront and only CARFAX can help dealers do this online with 400+ used car website partnerships. Vehicles marketed with a CARFAX Report have an online turn an average of 14 days faster.4 ADVERTISING Build Consumer Confidence ACQUISITION Know Before You Buy RETAIL Build Confidence at the Deal Table Build more confidence with customers using the CARFAX Buyback Guarantee, free with every CARFAX Report on your certified vehicles. Quality Data CARFAX has the most comprehensive vehicle history database with more than 34,000 sources and over 10 billion records. 1, 2 CARFAX quarterly brand awareness study Polk/AutoTrader study 4 Vehicles marketed online with CARFAX 2 // Infiniti CPO Process Guide 3

CARFAX helps you source inventory online and at auction.

car we consider at the auction, online, or on trade.

4 CARFAX helps you source inventory online and at auction. Acquisition Know before You buy "We run a CARFAX Report on every car we consider at the auction, online, or on trade. Knowing the car s history before we buy helps us get the right cars, at the right price. Nick Dillon, Buyer Momentum Infiniti CARFAX Reports are available on these featured partner auction sites: 4 // Infiniti CPO Process Guide 5

You can access and run CARFAX Reports with the

5 You can access and run CARFAX Reports with the 'CARFAX for Dealers' mobile app for iphone and Android. Use CARFAX Reports to make good buying decisions on-the-go Run CARFAX Reports on-the-go through these preferred partner mobile applications: 6 // Infiniti CPO Process Guide 7

Link CARFAX Reports to your site and any of these partner sites,

are viewed by hundreds of shoppers each day.

shoppers the information they re looking for to go from online

CARFAX Reports can be linked to listings on these preferred

6 Link CARFAX Reports to your site and any of these partner sites, free. Marketing Build Consumer Confidence Our online listings are viewed by hundreds of shoppers each day. By offering a CARFAX Report on every car we list online, we give shoppers the information they re looking for to go from online shoppers to on lot buyers. CARFAX Reports can be linked to listings on these preferred partner sites and more than 400 others: Kirk Shumaker, Sales Manager Infiniti of Mechanicsburg 8 // Infiniti CPO Process Guide 9

s value and helps us hold more gross at the deal table.

7 In addition to the CARFAX Report, offer your CPO buyers the CARFAX Buyback Guarantee. It's proof that we stand behind our data. Retail Build Confidence at the Deal Table We walk our customers through the CARFAX Report as a standard part of our sales process, which builds customer confidence in the car s value and helps us hold more gross at the deal table. Kirk Pennybaker, Used Car Manager Dreyer & Reinbold Infiniti Infiniti Certified Pre-Owned Vehicles purchased with a CARFAX Vehicle History Report that does not contain any DMV-reported incidents (salvage, fire, flood damage, odometer problems, lemon history) may be eligible for the CARFAX Buyback Guarantee. 10 // Infiniti CPO Process Guide 11

Infiniti CPO point of sale materials alongside free CARFAX materials and

com to order your free CARFAX point of sale materials and download assets to use

8 Infiniti CPO point of sale materials alongside free CARFAX materials and marketing assets help you market your CPO cars and build trust with shoppers. Carfax-branded point of sale materials Build trust in your brand Go to to order your free CARFAX point of sale materials and download assets to use in your advertising.* New Infiniti CPO materials are available on the NNAnet Dealer Portal. 12 // Infiniti CPO Process Guide 13 *Available for CARFAX subscribing dealers.

9 Review the CARFAX Report with your CPO buyer to build confidence in your asking price. Carfax helps you hold more gross at the deal table 14 // Infiniti CPO Process Guide 15

Questions on how the new CPO Program affects you as a current CARFAX subscriber?

10 CARFAX Representatives provide dedicated support and sales training when and where you need it. Support carfax is here to help Schedule a best practice training for your store today! Questions on how the new CPO Program affects you as a current CARFAX subscriber? Not yet a subscriber and interested in hearing about exclusive promos for Nissan dealers only? CARFAX Sales Line CARFAX Customer Support CARFAX Advantage Dealer Dedicated Support // Infiniti CPO Process Guide 17

CPO-BR CPO STUDY MAXIMIZING MARKET POTENTIAL

CPO-BR CPO STUDY MAXIMIZING MARKET POTENTIAL CPO-BR-17 2016 CPO STUDY MAXIMIZING MARKET POTENTIAL THE FUTURE IS BRIGHT FOR CPO SALES Certified Pre-Owned (CPO) sales are on the rise and The benefits for dealers are clear. CPO vehicles sell an the