THE FUTURE. Of Your Dealership Lessons from the Auto Dealer Vertical
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1 THE FUTURE Of Your Dealership Lessons from the Auto Dealer Vertical
2 ABOUT YOUR PRESENTERS DAN BARSON Auto-guy and former head of business development for NADA (guides) and ADESA (auction) following bright career with Ford and American Isuzu Leads manufacturer relations and member services at the American International Automobile Dealers Association (AIADA) Responsible for AIADA affinity partner program of best in class dealer services SCOTT DERKSEN Former CIO & CTO of IRON Solutions and expert in the integration of industry data with platforms, applications and vertical business processes Leads business development at NetSuite+Oracle, driving global ISV partnerships in omnichannel commerce, payments, tax, shipping and automotive DMS Leads Oracle s SuiteSuccess vertical industry initiative for global NetSuite partners
3 WHAT S GOIN ON HERE? Where we re going we don t need roads -Dr. Emmett Brown
4 ACTING INDEPENDENTLY Simply Stated The views expressed in this presentation are our own and do not necessarily reflect the views of Oracle and/or it s affiliates or the American International Automobile Dealers Association (AIADA). They are intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver, or predict the future, and should not be relied upon in making purchase decisions. All trademarks, service marks, trade names, trade dress, product names and logos are the property of their respective owners
5 STORYBOARD Auto Retail & Challenges How is the Market Shifting Technology Enables Dealers Cox Case Study Q&A
6 TODAY S AUTO RETAIL * * Source: AutoTrader Car Buyer of the Future 2015 Study
7 ONLINE ENGAGEMENT Shoppers spend hours researching for a new car. 29% offline 71% online Source: 2014 Polk Automotive Buyer Influence Study
8 MANY TRUSTED SOURCES On average, today s shopper turns to 24 research points Source: Google Shopper Sciences, Zero Moment of Truth Study, U.S S
9 SHOWROOM IS SHIFTING 67% of new-car buyers don t contact the dealer prior to the first physical showroom visit. Source: Polk and AutoTrader, 2013 Automotive Buyer influence study S
10 VISITORS ARE BUYERS Average car-buyer will make only 1.3 lot visits before purchase. Source: Dealertrack Digital Retailing
11 BUYERS ARE NO LONGER PATIENT 9 out10 of Consumers want an extremely efficient purchase process.* 2014 Deloitte Automotive Consumer Study S
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13 BUYERS DEMAND TRANSPARENCY Want to be fully prepared before walking into a dealership. 89% Build trust by making information accessible online. Want a guaranteed price upfront. 66% Customers see and understand the value of upfront pricing as it will save them time and generally lead to a smoother transaction process at the dealership. Want the guarantee to be VIN specific and available. 82% Shoppers are turned off by offers on vehicles that are not on a dealer lot Edmunds Car shopping trends S
14 TECHNOLOGY ENABLES THE SHIFT CUSTOMER PERCEPTION TODAY CONTROLLED Single Process for Everyone TRANSFORMED SELF DIRECTED Personalized Shopping Experience TEDIOUS 3 to 4 Hours in the Dealership FAST Process is Measured in Minutes not Hours RIGID Limited Options TRANSPARENT Profitable and Predictable UNCOMFORTABLE Unpleasant Interactions and Negotiation ENJOYABLE Building & Strengthening Relationships
15 DMS OF THE FUTURE Will Include Full Data Integration Eliminate Manual Entries Open to New Technologies Low Cost 2017 Cox Auomotive
16 REMARKETING Data Driven Inventory Color and Options Model Populations (registration data) Population Demographics Vehicle History Reports (Carfax/Experian) Default Rates by Model Data Driven Operations Connected Dealer Management System Used Car Inventory Tools Data Mining Tools Targeting Marketing Campaigns CRM tools Integrated to Web Presence Evolving Dealer Websites Supported by Data
17 INTEGRATED DEALERS Website Features Inventory Marketing & Retailing Transparent Pricing Integrated Dealer & OEM Incentives Trade Valuation Shopping Cart Finance Portal Pre-Qualify, Payment Sched Warranty & Maintenance Mobile & Retargeting S
18 RESULTS OF DIGITAL RETAIL 3 hrs* online 1.75 hrs* in-store S
19 TECHNOLOGY DRIVING PURCHASES Technology is becoming more important than brand More than half of millennials will switch brands for technology features 89% of the market will wait a model year to get the technology they are waiting for
20 TECHNOLOGY INFORMATION Dealer website is second only to OEM Dealers are scrambling to satisfy customer demand for information Dealers are promoting their own brand by leap-frogging availability of technology product marketing
21 AUCTION TECH TIMELINE Concord Auto Auction (1941) Dealership Minds Summit 2017
22 AUCTION TECH TIMELINE IN LANE EXPERIENCE (1990s) Dealership Minds Summit 2017
23 AUCTION TECH TIMELINE INEGRATION OF TECNOLOGY AND DATA (2000s) Dealership Minds Summit 2017
24 AUCTION TECH TIMELINE ONLINE LIVEBLOCK (2000s) Dealership Minds Summit 2017
25 AUCTION TECH TIMELINE ONLINE LIVEBLOCK (2000s) Dealership Minds Summit 2017
26 AUCTION TECH TIMELINE PRIVATE LABEL AUCTION SITES (2000s) Dealership Minds Summit 2017
27 AUCTION TECH TIMELINE MOBILE AUCTION WITH ADVANCED TECHNOLOGY (2000s) -Satellite, Online, Live Feeds Dealership Minds Summit 2017
28 AUCTION TECH TIMELINE Mobile Buyer & Inventory Management Console Dealership Minds Summit 2017
29 COX CASE STUDY Dealership Minds Summit 2017 S
30 COX CASE STUDY Strategic Questions What will the used car landscape look like by 2020? Will credit affordability impact sales? Will early adopters embrace digital retailing? How will car tech influence buyers? Will dealers embrace open platform software? Supporting Facts 4.6M used cars coming off lease in 2020 driving down new inventory, mismatched to used market needs 74% of customers prefer online F&I process driving real digital retailing demand Customers want to build deals before getting to dealership 56% pre-negotiate, 61% pre-review payments, 65% budget planning, 78% online credit Dealership Minds Summit 2017
31 THE NEW BUSINESS MODEL Acquiring its way to fully integrated market: 1968: Cox Media Acquires Manheim Auto Auctions 1997: Partners with ADP to form AutoConnect, Launch AutoTrader in 1999 by combining assets 2001: Banks collaborate to create Dealertrack 2007: Dealertrack gets SaaS with Arkona Cloud DMS 2010: AutoTrader buying spree vauto, KBB, HomeNet, VinSolutions Reaches $1B Revenue 2012: Manheim acquires Dealer Services Corp & forms NextGear Capital 2013: AutoTrader pulls plug on $300M IPO, DealerMatch (dealer to dealer sales platform) fails 2014: COX Act Now, Be Bold, Stay True Buys Autotrader, forms Cox Automotive, buys Xtime. Dealertrack Buys Dealer.com for $1B 2015: COX automotive buys Dealertrack for 4.5B Touches 75% of transactions in market. Dealership Minds Summit 2017 S
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33 Thank you! Any Questions?
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