move the crowd. crush the competition. count the money.
Why J&L Marketing?
We Engineer Powerful Traffic and Conversion Solutions for the Automotive Industry.
In the past 12 months 1,106 dealers from 24 OEMs partnered with J&L to run 2,823 promotions, 538 were repeat customers.
SUSTAINABLE GROWTH
bLinked ®
SALES EVENTS
CUSTOMER PAY SERVICE CLINICS
TOTAL DEALERSHIP EVENTS 2
Why J&L Marketing > Our Three Uniques
Campaign Management
Marketing Strategy
Deep Data
Everything you need to produce real results
Instant traffic, amazing conversions, elite customer experience
Improve what works and eliminate what doesn’t
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CUSTOMER PAY SERVICE CLINICS
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Why J&L Marketing?
TODAY’S CHALLENGES AND J&L SOLUTIONS
DATA SECURITY
SUSTAINABLE GROWTH
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SALES EVENTS
TECHNOLOGY
CUSTOMER PAY SERVICE CLINICS
ECONOMY
TOTAL DEALERSHIP EVENTS 4
Today’s Challenges and J&L Solutions > Data Security
43% OF COMPANIES IN A RECENT SURVEY EXPERIENCED AT LEAST ONE DATA SECURITY INCIDENT IN THE PAST YEAR
J&L provides confidentiality and peace of mind through industry leading data security.
SUSTAINABLE GROWTH
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CUSTOMER PAY SERVICE CLINICS
TOTAL DEALERSHIP Experian Data B reach Resolution a nd EVENTS Ponemon Institute S urvey, 2 014. 5
Today’s Challenges and J&L Solutions > Technology
1 OUT OF EVERY 4 CAR SHOPPERS ARE UNSATISFIED WITH THE DEALERSHIP EXPERIENCE = MORE ONLINE RESEARCH, LESS TIME AT DEALERSHIP, FEWER TEST DRIVES J&L Service Clinics: 92.9% Satisfaction Report
SUSTAINABLE GROWTH
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J&L Sales Events: 86% Satisfaction Report
SALES EVENTS
bLinked®: Presents customer with matched vehicles– reducing research and streamlining customer experience
CUSTOMER PAY SERVICE CLINICS
TOTAL DEALERSHIP EVENTS
McKinsey Report, 2 014 6
Today’s Challenges and J&L Solutions > Economy
AVERAGE AGE OF VEHICLES ON THE ROAD IS OLDER THAN EVER: 11.4 YEARS
J&L conquests your database to reactivate lost customers and increase customer pay ROs.
SUSTAINABLE GROWTH
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POLK, 2 014 7
Revolutionary Risk Free Monthly Marketing Strategy that has a 7.5% percent response rate, collects trades at a rate of 74%, and shortens the buying cycle of your best customers by 18 months.
bLinked® > Proven Process
TARGET
TRACK, MEASURE & REPEAT
MOTIVATE
CAPITALIZE
SUSTAINABLE GROWTH
bLinked ®
SALES EVENTS
PREPARE
CUSTOMER PAY SERVICE CLINICS
TOTAL DEALERSHIP EVENTS 9
bLinked® > Target > Data Analytics
CUSTOMER DATA
$0 CASH DOWN
DESIRED PROFIT & BLACK BOOK TRADE-IN VALUE
SIMILAR MONTHLY PAYMENTS
CURRENT INVENTORY
MONTHLY INCENTIVES
SUSTAINABLE GROWTH
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CUSTOMER PAY SERVICE CLINICS
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bLinked® > Motivate
EMAIL WITH VIDEO
DIRECT MAIL
SUSTAINABLE GROWTH
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SALES EVENTS
CUSTOMER PAY SERVICE CLINICS
PERSONALIZED MICROSITE
TOTAL DEALERSHIP Drivingsales.com Vendor Ratings, 2 014 EVENTS 11
bLinked® > Motivate > Direct Mail
DIRECT MAIL Targets in-market customers with customized message, approved by dealership and co-op.
SUSTAINABLE GROWTH
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bLinked® > Motivate > Email
EMAIL WITH VIDEO Heightens sense of urgency and provides direct link to each customer’s microsite.
SUSTAINABLE GROWTH
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bLinked® > Motivate > Personalized Microsite
PERSONALIZED MICROSITE Includes list with every vehicle—and monthly payment— each customer can upgrade to.
SUSTAINABLE GROWTH
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bLinked® > Prepare
DEDICATED ACCOUNT SPECIALIST
bLinked BOOTCAMP
MARKETING TOOLS
Initial Training
Monthly Online Training
Sales Atlas
Monthly Optimization Meeting
Phone Scripts
Performance Tracking
Email Templates
SUSTAINABLE GROWTH
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CUSTOMER PAY SERVICE CLINICS
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bLinked® > Capitalize
bLinked® DEALER PORTAL
SUSTAINABLE GROWTH
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SERVICE APPOINTMENT MATCHES
SALES EVENTS
CUSTOMER PAY SERVICE CLINICS
SINGLE SUBMIT
TOTAL DEALERSHIP EVENTS 16
bLinked® > Track, Measure and Repeat
SUSTAINABLE GROWTH
POST-CAMPAIGN
REPEAT
Personalized Microsite Report Tracking Report
Improve Based On Results
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CUSTOMER PAY SERVICE CLINICS
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bLinked® > What We Deliver
Time F rame
Event Activity
Month prior
Select Marketing / Profit Settings for the following month.
1st of the month
Prep call with Optimization Specialist (First Time Dealers)
Between the 10th and 15th
Letter and emails are sent to customers. Microsite and Dealer Portal become active.
Between the 10th and 20th of the Month
Highest influx of leads as customers read the Email and Letter and respond on their Microsite
Between the 10th – 25th of each month
bLinked Optimization Call (Current Dealers)
3 days before end of the month
Second email is sent to customers letting them know their deal expires at the end of the month.
SUSTAINABLE GROWTH
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Why J&L Marketing? > Driving Profits Promise
Your sensitive data stays safe. Your campaign is delivered on time. If you don’t cover the cost of your campaign, we’ll refund the difference.
SUSTAINABLE GROWTH
bLinked ®
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TOTAL DEALERSHIP EVENTS It’s not an event–it’s a total customer experience.
Total Dealership Events
So how does it work? It’s a simple 5-step process. STEP 1: It starts with our proprietary
STEP 2: Based on our analytics, we market
bPrecise® predictive analytics. (That’s a fancy name for our predictive targeting formula).
to ready-to-buy targets through multi-channel marketing such as emails, print invitations and online digital ads.
STEP 3: We then target through multiple
STEP 4: Each RSVP is routed through
channels those most motivated by a service offer and offer them a free service clinic.
either a landing page or a BDC call center for immediate confirmation and dealership lead generation.
TDE
SUSTAINABLE GROWTH
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STEP 5: The Experience.
CUSTOMER PAY SERVICE CLINICS
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Total Dealership Events
What would happen if…
Motivated buyers
SUSTAINABLE GROWTH
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Out of warranty/at-risk, defected, etc. (customer pay participants)
SALES EVENTS
CUSTOMER PAY SERVICE CLINICS
Get rid of ups/unique environment/not business as usual
TOTAL DEALERSHIP EVENTS 22
Total Dealership Events
Key Benefits: More Traffic, Higher Revenues, Better Customer Experience Engages every department and encourages interaction across departments. DEALERSHIP
Proven increases in the number of vehicles sold and higher number of RO tickets.
v Superior customer experience through all facets of the dealership, which builds brand trust.
SUSTAINABLE GROWTH
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Total Dealership Events
FREE INSPECTION: Maximize ROI by Capitalizing on Every “Up” What if you could MAXIMIZE every opportunity that came into your dealership?
Service: We have them for 60 minutes–they walk on the sales floor–what is going on?
SERVICE
TOTAL DEALERSHIP EVENT
SALES
Sale: Turn a rejected RO into a potential sale by introducing the prospect to the sales manager, who then invites them to the buzzing showroom event.
This interdepartmental flow creates a u nique b uzz throughout the d ealership!
SUSTAINABLE GROWTH
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SALES EVENTS Jump start the month – and end strong. High amount of traffic in short amount of time. Great successes with previous, prospect and conquest customers.
Sales Events > Proven Process
TARGET
TRACK, MEASURE & REPEAT
MOTIVATE
CAPITALIZE
SUSTAINABLE GROWTH
bLinked ®
SALES EVENTS
PREPARE
CUSTOMER PAY SERVICE CLINICS
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Sales Events > Target > Data Analytics
SALES DATA
CUSTOMERS LIKELY TO RESPOND SERVICE DATA
CUSTOMERS LIKELY TO PURCHASE CUSTOMER BEHAVIORS
MARKETING DATA
SUSTAINABLE GROWTH
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Sales Events > Target > Conquest Strategy
LIFESTYLE DEMOGRAPHICS
PREDICTABILITY TO BUY
POLK DMV DATA VEHICLE-RELATED ATTRIBUTES
CUSTOMERS LIKELY TO MOVE TO YOUR BRAND
TARGETED CONQUEST LIST
“J&L was able to bring to us quality leads that turned over into sold units that very day!” —Internet Sales Manager
SUSTAINABLE GROWTH
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CUSTOMER PAY SERVICE CLINICS
TOTAL DEALERSHIP Drivingsales.com Vendor Ratings, 2 014 EVENTS 28
Sales Events > Motivate
DIRECT MAIL
EMAIL WITH VIDEO
DIGITAL
LEAD ADVANTAGE OUTBOUND CALLS
SOCIAL MEDIA
“Huge response! Their staff is well trained and ready to help in any way. We always have a great turn out.” – General Manager
SUSTAINABLE GROWTH
bLinked ®
SALES EVENTS
CUSTOMER PAY SERVICE CLINICS
TOTAL DEALERSHIP Drivingsales.com Vendor Ratings, 2 014 EVENTS 29
Sales Events > Motivate > Direct Mail
DIRECT MAIL Targets in-market customers with customized message, approved by dealership and co-op.
SUSTAINABLE GROWTH
bLinked ®
SALES EVENTS
CUSTOMER PAY SERVICE CLINICS
TOTAL DEALERSHIP EVENTS 30
Sales Events > Motivate > Email with video
EMAIL WITH VIDEO Increases event response—video doubles and even triples click rates with personal message.
SUSTAINABLE GROWTH
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SALES EVENTS
CUSTOMER PAY SERVICE CLINICS
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Sales Events > Motivate > Digital
DIGITAL Digital technology that allows targeting before, during and after campaign with congruent message and appeal.
SUSTAINABLE GROWTH
bLinked ®
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CUSTOMER PAY SERVICE CLINICS
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Sales Events > Motivate > Social Media
SOCIAL MEDIA Social assets combined with tip sheets and best practices strengthen campaign and brand awareness.
SUSTAINABLE GROWTH
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SALES EVENTS
CUSTOMER PAY SERVICE CLINICS
TOTAL DEALERSHIP Drivingsales.com Vendor Ratings, 2 014 EVENTS 33
Sales Events > Prepare
EVENT SUPPORT
J&L UNIVERSITY
SALES ATLAS
“J&L did a great job helping us prepare for the event. Not only was it a great day, but I guarantee we will have residual traffic and sales.” – General Sales Manager
SUSTAINABLE GROWTH
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SALES EVENTS
CUSTOMER PAY SERVICE CLINICS
TOTAL DEALERSHIP Drivingsales.com Vendor Ratings, 2 014 EVENTS 34
Sales Events > Capitalize
PERSONALIZED MICROSITES
LEAD ADVANTAGE
ON-SITE PROMOTION COORDINATORS
PASSPORT
“The appointments J&L set showed at a 90% rate! Wish my sales people could do that. I will definitely have another sale with them soon!” – General Sales Manager
SUSTAINABLE GROWTH
bLinked ®
SALES EVENTS
CUSTOMER PAY SERVICE CLINICS
TOTAL DEALERSHIP Drivingsales.com Vendor Ratings, 2 014 EVENTS 35
Sales Events > Track, Measure and Repeat
PRE-EVENT
DAY OF EVENT
RSVP Report BDC Tracker Microsite
Response Analysis Event Day Lead Report
POST EVENT
Tracking Report
REPEAT
Improve Based On Results
“We have used J&L many times and each time has been a success.” – President
SUSTAINABLE GROWTH
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SALES EVENTS
CUSTOMER PAY SERVICE CLINICS
TOTAL DEALERSHIP Drivingsales.com Vendor Ratings, 2 014 EVENTS 36
Sales Events > What We Deliver
Time F rame
Event Activity
Within 24 hours of sign-up
Allow access to your DMS
3-4 weeks before event
Receive invites for approval
Within 48 hours of receiving
Approve invite
3 weeks before event
Receive previous customer analytics and conquest recommendations
2-3 weeks before event
Conduct event prep meeting with J&L team
2 weeks before event
Lead Advantage BDC introduction
15 days before event
Dealer payment due
11 days before event
J&L University starts
8-10 days before event
Mailed invitation sent, RSVPs start
7-10 days before event
Social media elements sent, digital impressions start being served
4 days before event
Email invitation sent, receive event gifts if ordered by J&L
1 day before event
Email reminder sent
Day of event
Promotion Coordinator pre-qualifies customers, gathers data for Response Analysis and ensures qualified ups.
7 days after event
First sales report available at www.jandlmarketing.com
SUSTAINABLE GROWTH
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SALES EVENTS
CUSTOMER PAY SERVICE CLINICS
TOTAL DEALERSHIP EVENTS 37
Why J&L Marketing? > Driving Profits Promise
Your sensitive data stays safe. Your campaign is delivered on time. If you don’t cover the cost of your campaign, we’ll refund the difference.
SUSTAINABLE GROWTH
bLinked ®
SALES EVENTS
CUSTOMER PAY SERVICE CLINICS
TOTAL DEALERSHIP EVENTS 38
SERVICE CLINICS Generate new revenue opportunities, save at- risk customers and bring back lost customers.
Service Clinics > Proven Process
TARGET
TRACK, MEASURE & REPEAT
MOTIVATE
CAPITALIZE
SUSTAINABLE GROWTH
bLinked ®
SALES EVENTS
PREPARE
CUSTOMER PAY SERVICE CLINICS
TOTAL DEALERSHIP EVENTS
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Service Clinics > Target > Data Analytics
INACTIVE CUSTOMERS
ACTIVE CUSTOMERS
Build profiles based on behaviors
Identify those with patterns similar to inactive before they defected
Study behaviors prior to defection Identify patterns
SUSTAINABLE GROWTH
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CUSTOMER PAY SERVICE CLINICS
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Service Clinics > Target > Conquest Strategy
LIFESTYLE DEMOGRAPHICS
PREDICTABILITY TO STILL OWN VEHICLE
POLK DMV DATA
TARGETED CONQUEST LIST
VEHICLE-RELATED ATTRIBUTES
SUSTAINABLE GROWTH
bLinked ®
SALES EVENTS
CUSTOMER PAY SERVICE CLINICS
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Service Clinics > Motivate
DIRECT MAIL
SUSTAINABLE GROWTH
bLinked ®
EMAIL WITH VIDEO
SALES EVENTS
CUSTOMER PAY SERVICE CLINICS
DIGITAL
TOTAL DEALERSHIP EVENTS 43
Service Clinics > Motivate > Direct Mail
DIRECT MAIL Targets in-market customers with customized message, approved by dealership and co-op.
SUSTAINABLE GROWTH
bLinked ®
SALES EVENTS
CUSTOMER PAY SERVICE CLINICS
TOTAL DEALERSHIP EVENTS 44
Service Clinics > Motivate > Email with video
EMAIL WITH VIDEO Increases event response—video with personal message doubles and even triples click rates.
SUSTAINABLE GROWTH
bLinked ®
SALES EVENTS
CUSTOMER PAY SERVICE CLINICS
TOTAL DEALERSHIP EVENTS 45
Service Clinics > Motivate > Digital
DIGITAL Digital technology that allows targeting before, during and after campaign with congruent message and appeal.
SUSTAINABLE GROWTH
bLinked ®
SALES EVENTS
CUSTOMER PAY SERVICE CLINICS
TOTAL DEALERSHIP EVENTS 46
Service Clinics > Prepare
EVENT SUPPORT
SUSTAINABLE GROWTH
bLinked ®
SALES EVENTS
SALES ATLAS
CUSTOMER PAY SERVICE CLINICS
TOTAL DEALERSHIP EVENTS 47
Service Clinics > Capitalize
PERSONALIZED MICROSITES
SUSTAINABLE GROWTH
bLinked ®
LEAD ADVANTAGE
SALES EVENTS
ON-SITE PROMOTION COORDINATORS
CUSTOMER PAY SERVICE CLINICS
PASSPORT
TOTAL DEALERSHIP EVENTS 48
Service Clinics > Track, Measure and Repeat
PRE-EVENT
DAY OF EVENT
RSVP Report BDC Tracker Microsite
Response Analysis Event Day Lead Report
SUSTAINABLE GROWTH
bLinked ®
SALES EVENTS
CUSTOMER PAY SERVICE CLINICS
POST EVENT
Tracking Report
REPEAT
Improve Based On Results
TOTAL DEALERSHIP EVENTS 49
Service Clinics > What We Deliver
Time F rame
Event Activity
Within 48 hours of sign-up
Allow access to your DMS
3-4 weeks before event
Receive invites for approval
Within 48 hours of receiving
Approve invite
3 weeks before event
Determine how many appointments can be scheduled per half-hour, and receive previous customer analytics and conquest recommendations
2-3 weeks before event
Conduct clinic prep meeting with J&L team
15 days before event
Dealer payment due
9-12 days before event
Mailed invitations sent, RSVPs start, Lead Advantage BDC introduction
7-10 days before event
Digital impressions start being served
4 days before event
Email invitations sent, receive event gifts (if ordered by J&L)
1 day before event
Email reminder sent
Day of event
Promotion Coordinator pre-qualifies customers, gathers data for Response Analysis and ensures qualified customers
7 days after event
First service report available at www.jandlmarketing.com
SUSTAINABLE GROWTH
bLinked ®
SALES EVENTS
CUSTOMER PAY SERVICE CLINICS
TOTAL DEALERSHIP EVENTS 50
Why J&L Marketing? > Driving Profits Promise
Your sensitive data stays safe. Your campaign is delivered on time. If you don’t cover the cost of your campaign, we’ll refund the difference.
SUSTAINABLE GROWTH
bLinked ®
SALES EVENTS
CUSTOMER PAY SERVICE CLINICS
TOTAL DEALERSHIP EVENTS 51