Gsp 03 21 2016

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

SUSTAINABLE GROWTH

bLinked ®

SALES EVENTS

CUSTOMER PAY SERVICE CLINICS

TOTAL DEALERSHIP EVENTS 3

Why J&L Marketing?

TODAY’S CHALLENGES AND J&L SOLUTIONS

DATA SECURITY

SUSTAINABLE GROWTH

bLinked ®

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

bLinked ®

SALES EVENTS

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

bLinked ®

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

bLinked ®

SALES EVENTS

CUSTOMER PAY SERVICE CLINICS

TOTAL DEALERSHIP EVENTS

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

bLinked ®

SALES EVENTS

CUSTOMER PAY SERVICE CLINICS

TOTAL DEALERSHIP EVENTS 10

bLinked® > Motivate

EMAIL WITH VIDEO

DIRECT MAIL

SUSTAINABLE GROWTH

bLinked ®

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

bLinked ®

SALES EVENTS

CUSTOMER PAY SERVICE CLINICS

TOTAL DEALERSHIP EVENTS 12

bLinked® > Motivate > Email

EMAIL WITH VIDEO Heightens sense of urgency and provides direct link to each customer’s microsite.

SUSTAINABLE GROWTH

bLinked ®

SALES EVENTS

CUSTOMER PAY SERVICE CLINICS

TOTAL DEALERSHIP EVENTS 13

bLinked® > Motivate > Personalized Microsite

PERSONALIZED MICROSITE Includes list with every vehicle—and monthly payment— each customer can upgrade to.

SUSTAINABLE GROWTH

bLinked ®

SALES EVENTS

CUSTOMER PAY SERVICE CLINICS

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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

bLinked ®

SALES EVENTS

CUSTOMER PAY SERVICE CLINICS

TOTAL DEALERSHIP EVENTS 15

bLinked® > Capitalize

bLinked® DEALER PORTAL

SUSTAINABLE GROWTH

bLinked ®

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

bLinked ®

SALES EVENTS

CUSTOMER PAY SERVICE CLINICS

TOTAL DEALERSHIP EVENTS 17

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

bLinked ®

SALES EVENTS

CUSTOMER PAY SERVICE CLINICS

TOTAL DEALERSHIP EVENTS 18

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 19

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

bLinked ®

SALES EVENTS

STEP 5: The Experience.

CUSTOMER PAY SERVICE CLINICS

TOTAL DEALERSHIP EVENTS

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Total Dealership Events

What would happen if…

Motivated buyers

SUSTAINABLE GROWTH

bLinked ®

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

bLinked ®

SALES EVENTS

CUSTOMER PAY SERVICE CLINICS

TOTAL DEALERSHIP EVENTS 23

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

bLinked ®

SALES EVENTS

CUSTOMER PAY SERVICE CLINICS

TOTAL DEALERSHIP EVENTS

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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

TOTAL DEALERSHIP EVENTS

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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

bLinked ®

SALES EVENTS

CUSTOMER PAY SERVICE CLINICS

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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

bLinked ®

SALES EVENTS

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

bLinked ®

SALES EVENTS

CUSTOMER PAY SERVICE CLINICS

TOTAL DEALERSHIP EVENTS 31

Sales Events > 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 32

Sales Events > Motivate > Social Media

SOCIAL MEDIA Social assets combined with tip sheets and best practices strengthen campaign and brand awareness.

SUSTAINABLE GROWTH

bLinked ®

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

bLinked ®

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

bLinked ®

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

bLinked ®

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

bLinked ®

SALES EVENTS

CUSTOMER PAY SERVICE CLINICS

TOTAL DEALERSHIP EVENTS

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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

TOTAL DEALERSHIP EVENTS 42

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