Subaru Dealerships Using HookLogic – Performance and Results

2014 was a great year for our Subaru dealer clients. Take a look at the Performance Analysis Reports we put together in partnership with IHS / POLK. Below is a quick overview summary, but then continue to read below for more specifics and to download the Mazda Performance Analysis Report Inf0-graphic. These are some AMAZING results.

Subaru Performance Summary

• 22,830 Hooklogic Incentivized Leads
• 8,686 Walk-ins
• 38% Lead-to-Show rate
• 68% (7 out of 10) Purchase Rate
• 26% Internat Closing Ratio
• 69% Loyalty / Defection Rate
• 73% Conquest Sales Rate

Purchase Analysis Report for Subaru dealerships:

22,830 Hooklogic Leads were generated and incentivized for our Subaru dealer clients during the months of  6/1/2013 – 5/31/2014

Of those incentivized leads, 8,686 walked into a Subaru dealership that utilizes HookLogic’s suite of products after engaging with either Wed2Show or Lead2Show. That makes for a 38% Lead-to-Show rate. This is more than twice the national average of 17%.

Subaru Sales Match Data

Of the 8,686 leads that were incentivized and walked into this group of Subaru dealers for a test drive, 68% (7 out of 10) purchased a vehicle.

*This group of Subaru dealers are closing HookLogic incentivized showroom ups at 68% with an overall Internet lead closing ratio of... 26%. Do you currently have a lead source that's closing at Twenty six percent? Do you have a tool that allows you to incentivize your existing 3rd Party and 1st Party leads - allowing you to close those leads at a higher ratio

Here is another quick review of the Performance Summary..

Subaru Performance Summary

• 22,830 Hooklogic Incentivized Leads
• 8,686 Walk-ins
• 38% Lead-to-Show rate
• 68% (7 out of 10) Purchase Rate
• 26% Internat Closing Ratio
• 69% Loyalty / Defection Rate
• 73% Conquest Sales Rate

Loyalty/Defection and Conquest Sales

The Loyalty/Defection rate for our Subaru dealer's is 69%. Meaning, of those customers that sent in a lead for a Subaru, bought a Subaru. Our Subaru dealers also have a 73% Conquest Sales Rate. 

*A conquest sale occurs when a consumer purchases a Subaru and did not already have a Subaru vehicle in their garage. Subaru average conquest sales rate: 36%. 

Whether it’s a lead originating from your dealer’s website, 3rd Party Lead, Online Chat lead or HookLogic Web2Show, when more in-market shoppers show up at your dealership for a test drive, you sell more cars.

If you're a Subaru dealer and looking to increase your website leads, internet closing ratio or your lead-to-show rate and overall sales opportunities, Call 855-LEAD-2-SHOW or contact us to learn more.

Mazda Dealerships Using HookLogic – Performance and Results

So far we have introduced the 2014 Performance Analysis Reports for Volkswagen, Ford, Chrysler, Toyota, and Kia. Who's next? How about Mazda? Here's a quick summary:

Mazda Performance Summary

• 9,609 Hooklogic Incentivized Leads
• 2,423 Walk-ins
• 25% Lead-to-Show rate
• 61% (7 out of 10) Purchase Rate
• 15% Internat Closing Ratio
• 64% Loyalty / Defection Rate
• 70% Conquest Sales Rate

Purchase Analysis Report for Mazda dealerships:

9,609 Hooklogic Leads were generated and incentivized for our Mazda dealer clients during the months of  6/1/2013 – 5/31/2014

Of those incentivized leads, 2,423 walked into a Mazda dealership that utilizes HookLogic’s suite of products to test drive a vehicle after engaging with either Wed2Show or Lead2Show. That makes for a 25% Lead-to-Show rate. This is more than twice the national average of 17%.

Mazda Sales Match Data

Of the 9,609 leads that were incentivized and walked into this group of Mazda dealers for a test drive, 61% (6 out of 10) purchased a vehicle.

*This group of Mazda dealers are closing HookLogic incentivized showroom ups at 61% with an overall Internet lead closing ratio of 15%.

Most dealers do a good job at measuring their lead closing ratios and closing the customer once they’re in the showroom. What dealers miss out on measuring is their Lead-to-Show.

Mazda Performance Summary

• 9,609 Hooklogic Incentivized Leads
• 2,423 Walk-ins
• 25% Lead-to-Show rate
• 61% (7 out of 10) Purchase Rate
• 15% Internat Closing Ratio
• 64% Loyalty / Defection Rate
• 70% Conquest Sales Rate

Loyalty/Defection and Conquest Sales

The Loyalty/Defection rate for our Mazda dealer's is 64%. Meaning, of those customers that sent in a lead for a Mazda, bought a Mazda. Our Mazda dealers also have a  70% Conquest Sales Rate. 

*A conquest sale occurs when a consumer purchases a Mazda product and did not already have a Mazda vehicle in their garage. Mazda average conquest sales rate: 38%. 

Whether it’s a lead originating from your dealer’s website, 3rd Party Lead, Online Chat lead or HookLogic Web2Show, the more in-market shoppers showing up at your dealership, the more opportunities and more sales you'll get.

If you're a Mazda dealer and looking to increase your website leads, internet closing ratio or your lead-to-show rate and overall sales opportunities, Call 855-LEAD-2-SHOW or contact us to learn more.

HookLogic Launches Mobile2Show

HookLogic Helps Auto Dealers Conquest Customers Away From Competitors New York, NY— January 21, 2015 – HookLogic, the global leader in commerce search advertising and premium provider of lead-generating incentive solutions for automotive dealers, today announced the launch of Mobile2Show, a best in class mobile targeting and showrooming solution. Mobile2Show targets competitive dealership/brands in the mobile environment, both on the dealer’s site as well as other local and regional sites, and drives prospects away from competitors and into the dealership’s showroom.

“Mobile usage has become an important part of the car buying process. Over 60 percent of customer’s visiting an auto dealer’s lot will use their smartphones to simultaneously shop the competition. And two thirds of those will leave that dealership and visit another store within a day. This is called showrooming. Now, more than ever, dealers need a mobile strategy,” said David Metter, president of automotive for HookLogic.

Mobile2Show "Showrooming" Solution from David Metter on Vimeo.

Mobile2Show helps dealers to conquest customers away from a competitor’s dealership and into their showroom. Its responsive design enables the display of a call to action on mobile devices or the dealer’s mobile site. Once clicked, the incentive is delivered by email or text message and the customer is promptly connected to the dealership through the e-delivery of driving directions, or via phone.

HookLogic’s user interface has over 19,000 franchised dealerships precisely mapped out, making it an easy process for dealers and OEMs to locate and choose specific competitive dealerships to target with Mobile2Show. When a customer at a targeted competitor searches the dealer’s or OEM’s site, a dynamic offer pushes the customer out of the competitor’s dealership and into the Mobile2Show dealership for a test drive. Once at that dealership, the customer redeems their offer via a simple 30-second process that precisely attributes the showroom visit and sale back to the mobile offer. Mobile2Show is the first true automotive showrooming solution tied to HookLogic’s award-winning attribution engine, which can directly attribute sales at the dealership, and in most states, from other dealerships as well.

Should the customer fail to visit the dealership’s website while showrooming, HookLogic’s dynamic incentives enable Mobile2Show to target customers browsing on hundreds of other mobile websites and apps powered by Verve Mobile. Each dealership and OEM can customize the targeting of customers based on geographic region and local Auto Intenders. Mobile2Show can also retarget consumers that showed interest in an earlier mobile visit, enabling dealers to reach the right customer at the right time with the right offer...

“Our dealers and OEM partners can protect their own backyard, conquest around competitor’s dealerships, and even retarget opportunities,” said Metter.

Mobile2Show is the latest addition to the AutoHook Suite of Solutions which includes: Web2Show, a tool that converts traffic from the dealer’s website into more showroom visitors. Prospects that visit the dealer’s site are invited to choose a free gift, redeemable by visiting their showroom. And Lead2Show, a tool that maximizes the dealers 3^rd party leads using scoring via data partners, such as Polk and Dataium, to immediately identify the highest intent to buy customers.

To schedule a demonstration of Mobile2Show or any of the AutoHook Suite of Solutions at NADA 2015, January 23-25, or at any time, click here and fill out the quick form.

Volkswagen Dealerships Using HookLogic – Performance and Results

Volkswagen is one of our first OEM partners. We've been increasing the lead-to-show rate for a lot of VW dealers over the last few years. Let's take a look at the performance for our Volkswagen dealers in 2014.

Purchase Analysis Report for Volkswagen dealerships:

24,825 Hooklogic Leads were generated and incentivized for our Volkswagen dealer clients during the months of  6/1/2013 – 5/31/2014

Of the 24,825 incentivized vehicle leads, 7807 walked into a Volkswagen dealership that utilizes HookLogic’s suite of products to test drive a vehicle after engaging with either Wed2Show or Lead2Show. That makes for a 31% Lead-to-Show rate. This is more than twice the national average (17%) Show Rate on internet leads.

Volkswagen Sales Match Data

Of the 24,825 leads that were incentivized and walked into this group of Volkswagen dealers for a test drive, 64% (nearly 6 out of 10) purchased a vehicle.

This group of Chrysler dealers are closing HookLogic incentivized showroom ups at 64% with an overall Internet lead closing ratio of  20%.

Most dealers do a good job at measuring their lead closing ratios and closing the customer once they’re in the showroom. What dealers miss out on measuring is their Lead-to-Show rate. A very important stat.

Loyalty/Defection and Conquest Sales

The Loyalty/Defection rate for our Volkswagen dealer's is 66%. Meaning, of those customers that sent in a lead for a Volkswagen, bought a Volkswagen. Our Volkswagen dealers also have a  64% Conquest Sales Rate.

*A conquest sale occurs when a consumer purchases a Volkswagen vehicle and did not already have a Volkswagen vehicle in their garage. Volkswagen's average conquest sales rate: 41%. 

Whether it’s a lead originating from your dealer’s website, 3rd Party Lead, Online Chat lead or HookLogic Web2Show – By getting more in-market shoppers to Show Up at your Volkswagen dealership, you get more opportunities to make a sale.

If you're a Volkswagen dealer and looking to increase your website leads, internet closing ratio or your lead-to-show rate and overall sales opportunities, Call 855-LEAD-2-SHOW or contact us to learn more.

Ford Dealerships Using HookLogic – Performance and Results

Yesterday we posted our Performance and Purchase Analysis results for all our Kia dealer clients in 2014. Today we are posting the results with our Ford dealer clients. Remember, we partner with IHS / Polk to acquire and validate lead to close performance. IHS/POLK allows us to track lead attribution from lead conception all the way to the sale. Not just a sale at your dealership but a sale all-together.

Purchase Analysis Report for Ford dealerships:

32,155 Hooklogic Leads were generated and incentivized for our Ford dealer clients during the months of  6/1/2013 – 5/31/2014

Of the 32,155 incentivized vehicle leads, 9838 walked into a Ford dealership that utilizes HookLogic’s suite of products to test drive a vehicle after engaging with either Wed2Show or Lead2Show. That makes for a 31% Lead-to-Show rate. This is more than twice the national average (17%) Show Rate on internet leads.

Ford Sales Match Data

Of the 32,155 leads that were incentivized and walked into this group of Ford dealers for a test drive, 68% (nearly 7 out of 10) purchased a vehicle.

This group of Ford dealers are closing HookLogic incentivized showroom ups at 68% with an overall Internet lead closing ratio of 22%.

Most dealers do a good job at measuring their lead closing ratios and closing the customer once they’re in the showroom. What dealers miss out on measuring is their Lead-to-Show rate. A very important stat.

This year we've added 2 new sections to the Performance Infographic: Loyalty/Defection and Conquest Sales.

The Loyalty/Defection rate for our Ford dealers is 71%. Meaning, of those customers that sent in a lead for a Ford, bought a Ford. Our Ford dealers also have a  57% Conquest Sales Rate.

*A conquest sale occurs when a consumer purchases a Ford vehicle and did not already have a Ford vehicle in their garage. Ford's average conquest sales rate: 26%. 

Whether it’s a lead originating from your dealer’s website, 3rd Party Lead, Online Chat lead or HookLogic Web2Show – By getting more in-market shoppers to Show Up at your Ford dealership, you get more opportunities to make a sale.

If you're a Ford dealer and looking to increase your website leads, internet closing ratio or your lead-to-show rate and overall sales opportunities, Call 855-LEAD-2-SHOW or contact us to learn more.

KIA Dealerships Using HookLogic - Performance and Results

Last year we posted several of our OEM Performance and Purchase Analysis results in the form of info-graphics. The response was amazing, due to the eye opening data we are able to provide buy utilizing our partnership with IHS / Polk. Partnering with IHS / Polk allows us acquire and validate Lead to Close performance. In return, showing lead attribution from lead conception all the way to the sale. Not just a sale at your dealership but a *sale all-together.

The first OEM we’re going to analyze this year is KIA.

Let’s review the KIA Purchase Analysis Report from top to bottom...

Hooklogic Performance for Kia dealers in 2014

Starting from the top, you see “Leads Generated“. During the months of  6/1/2013 – 5/31/2014 HookLogic generated and incentivized 22,338 leads for our Kia dealerships.

Of the 22,338incentivized vehicle leads, 6,472 of those customers leads walked into a Kia dealership, that utilized HookLogic’s suite of products (during this time frame) to test drive a vehicle after engaging with either Wed2Show or Lead2Show.

Of the total amount of leads generated, 3 in 10 showed up at a Kia dealership for a 29% Lead to Show Rate. This is more than twice the national average (17%) Show Rate on internet leads.

KIA Sales Data

Of the 6,472 leads that were incentivized and walked into this group of Kia dealers for a test drive, 64% purchased a vehicle. 

This group of Kia dealers are closing HookLogic incentivized showroom ups at 64% with an overall lead closing ratio of 19%.

Most dealers do a good job at measuring their lead closing ratios and closing the customer once they’re in the showroom. What dealers miss out on measuring is their Lead-to-Show rate.

This year we've added 2 new sections to the Performance Infographic: Loyalty / Defection and Conquest Sales. For our Kia dealers, the Loyalty / Defection rate is 65%. Meaning, of those customers that sent in a lead for a Kia, bought a Kia. Our Kia dealers also have a STRONG 71% Conquest Sales Rate.

*A conquest sale occurs when a consumer purchases a Kia product and did not have a Kia vehicle in their garage. Kia’s average conquest sales rate: 29%. 

Whether it’s a lead originating from your dealer’s website, 3rd Party Lead, Online Chat lead or HookLogic Web2Show – By getting more in-market shoppers to Show Up at your dealership, you get more opportunities to make a sale.

If you're a Kia dealer and looking to increase your website leads, increase your lead-to-show rate and overall sales opportunities, contact us for a full demo!

AutoUSA Dealers Performance using ShowPro

AutoUSA Performance Infographic

After all the amazing feedback we received around our latest Purchase Analysis Report, you know - the one we published last week that drilled down on the performance dealers using HookLogic on their Dealer.com websites, it only made sense to continue on by comparing and calculating additional/other groups of dealer clients utilizing our Web2Show and Lead2Show products.

Some of you may know that early on we built a product called ShowPro for AutoUSA. ShowPro is based on our existing Web2Show and Lead2Show products. The included Purchase Analysis Report was originally put together for AutoUSA and HookLogic internal performance meetings, but we figured why keep all this great performance data and results to ourselves?

Lets get to the good stuff…

The results in the below AutoUSA Purchase Analysis Report could potentially have you re-thinking your current position on 3rd Party Lead acquisition.

Too often, industry consultants and online marketing/Internet sales managers are quick to dismiss the potential and performance of new vehicle 3rd party leads. A majority of the time dealers only measure the closing ratio of their leads, while missing out on measuring the Show rate of their leads – that’s an article for a other time.

Before we get too far, allow me to clarify how I view what a 3rd Party Lead is. 

To me, a 3rd Party Lead is a lead that is NOT associated to a particular vehicle in your inventory (new or used). It’s a new vehicle lead you purchase through a new car lead aggregator such as AutoUSA, Dealix or AutoBytel.

These leads typically derive from a “get your price quote” or  “configure your next vehicle” call-to-action, where a customer chooses or configures a new vehicle of their choice on a vehicle information website like Edmunds.com, TrueCar, AOL Autos, or one of the other million websites designed to capture "in-market" leads.

Click here for more specifics around my views and opinions of a 3rd Party lead vs vehicle classified leads.

Al-l-l-right – that’s enough talk around the difference in 3rd party leads. In the end, we just need to get more of your leads to show up at your dealership.

Getting back to this AutoUSA Purchase Analysis Report; starting from the top, you see “Leads Generated“. During the months of  1/1/13 – 6/30/13AutoUSA ShowPro generated 20,990 leads for their dealerships clients.

Of the 20,990 incentivized vehicle shoppers, 5,985 customers walked into a participating AutoUSA ShowPro dealership during this time frame to test drive a vehicle after engaging with ShowPro.

Of the total amount of leads submitted or engaged, 1 in 3 showed up at the dealership for a 29% Lead to Show Rate. Considering the average national lead to show rate is around 17%, this is outstanding!

Now lets get to the SALES Data.

Of the 5,985 that were incentivized and that walked into this group of 119 dealers for a test drive, 58% purchased a Vehicle.  

Let’s agree, HookLogic / ShowPro nor any other marketing / lead generating feature has a direct correspondence to how well your sales floor can close deals. However let’s consider this - J.D. Power studies show that consumers are visiting LESS than 2 dealerships before purchase. That equates to a 50% show to close ratio on average by default.

This group of dealers are closing incentivized ShowProshowroom ups at 58% with an overall lead closing ratio of 16%.

Are you tracking your dealer’s Lead to Show Rate?Without shows, there's no test drives, no writes up and no opportunity for sales.

As I have pointed out before, most dealers  do a good job at closing the customer once they show. What dealers need to be measuring is the customer Lead to Show rate.

Whether it's from a lead originating from your dealer’s website, 3rd Party Lead, Online Chat lead or HookLogic Lead2Show or AutoUSA ShowPro – if you can get more in-market shoppers to Show Up at your dealership, you get more opportunities to make more sales.