NADA 2024 First Look Guide by Cox Automotive Retail Solutions

FIRST LOOK GUIDE The Power of One

Press PLAY on the image for a short but WARM WELCOME!

Throughout this NADA First Look Guide, it’s our sincere hope you’ll be able to get to know a little bit more about what all of our connected retail brands here at Cox Automotive have planned at NADA 2024 in Las Vegas. Inside you’ll have the first look into some of the people, products and surprises that will be waiting for you in Vegas.

When you find the right solutions, you can achieve your goals, and it all connects at the Cox Automotive Village.

29+M UNIQUE MONTHLY VISITORS 39% HIGHER CLOSE RATE THAN

THE NEAREST COMPETITOR2

Source1: Autotrader And Kelley Blue Book Comscore Avg. Combined Traffic, January – July 2023 Source2: VinSolutions data for Autotrader close rates, January – July 2023

PREDICT MAKE OF VEHICLE PURCHASE WITH 70% ACCURACY FOR READY TO BUY SHOPPERS. Source: VinSolutions Connect Automotive Intelligence Data predictions for 30 days prior to purchase from September 2022 – March 2023

77% OF DEALERS ARE MORE

EFFICIENT USING DEALERTRACK

Source: Based on a survey of 264 Dealertrack dealer customers, 10/23

6 minutes

IDENTIFY SHOPPERS WHO ARE 9x MORE LIKELY TO BUY

REACH 7 out of 10 IN-MARKET SHOPPERS.

Source: Based on median approval time for dealers using Xtime Inspect and Enhanced Multi-Media, January 2023 to August 2023

Sources: VinSolutions Automotive Intelligence Data predictions for 30 days prior to purchase from 9/22 - 3/23

Source: Based on In-Market Shopper data and unique Autotrader, Kelley Blue Book and Dealer.com sessions.

ASR APPROVALS IN AS FAST AS

Unlocking greater profitability for you, whether it’s selling vehicles faster with higher gross, decreasing time spent getting retail ready and increasing speed-to-market on your lot, or leveraging a real-time market to buy and sell dealer direct... We have you covered.

So enjoy having a first look at what we have in store for you on the following pages and see you at NADA 2024!

Jade Terreberry Senior Director of Strategic Planning, Cox Automotive 1

COX AUTOMOTIVE NADA FIRST LOOK GUIDE 2024

TOC

A Warm Welcome........................ 2 Cox Automotive Village............3-4 A 125-Year Legacy....................... 5 Q&A with Mandi Fang................. 6 Autotrader/Kelley Blue Book...7-8 Q&A with Chrisey O’Hara............ 9 Autotrader Display & Social Advertising Solutions................ 10 Autotrader Consumer Experience Enhancements....... 11 Autotrader Digital Retailing Solutions.................................... 12 Autotrader Distance Retailing Solutions.................................... 13 Retail Portfolio........................... 14 Take a look at some of the places we’ve been to this year.................................15-16 Dealer.com............................17-18 Q&A with Noah Lee................... 19 Dealer.com Mobile Lot Capture.................... 20 Blogs, Podcasts, and Webinars............................... 21–22

HELLO

from your partners at Cox Automotive To say we’re excited for NADA 2024 would be an understatement! Each year at Cox Automotive, our goal is to deliver best-in-class solutions and products to help you drive more business. And we can’t wait to show you what we have in store for 2024! Cox Automotive is relentlessly focused on creating omnichannel solutions that deliver an efficient shopping, buying and transaction process for both you and your customers. With real-time data and consumer traffic no one else can match, we give you the ability to create personalized experiences to meet each shopper wherever they are in their journey.

Xtime......................................23-24

Whether your need more profitability in marketing, a smoother selling process, better

Q&A with Skyler Chadwick....... 25

service efficiency, streamlined operations or improvements in inventory

Xtime Spectrum......................... 26

management... Cox Automotive is committed to your success.

VinSolutions..........................27-28 Q&A with Robert DeGeorge...... 29 VinSolutions CRM...................... 30 Brand Moments....................31-32 Dealertrack...........................33-34 Q&A with Kait Gavin.................. 35 Dealertrack Efficient................. 36 Retail360 Deal.......................37-38 Q&A with Brendan Reardon..... 39 Retail360 Deal Fast Track......... 40 Cox Automotive Ecommerce....... 41-42 Q&A with Paulo da Silva........... 43 Digital Retailing Strategy.......... 44 Where It All Connects..........45-46

When you find the right solutions, you can achieve your goals. And it all connects at the Cox Automotive Village at NADA in Las Vegas. As you flip through the following pages, you’ll quickly see the innovations we’ll be unveiling at NADA won’t just help you drive bottom line results, they’ll also give you the ability to revolutionize how you do business. I invite you to stop by the Cox Automotive village – where it all connects -- to talk with our experts, see a demo, and score some pretty amazing giveaways.

We’ll see you in Las Vegas at the show! Lori Wittman President, Retail Solutions Cox Automotive

COX AUTOMOTIVE Visit Us at the Cox Automotive Village WEST HALL

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COX AUTOMOTIVE NADA FIRST LOOK GUIDE 2024

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Welcome to our story. A story where innovation abounds.

Where tomorrow is in the works today and where we’d like you to write this story with us in the future. From the very beginning, our people gathered to exchange ideas, to defend and preserve the freedom of the press and to tackle the pressing challenges of the time. And, 125 years later, we’re still gathering; around causes and big ideas, uncovering the truth, protecting the planet we call home and helping people in bold ways. “Running water never grows stagnant,” Gov. Cox once said. Neither has our story. Come take a journey with us and connect to work that improves lives.

COX AUTOMOTIVE NADA FIRST LOOK GUIDE 2024

Q&A

with MANDI FANG Senior Vice President of Client Operations Cox Automotive

Q: What can dealers look forward to in 2024? A: Dealers can expect an even better experience with the Cox Automotive team in 2024. We’ve heard

dealers say they need a more connected experience with our team. To meet those needs, we’ve upped our investments in technology, connected digital solutions, and, most importantly, our people.

Q: What are you most excited to talk with dealers about at the show this year? A: Our new single customer support phone number! Dealers will soon be able to call one phone number,

1-855-COXAUTO, and receive exceptional customer support for any Cox Automotive solution. This is just one way we’re investing in the streamlined experience with us that our dealers have been asking for.

Q: What is your biggest piece of advice to dealers for starting 2024 off strong? A: Keep a strong focus on the consumer. Every touchpoint should be quick, effortless, and most importantly, personalized. Connected solutions , innovative technology, and trusted partnership can help dealers deliver the seamless experience consumers expect.

Q: What is your favorite thing about NADA? A: I love the excitement that comes with being at NADA, that camaraderie and true collaboration with our

dealer and lender partners. I love talking with them about how we can work together to helping them achieve success (and do it with ease) while providing unsurpassed connectivity across Cox Automotive.

Favorite thing to do in Vegas: I’d love to be able to attend the first Formula 1 race in Las Vegas!! Go-to networking tip: Set a goal prior to each event for how many new connections you will meet and then reward yourself when you achieve it!

Favorite car from pop culture: Doc Brown’s DeLorean

FIRST LOOK GUIDE

COX AUTOMOTIVE NADA FIRST LOOK GUIDE 2024

WHEN YOUR LEADS ARE SO GOOD, THEY PRACTICALLY CLOSE THEMSELVES Optimize your digital marketing investment with the latest innovations and connected solutions for creating the ultimate shopping experience that drives faster, smoother, more profitable deals. Reserve your demo today

Q&A

with CHRISEY O’HARA Vice President of Dealer Sales Autotrader and Kelly Blue Book

Q: How many years have you been with Cox Automotive? A: 23 Q: What is your favorite thing about NADA? A: Having the opportunity to reconnect with clients that I’ve worked with for years and the opportunity to meet new ones. Q: Which is your favorite while in Vegas – blackjack, poker or roulette? A: You didn’t give me slots as an option – so I’m going to have to go with blackjack! Q: Why should a dealer attend NADA 2024? A: It’s an opportunity to visit the Cox Automotive village and connect with our incredible team there. We’ll have lots of new products, solutions and integrations you’ll be one of the first to see in action and you’ll have the opportunity to really take a deep dive into your solutions you have with us to make sure that you’re getting the most ROI out of them. Q: What’s your favorite restaurant in Vegas? A: Craft Steakhouse. Q: What should dealers be thinking about in 2024 to increase their success? A: Providing a connected experience for the consumer. With shoppers going from online to offline to in-store and often times back online, it’s really important that dealers have a strategy to make sure they’re connecting all of those experiences and personalizing them. It’s what consumers want and expect. Q: What is your favorite automotive industry buzzwords right now? A: Connected experiences, seamless experiences, AI. Okay I have 3. Favorite TV show: SWAT on Netflix. First car: Chevy 2 door Blazer – I don’t even remember the year. Dream car: Bentley GT convertible. Favorite color: Black. Previous NADA’s attended: At least 6 – maybe more! 9

COX AUTOMOTIVE NADA FIRST LOOK GUIDE 2024

DISPLAY & SOCIAL ADVERTISING SOLUTIONS

Let's talk more about your 2024 goals and how to achieve them with Autotrader.

Convert more shoppers to buyers with data-driven digital advertising solutions from Autotrader that retarget in-market shoppers across top websites and social platforms – driving them back to your inventory while our onsite display solutions help keep the focus on your inventory with premium ad placements across Autotrader and KBB.com.

Targeted Display New

New Car Boost* New

Bring more focus to your dealership with premium ad placements across Autotrader and KBB.com by harnessing Cox Automotive’s first- party data to effectively target shoppers across Autotrader and KBB.com.

Increase consideration of your new car inventory amongst shoppers who are browsing used vehicles that have similar monthly payments.

Spotlight Ads

Alpha Elite

Gain more exposure on the vehicles you want to move while matching the vehicles shoppers are interested in with prime placement opportunities on the SPR.

Get the top spot across Autotrader and KBB.com search results pages with native advertising that promotes your dealership’s branding and messaging to help you achieve even more shopper engagement.

Advanced Ads & Advanced Ads Premium

Retarget and re-engage consumers within a large network of sites, outside of Autotrader and KBB.com, and their social platforms with your most relevant inventory displayed on dynamic ads.

+29M

Autotrader has +29M unique monthly visitors - get your inventory in front of the right shopper at the right time!1

eLot

Target real-time shoppers during their valuation and search journeys with carousel display placements, outside of the core search experience, that serve up relevant inventory based on their recent search history

Source: Comscore data Jan. – July 2023 avg., Autotrader and KBB.com traffic combined

*Coming Soon! 10

CONSUMER EXPERIENCE ENHANCEMENTS

AT AUTOTRADER, WE ARE CONSTANTLY INNOVATING and enhancing our consumer experience to attract and retain more qualified, ready-to-buy shoppers and deliver more leads for you – it’s a win-win! Here’s what’s new in 2024:

Modernized Search & Streamlined Shopping

To help shoppers make their vehicle selections and move forward in their car-buying journey, Autotrader is streamlining the shopping experience with a simplified results page as well as personalizing the journey by highlighting shoppers’ previous searches.

69%

of shoppers come to Autotrader and KBB.com to research, discover, price and start the car buying process - we’re continuously making the car shopping and buying experience easier for them! Source: 2022 Cox Automotive Car Buyer Journey Study

EV Awareness and Education

As electric and hybrid vehicles continue to increase in popularity with consumers, Autotrader will better highlight EV/hybrid vehicles within the SRP as well as provide more context and key details for EV/hybrid-related features to improve overall awareness and education amongst consumers.

Kelley Blue Book® My Wallet Enhancements To lead more shoppers successfully through the early stages of the shopping funnel and into the buying funnel, Autotrader is adding new features to Kelley Blue Book My Wallet, including Payoff Quote, Credit Verification and Lease Configuration tools, which will allow shoppers to get more personalized, accurate payment and price information, resulting in richer sales-ready leads for dealers.

COX AUTOMOTIVE NADA FIRST LOOK GUIDE 2024

DIGITAL RETAILING SOLUTIONS

ACTIVATE DEEPER LEVELS OF DIGITAL RETAILING to deliver the online car-buying process today’s customers are looking for with customizable digital retailing tools from Autotrader. Unlocking each digital-buying connection pulls customers deeper into the purchase funnel to deliver you a more informed buyer, resulting in faster, smoother deals.

70%

of shoppers say they’re more likely to buy from a dealership if they can start the process online. Source: 2022 Cox Automotive Car Buyer Journey Study

Kelley Blue Book® My Wallet

Included on all Autotrader and KBB.com listings this tool provides budget guidance and generates personalized payments with your dealership’s preferred lender and financing options, delivering higherquality leads from shoppers who are closer to purchasing.

Cox Automotive Credit Application

Acquire more shopper credit applications across multiple platforms to connect you with high-value, low-funnel shoppers. Place it on your Autotrader and KBB.com VDPs, your dealer website and marketing emails for a consistent experience.

Accelerate My Deal

Allow shoppers to initiate the car-buying process on your Autotrader and KBB.com listings before they step into your dealership to finish the deal. It’s an intuitive deal-building experience that reduces the complexity of car-buying and results in faster deals and happier buyers.

Shopper Connect

Highlight your unique ecommerce experience and funnel shoppers directly into your tool with streamlined conversions and close deals faster with enhanced lead data that is passed directly into your finance tool

DISTANCE RETAILING SOLUTIONS

GET A LEG UP ON YOUR LOCAL COMPETITION

and find car buyers willing to pay delivery costs for that perfect vehicle you have on your lot with distance retailing solutions from Autotrader. Now with more flexible options to expand your sales footprint, it’s never been easier to get your inventory in front of readyto-buy shoppers outside of your market. Market Extension

79%

Expand your sales area without leaving your lot by virtually showcasing vehicles in the DMAs where you want to compete.

Intelligent Market Extension*

New

increase in VDP views per month on average with Market Extension.1

Have your inventory dynamically placed in the most favorable markets by matching the best consumer demand area with your supply. With the power of Cox Automotive’s first-party data, your inventory will get in front of the right shoppers in the right DMA at the right time.

Market Extension Essential Turn low search results into high sales opportunities by displaying your relevant inventory to shoppers in surrounding areas when their searches on Autotrader and KBB.com produce limited results. Now with more flexibility – you have ability to select your inventory along with multiple radii within the tool.

147%

more VDP views per month on average with Market Extension Essential.1

*Coming Soon!

COX AUTOMOTIVE NADA FIRST LOOK GUIDE 2024

Source: Cox Automotive Supply and Demand Power BI report, January - August 2023

More power to your dealership

MAK E

GENERATE

C LOSE

$146K

60%

13%

MORE PROFIT PER MONTH

MORE LEA DS

MO R E D EAL S

To deliver the experiences your customers expect and produce the highest proﬁt potential for every opportunity you need to most comprehensive suite of world-class solutions with one true Unmatched data. Relentless

Reserve your demo today

Book Your NADA Demo Today

TAKE A LOOK Brian Pasch MRC Cox Automotive Inc. Was asked to host a keynote panel session at @ Modern Retailing Conference with Jade Terreberry, Brent Towne, Josh Lang and Paulo da Silva hosted by Brian Pasch this past November in Palm Beach, FL.

CBT News – AT / KBB Featured on a CBT News Power Lunch interview, Juan Flores, Kelley Blue Book’s Senior Director of Product Management, and Mike Boyd, founder of vAuto’s iRecon, discuss how dealerships can take advantage of recall and warranty work to build a pipeline of increased revenue opportunities and customer retention.

Ted Ings Fixed Ops Jade Terreberry and Juan Flores were thrilled to be on Ted Ings Fixed Ops Roundtable on behalf of Kelley Blue Book to discuss how to win back service customers. 15

COX AUTOMOTIVE NADA FIRST LOOK GUIDE 2024

at some of the places we’ve been to this year!

NIADA Ken Kraft, EVP & Chief Marketing Officer of Cox Automotive Inc., honors the achievement and hard work of Northwood University students completing their Automotive Marketing and Management degree this past June at NIADA.

Kain and Friends Vanessa Lynch, MBA with Autotrader and Noah Lee, MBA with Dealer.com provided valuable insight in their session at the Kain and Friends “A Shifted Customer Journey” this past spring in Kentucky.

Texas IADA Everything was bigger in Texas at TIADA2023! Jonathan Smoke, our Chief Economist presented a session and Autotrader, Dealer. com and vAuto reps including Omar Valdez, John Stein and Rob Colores met with our dealer partners this past July at the show.

NIADA What a great presentation from Kristin Thompson with Autotrader and Joshua Lang with Dealer.com that emphasized the growing importance of using your first-party data more effectively this past June at National Independent Automobile Dealers Association (NIADA).

CBT News Jade Terreberry and Noah Lee were featured on a CBT News interview this past August on an incredible episode covering the crucial role data plays in your marketing and experiences.

CBT News Cox Automotive’s President of Retail Solutions Lori Wittman and SVP Jessica Stafford sat down with CBT News to share how Cox Automotive is transforming the automotive retail experience with our newest solution — Retail360

Digital Dealer Presentation Chrisey O’Hara, VP of Sales at Autotrader US / Kelley Blue Book and Derek Hansen, VP of Operations at vAuto, took the Expo Hall stage at Digital Dealer Conference & Expo Las Vegas to talk about how relevancy can optimize the ROI for your online vehicle advertising in October.

Digital Dealer Presentation Greta Crowley, VP of Marketing at Cox Automotive Inc., delivered a powerful speaking session at Digital Dealer highlighting best practices for modernizing and digitizing your dealership operations this past October at the Cox Stage.

CBT News Paulo da Silva, VP of Ecommerce Operations at Cox Automotive Inc. discusses advantages of ecommerce with CBT News, and why today’s dealers should embrace this emerging technology this past summer.

NADA Cox Automotive connected with dealers from all over the US at NADA 2023 this past year in Texas – and they’re looking forward to seeing YOU at The NADA Show 2024 in Las Vegas!

Used Car Week 2023 Director of Product Consulting at Dealer.com Noah Lee delivers the keynote presentation on how dealers can leverage their data to increase dealership profits at Used Car Week 2023.

Automotive News Leading Women 2023

Lori Wittman President of Retail Solutions and Grace Huang, President of Inventory Solutions and Ecommerce Directors Emily and B. At this annual event That draws hundreds of business leaders who are committed to advancing the role of women in automotive.

GIADA 2023 Dealer.com Regional Sales Manager, Terri Bell, and vAuto Inside Sales RSM, Emily Goughler, manage the booth at the Georgia Independent Automobile Dealers Assocation conference this past August. 16

COX AUTOMOTIVE NADA FIRST LOOK GUIDE 2024

BETTER MARKETING. BETTER LEADS. Drive more qualified leads and close more sales Reserve your demo today

Q&A

with NOAH LEE Director of Product Consulting Dealer.com

Q: What’s the biggest differentiator for Dealer.com? A: I think the connectivity to the Cox Automotive immense data network is a huge Dealer.com differentiator.

I’d also say the integration to the Accelerate My Deal (AMD) digital retailing tool because it allows shoppers to complete more steps of the buying process online.

Q: What new products are you excited about/can you preview that are in the Dealer.com pipeline? A: The new product I am most excited about is Retail 360 because it is going to truly revolutionize the way

shoppers buy cars. A consumer can come into the store and buy the car, complete some steps of the buying process and finish in-store, or even buy completely online.

Q: Why should dealers be focused on digital retailing? A: With digital retailing, dealers can get shoppers to complete more steps online which saves them time in

the dealership and makes them more likely to buy a car from your dealership.

Q: Anything you want the dealers to know going into NADA 2024? A: Dealers need to start thinking about personalization, first-party data, and integration across their

solutions as they prepare for NADA 2024.

Favorite TV Show: Better Call Saul Favorite Thing about NADA: Seeing all the people and the amazing marching band at the show kickoff

Favorite Vegas Restaurant: Mamafoku and Mr. Chow Top Industry Buzz Words: AI, CDP, and Personalization How many NADA’s have you attended: 4

COX AUTOMOTIVE NADA FIRST LOOK GUIDE 2024

ADVANCED DISPLAY AVAILABLE NOW AVAILABLE NOW

Display Display Viewability Viewability Boost Boost

Increase the quality of advertisements while maintaining or decreasing advertising costs. Increase the quality of advertisements while maintaining or decreasing advertising costs.

% Overall % Overall Viewability Viewability

Improve display advertising bidding strategies to Improve display advertising bidding strategies to deliver high-quality impressions and increase the deliver high-quality impressions and increase the likelihood of ads being viewed by ideal target likelihood of ads being viewed by ideal target audiences with Display Viewability Boost. audiences with Display Viewability Boost.

90% 90% 80% 80% 70% 70% 60% 60% 50% 50% 40% 40% 30% 30% 20% 20% 10% 10% 0% 0%

Display Viewability Boost* Display Viewability Boost* 100% Rollout

FEB. FEB.

MAR. MAR.

APR. APR.

MAY MAY

JUN.

JUL.

AUG.

JUN. JUL. Month (2023)AUG. Month (2023)

SEP. SEP.

20% Dealers observed a Dealers observed a

100% Rollout

JAN. JAN.

With this feature, Dealer.com can manage display With this feature, Dealer.com can manage display budgets more efficiently and deliver higher-quality budgets more efficiently and deliver higher-quality advertisements to reach a larger audience. The advertisements to reach a larger audience. The Dealer.com Display Viewability Boost rollout Dealer.com Display Viewability Boost rollout increased overall viewability to over 75%+ without increased overall viewability to over 75%+ without increasing costs. increasing costs.

OCT. OCT.

NOV. NOV.

DEC. DEC.

* Data was captured from Dealer.com display campaigns that used the Display Viewability feature the April 2023-campaigns December that 2023used rollout period. * Data was Boost captured fromduring Dealer.com display the Display Viewability Boost feature during the April 2023- December 2023 rollout period.

increase in average viewability increase in average viewability *compared to the benchmark established prior to the rollout. *compared to the benchmark established prior to the rollout.

Contextual Targeting Contextual Targeting This feature enables dealers to deliver relevant display content to their desired audience without relying on cookies This feature enables dealers to deliver relevant display content to their desired audience without relying on cookies for targeting methods. for targeting methods.

Contextual Targeting Benefits: Contextual Targeting Benefits:

▪ Utilizes industry data to categorize relevant website content that is ▪ Utilizes industry data to categorize relevant website content that is displayed to desired target audiences. displayed to desired target audiences. ▪ Seamlessly integrated into the Dealer.com internal Demand Side Platform ▪ Seamlessly integrated into the Dealer.com internal Demand Side Platform (DSP) by leveraging data from an existing Dealer.com display campaign. (DSP) by leveraging data from an existing Dealer.com display campaign.

SCAN THE QR CODE SCAN THE QR CODE TO LEARN MORE TO LEARN MORE

Like to read? Check out our top-trending BLOGS and EBOOKS from 2023.

5 Effective Data Strategies to Use in 2023

A Look at Today’s in-Market Auto Shoppers and What They Want

The 4 Ways Car Dealers Can Leverage their Brand, Traffic and Reputation to Drive Sales

How to Navigate the Trends and Hurdles Shaping Today’s Car Buyers’ Satisfaction Levels

The 3 Ways Today’s Auto Dealers Should Reinvent their Digital Future

Successful Dealers Are Activating Their First Party Data… Are You?

Staying a Step Ahead in a Cookieless Future with First-Party Data

Step by Step: How Car Consumers are Reshaping the Road Forward

eBook: How to Increase Your Digital Presence to Drive Sales

Why Bridging the Gap is Critical for Dealers and How to Do It

Five New Ways to Turn Your Data into Dollars

How to Connect Your Plan to the Future of eCommerce

Flip through the EBOOKS.

COX AUTOMOTIVE NADA FIRST LOOK GUIDE 2024

Into listening to podcasts? Check out some top-ranked

PODCASTS our leaders were featured on.

Cox Automotive Releases 2022 Car Buyer Journal Study

Autotrader / Kelley Blue Book Auto Remarkteing

Autotrader / Kelley Blue Book Dealer.com Auto Remarkteing

January 2023

May 2023

June 2023

September 2023

Vanessa Shephard

Jade Terreberry

Josh Lang

Chrisey O’Hara

Senior Manager of Research & Market Intelligence

Senior Director, Strategic Planning & Business Development at Cox Automotive

Senior Product Manager with Dealer.com

Vice President of Dealer Sales for AutoTrader and Kelley Blue Book

Director of Sales/Client Success with Autotrader & Kelley Bluebook

Senior Product Consultant Dealer.com

Juan Flores

Senior Director of Product Development

Kristin Thompson

Josh Lang

Did you watch these informative WEBINARS? If not, catch the replays here.

Four Ways Dealers Should Shift Their Marketing Strategy in 2023

Activating Your First-Party Data: How To Do It and Why It Matters

Bridging the Gap from Cox Automotive

5 Strategies to Turn Your Data into Dollars

September 2023

May 2023

Jade Terreberry

October 2023

February 2023

Senior Manager of Research and Market Intelligence, Cox Automotive

Senior Director, Strategic Planning & Business Development at Cox Automotive

Noah Lee

Senior Director, Strategic Planning & Business Development at Cox Automotive

Direcotr of Product Consulting, Dealer.com

Vanessa Ton

Jade Terreberry

Noah Lee

Direcotr of Product Consulting, Dealer.com

Top 10 Auto Industry Buzzwords - How They’ll Affect You, Your Customers and Your Profits in 2024 December 2023

Jade Terreberry Autotrader and Cox Automotive

Overcoming the Trust Gap Between In-Store and Digital Retail

Cox SVP on Key Strategies for Innovative Digital Retail Transformation

Modernizing the Car Buying Process in a Tech-Driven World

November 2023

October 2023

Mark Vickery

Cox Automotive

Senior Vice President of Cox Automotive Dealer Solutions

Chase Abbott

Tracy Fred

October 2023

Cox Automotive

Jade Terreberry

Noah Lee

Build Consumer Trust With a Connected, Hybrid Approach to Auto Retail Greta Crowley Cox Automotive

COX AUTOMOTIVE NADA FIRST LOOK GUIDE 2024

When you service more cars in less time Get ASR approvals in as fast as 6 minutes Reserve your demo today

Q&A

with SKYLER CHADWICK Director of Product Consulting Xtime

Q: How many years have you been with Cox Automotive? A: 11 Q: What emerging trends are having the biggest impact on the industry right now? A: Customers now expect an interactive service experience, including connecting with their dealer

throughout their service journey. To fulfill this customer expectation, it’s essential for dealers to keep them informed with instant updates from the service advisor at each step of the process. In addition, sharing inspection photos and videos greatly increases the likelihood of getting additional service recommendations approved.

Q: What are you most excited to talk with dealers about at the show this year? A: I’m looking forward to helping dealers better understand the data from the service lane and how to use it to enhance the customer experience. Our new Fixed Ops KPI Insights dashboard brings key metrics from every part of the service department (appointment scheduling, shop capacity, ASR utilization, etc.) into one single view. This makes it easier for dealers to access insights quickly to improve the efficiency and quality of their services, resulting in an exceptional customer experience.

Q: What is your biggest piece of advice to dealers for starting 2024 off strong? A: I’d encourage dealers to ask themselves if they have the right technology and the right partner to achieve their fixed ops goals. Our industry is in a period of constant and rapid change. Having an innovative partner that provides connected solutions across your entire dealership, including sales, inventory, and fixed ops, will drive efficiency and profitability to help you stay ahead of the competition.

Q: What is your favorite thing about NADA? A: The commitment of Cox Automotive to help dealers solve unique problems with industry-leading solutions and expertise.

Favorite thing to do in Vegas: Spending quality time with clients and partners at dinners, shows, and events.

Go-to networking tip: Be a trusted advisor. Favorite car from pop culture: The Wraith – Dodge M4S Turbo Interceptor.

COX AUTOMOTIVE NADA FIRST LOOK GUIDE 2024

XTIME SPECTRUM ®

Get More Cars through the Service Lane Faster Make it easy for your service customers to say yes to recommended repairs through transparent communication while you boost productivity through streamlined workflows and fast online approvals using Xtime.

Reserve your demo today

The Power of One

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Xtime Spectrum Dealership Impact ®

Dealerships that use Xtime have enjoyed real growth in their fixed ops business:

INVITE

111

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INSPECT

More ROs per Month

Increase in Retention

Lift per RO

Generate the demand you need. Target specific repairs or maintenance, market to distinct audience segments, recapture declined services, and keep your shop capacity fully sold.

Improve customer experience, fixed operations processes and efficiencies, and optimize your shop capacity to elevate performance with easy-touse service appointment technology.

Grow fixed operations profits when you exceed customer expectations. Drive results with personalized check-ins, tablet reception, instant access to declined services, and text communication.

$137

Boost per RO1

Get faster approvals and higher profits with a transparent multipoint inspection process that grows your customers’ faith in your service department.

1. Data from all Xtime dealers between August 2022 and July 2023.

Dealer.com

Dealertrack

VinSolutions

xtime

vAuto

COX AUTOMOTIVE NADA FIRST LOOK GUIDE 2024

When you know you’ll close them before they submit a lead Identify shoppers 9x more likely to buy Reserve your demo today

Q&A

with ROBERT DEGEORGE Director of Product Consulting VinSolutions

Q: How many years have you been with Cox Automotive? A: 12 Q: What emerging trends are having the biggest impact on the industry right now? A: The industry has seen a surge in artificial intelligence (AI) technologies, such as machine learning and

deep learning. We’ll see a lot of AI at NADA this year, and I’m looking forward to showing dealers how Cox Automotive’s technology can help them anticipate the needs of their customers.

Q: What are you most excited to talk with dealers about at the show this year? A: Customer retention and vehicle acquisition remain on the minds of dealers, and we have some innovative solutions to help. Also, I’m looking forward to showing dealers our new solution Retail360 Deal and how our consumer insights, aggregated from Autotrader and Kelley Blue Book and delivered directly in the deal workflow, can help them sell to any type of shopper.

Q: What is your biggest piece of advice to dealers for starting 2024 off strong? A: Customers are our biggest asset. Do everything in your power to ensure that you’re consistently

delivering an unrivaled shopper experience. One way to accomplish this is by implementing solutions that automatically engage your customers with personalized offers the moment they re-enter the market.

Q: What is your favorite thing about NADA? A: People who attend NADA are the best of the best. I thoroughly enjoy engaging with those who are the cream of the crop. Everyone’s energy is infectious and the desire for improvement is palpable.

Favorite thing to do in Vegas: Mob Museum and Bellagio Fountains. Go-to networking tip: Smile, ask questions, and listen actively. Favorite car from pop culture: Doc Brown’s DeLorean.

COX AUTOMOTIVE NADA FIRST LOOK GUIDE 2024

MAKE EVERY MAKE EVERY CONTACT AN ONTACT AN OPPORTUNITY PPORTUNITY The Power of One | Cox Automotive

The Power of One | Cox Automotive

More than a CRM provider, VinSolutions turns data into more deals with predictive insights, flexible processes, and regular consultation with an experienced partner in your success. With proprietary technology that incorporates exclusive first-party than a CRM provider,data VinSolutions turns data more dealsAutotrader, with predictive flexible and regular behavioral from 7 out of 10 carinto buyers across Kelleyinsights, Blue Book, andprocesses, Dealer.com, dealers know each shopper’s next ltation with an experienced partner in your success. With proprietary technology that incorporates exclusive first-party move before they make it—so they can guide each consumer through their own personalized buying journey. ioral data from 7 out of 10 car buyers across Autotrader, Kelley Blue Book, and Dealer.com, dealers know each shopper’s next before they make it—so they can guide each consumer through their own personalized buying journey. Identify shoppers who are Acquire Sell

Identify shoppers who are

Acquire

41%

more likely to buy.1

41%

more trades per month.1

Get to know our suite of solutions:

Sell

33%

more vehicles per month.1

CRM o know our suite of solutions:

Vinessa™ Automotive Automotive Desking Virtual Assistant Marketing Platform Intelligence Find the best options Get a single view of the Vinessa™Maximize productivity AutomotiveDeliver automated, Automotive Desking for you and your CRM customer across every Uncover more leads Virtual Assistant Marketing Platform Intelligence Find the best options single view of the when a sales person is personalized marketing with Cox Automotive dealership. touchpoint. Maximize productivity Deliver automated, Uncover more leads for you and your omer across every not available. content. data insights. when a sales person is personalized marketing with Cox Automotive dealership. touchpoint. not available. content. data insights.

Here’s what’s new for 2024:

• Automotive Intelligence now provides Enhanced Buying Signals that identifies when a consumer is shopping on another ’s what’s new for 2024:

dealership’s website. omotive Intelligence now provides Enhanced Buying Signals that identifies when a consumer is shopping on another • The Opportunity List on Automotive Marketing Platform prioritizes customers that have interacted with marketing campaigns in ership’s website. a convenient, singular list. Opportunity List on Automotive Marketing Platform prioritizes customers that have interacted with marketing campaigns in • Identify landlines before sending a text message to save repetitive delivery fees and optimize the user experience. onvenient, singular list. • VinSolutions is now a partner on FordDirect’s CRM Data Edge platform. This partnership provides Ford dealers and Lincoln ntify landlines before sending a text message to save repetitive delivery fees and optimize the user experience. retailers with optimized lead generation and management. Solutions is now a partner on FordDirect’s CRM Data Edge platform. This partnership provides Ford dealers and Lincoln ilers with optimized lead generation and management. Secure Your NADA Demo Today

Reserve your demo today

Scan the QR code to schedule a demo or visit CoxAutoInc.com/NADA/VinSolutions Secure Your NADA Demo Today Scan the QR code to schedule a demo or visit CoxAutoInc.com/NADA/VinSolutions 1. VinSolutions Automotive Intelligence Data predictions for 30 days prior to purchase, from September 2022–March 2023. 1. VinSolutions Automotive Intelligence Data predictions for 30 days prior to purchase, from September 2022–March 2023.

A LONG HISTORY in the automotive industry Cox Enterprises acquires Manheim

Autotrader.com Forms

Autotrader Acquires vAuto, Kelley Blue Book, HomeNet Automotive, and VinSolutions

Manheim Acquires ReadyAuto Transport and NextGear Capital Forms

Cox Automotive Forms and acquires Xtime

COX AUTOMOTIVE NADA FIRST LOOK GUIDE 2024

1968 1999 2010 2012 2014

Cox Automotive acquires Dealertrack and Dealer.com ®

Cox Automotive establishes Mobility Solutions Group and acquires Clutch

Cox Automotive Mobility Group Launches Pivet, an Industry-first Mobility Service Network

Cox Automotive acquires Dickinson Fleet Services / Interstate Truck Center, Fyusion, and Fleet Master

Cox Automotive acquires Spiers New Technology, pkwNOW, and Codeweavers

Cox Automotive acquires Tread and launches PSX PRIVATE SELLER

The Power of One Cox Automotive

Exchange

2015 2018 2019 2020 2021 2023 32

COX AUTOMOTIVE NADA FIRST LOOK GUIDE 2024

When you’re so efficient you’re profitable 77% of dealers are more profitable using Dealertrack Reserve your demo today

Q&A

with KAIT GAVIN VP Operations, Dealertrack F&I and Titling Solutions

Q: How many years have you been with Cox Automotive? A: 6 Q: What emerging trends are having the biggest impact on the industry right now? A: Many dealers are focused on meeting every customer’s unique needs while maintaining operational efficiency. One way we’re seeing dealers rise to that challenge is by digitizing deal finalization. Moving away from paper and toward the flexible, digital format helps reduce manual steps, speed transactions and provide seamless data flow.

Q: What are you most excited to talk with dealers about at the show this year? A: We’re excited to share the new capabilities that will help dealers drive profitable, customer-centric

deals on any purchase path. We have some great new digital tools that will make dealers’ day-to-day easier and more efficient, including centralized DMS document management, enhanced digital signing experiences, elevated compliance tools, and better deal insights.

Q: What is your biggest piece of advice to dealers for starting 2024 off strong? A: Stay focused on the customer experience and adopt tools that help you provide the experience shoppers want. Customers expect more digital pathways, and I encourage dealers to adopt digital solutions that provide an easier and more connected workflow for any purchase path.

Q: What is your favorite thing about NADA? A: I love the excitement that comes with being at NADA, that camaraderie and partnership drives us to continue our commitment to success for our dealers, dealer associations, providers, and lenders.

Favorite thing to do in Vegas: Besides talking to dealers at NADA, I’d love to see Adele’s residency!

Go-to networking tip: Be present and an active listener – you never know where inspiration can come from.

Favorite car from pop culture: James Bond’s Aston Martin.

COX AUTOMOTIVE NADA FIRST LOOK GUIDE 2024

otive

When you’re so efficient, you’re profitable The Power of One | Cox Automotive

Simplify the path to profitable transactions and create next-level customer experiences with the only dealer technology partner proven to deliver results.

77%

of dealers say they are more efficient using Dealertrack1

Leverage the most trusted technology from one partner who adapts to your unique needs:

DMS

F&I

Accelerated Title

Registration & Title

Run your business without restriction with the #1 easiest-to-use DMS.

Deliver fast, compliant deals— credit to contracts—on the industry-leading platform.

Expedite trade-in lien & title release to help speed inventory turn and improve cash flow.

Speed up transactions and gain efficiency serving customers in any state.

$32k on hidden fees

83% compared to paper

70% of trade-in profits

35% & title transactions

savings per year 2

faster funding

faster recognition

Secure your spot at NADA 2024, and see how Dealertrack and Cox Automotive are committed to dealer success, today and every day.

faster in-state reg

Reserve your demo today

Visit us.dealertrack.com/efficient

1 Based on a survey of 264 Dealertrack dealer customers, October 2023 | 2Based on average spend per dealership of $2,691 per month over 12 months for non-Dealertrack DMS dealers using Xtime, VinSolutions, vAuto, HomeNet, Dealertrack F&I and Dealertrack Serve Pro from June 2022 – July 2023. | 3Data based on user input and calculations using Dealertrack’s Digital Contracting Savings Calculator as of July 2022 and are not a guarantee of actual savings. | 4Based on average industry timeframe for vehicle title release and vehicle payoff process of 18+ days, as determined by 2023 Dealertrack data. | 5 Based on Dealertrack DMS configurations – April 2022.

COX AUTOMOTIVE NADA FIRST LOOK GUIDE 2024

INTRODUCING

REACH 7 OUT OF 10 IN-MARKET SHOPPERS Source: Based on In-Market Shopper data and unique Autotrader, Kelley Blue Book and Dealer.com sessions.

The New Retailing Solution Engage every type of shopper and work any deal without sacrificing control Reserve your demo today

Q&A

with BRENDAN REARDON AVP of Sales, VinSolutions and Retail360 Deal Cox Automotive Retail 360

Q: What emerging trends are having the biggest impact on the industry right now? A: Now more than ever, consumer experience is the driver of dealership success. Dealers today know that.

They are ready and willing to transform their processes to meet shoppers where they are. But a lot of dealers aren’t sure how. Dealers are excited about new ways to retail but are struggling with implementing changes at their dealership.

Q: What are you most excited to talk with dealers about at the show this year? A: I am excited to show dealers our answer to their challenge with retail transformation: our new enhanced

retailing solution, Retail360 Deal. With real technology, real consumer insights and real training, Retail360 Deal delivers the car-buying experience today’s customers are looking for. And I know that is on the minds of many dealers right now.

Q: What is your biggest piece of advice to dealers for starting 2024 off strong? A: Be ready for every type of buyer. My advice to dealers is to stop using different processes for different lead types. Instead, implement a process that gives the buyer a consistent, connected shopping experience—whether they start their buying journey online, in your showroom, or in your service lane.

Q: What is your favorite thing about NADA? A: I love getting the chance to connect with so many forward-thinking dealers in person and in one place. The energy at the show is electric, and every year I leave the show feeling so excited to be a part of this industry.

Favorite thing to do in Vegas: I am a huge fan of live music and love to see shows while in Vegas. I look forward to experiencing a concert in the Sphere.

Go-to networking tip: Connect with as many dealers as possible with the purpose of listening to their needs to better their business and ultimately help consumers.

Favorite car from pop culture: Doc Brown’s DeLorean from Back to the Future.

COX AUTOMOTIVE NADA FIRST LOOK GUIDE 2024

The Power of One | Cox Automotive

FAST TRACK TO A BETTER WAY TO SELL Retail360 Deal delivers the car buying experience your customers demand while keeping you in control of every deal. No matter the path to purchase, Retail360 Deal enables a modern deal-making experience for both your customers and employees that helps you stay competitive and protect your profits. REAL TECHNOLOGY • Provide a streamlined deal experience for every shopper’s path

Forward Thinking Dealers See

• Boost transparency and trust with shopper insights for intelligent deal making

64%

REAL CONSUMER INSIGHTS

Higher Net Profit* (vs. static dealers)

*Cox Automotive Forward-Thinking Dealerships Study, 2022.

• Capture exclusive insights from 7 out of 10 shoppers • Access deal-specific insights directly within the deal workflow REAL GUIDANCE

Reserve your demo today

• Get step-by-step implementation, training, and guidance from our expert Performance Managers • Benefit from a tailored process with proven best practices

www.coxautoinc.com/solutions/retail360

Dealer.com

Dealertrack

VinSolutions

xtime

vAuto

COX AUTOMOTIVE NADA FIRST LOOK GUIDE 2024

When you can give car buyers what they want, when they want it, every time.

~63%

Dealers using Cox Automotive Ecommerce have generated ~63% of their ecommerce sales from consumers shopping beyond their traditional purchase area.1 (average miles consumers travel to buy is 65 miles)

4.9/5

Consumer rating of the ecommerce experience.

~27%

of all vehicles purchased by consumers using a dealers’ ecommerce enabled site resulted in deliveries beyond 250 miles away.1 Source1: (CAI data June 2023 – October 2023).

Take a short Assessment

Determine how ready your dealership is to include an ecommerce sales channel

Q&A

with PAULO DA SILVA Vice President of Ecommerce Operations Cox Automotive Ecommerce

Q: How many years have you been with Cox Automotive? A: 2.5 Q: What is your favorite thing about NADA? A: The energy in our Cox Automotive village is incredible! Our teams look forward to the opportunity to meet face to face with dealers at NADA for months, and it shows in this electricity that you can feel as you walk through the village.

Q: What opportunities do you feel are in front of our industry right now? A: Consumer’s expectations are set based on their last, best experience with any brand in any industry.

Companies like Apple, Amazon, Disney and Netflix have set the bar incredibly high, particularly as it pertains to digital experiences. While automotive retail has historically been able to remain insulated from the pressure that these non-automotive standards have established, our research shows that consumers expect auto retailers to bridge the gap between online and instore. I believe that consumer experience is what will set winners from losers apart, and in 2024, it is wise to begin moving towards meeting consumers where they are with an omnichannel strategy.

Q: What is your biggest advice to dealers now in 2024? A: Mystery shop across your various channels to identify opportunities to address disconnects and subpar experiences and use that research as input to evolve your consumer experience across your various sales channels. Map out actions and solutions that will help set you apart from your competitors in 2024 and beyond. Across their solutions as they prepare for NADA 2024.

First Car: 1996 Fiat Uno Text BoxDream Car: 2006 Porsche Carrera GT Favorite Quote: “A smooth sea never made a skilled sailor” - FDR Favorite Book: Brave New World – A. Huxley Favorite Movie: Blade Runner – R. Scott

COX AUTOMOTIVE NADA FIRST LOOK GUIDE 2024

Connect to the Most Powerful Ecosyst

BOOK YOUR DEMO TODAY!

COX AUTOMOTIVE NADA FIRST LOOK GUIDE 2024

tem of Leading Solutions.

Find the Right Solutions. Achieve Your Goals. It all connects at the Cox Automotive Village.

The Power of One