automotive digital advertising performance metrics dealer internet battle plan v2
TRANSCRIPT
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Digital Advertising: What is It and How Should We Measure It?
Yes Virginia, the world isn’t flat and there is no such
thing as a $20 lead!
As more money gets shifted from traditional offline advertising media into
online interactive media, the ability to create a wide variety of consumer
experiences around receiving a dealer’s message brings new possibilities.
What are a few of these new ways for dealers to engage car buyers and how
do we measure what messages are more effective than others? This session
will explore online advertising from the perspective of generating consumer
engagement and creating a positive perception of the dealership, while
debunking the myth of the $20 lead. Paglia will present the concept of Key
Buying Activities (KBA) from a dealer perspective and how to track and
measure them. The session will showcase actual dealership case studies
and provide access to spreadsheets and document templates that attendees
can repurpose for their own use.
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What’s Hot vs What’s Not - Automotive Digital Marketing 2009
Getting Hotter 2009 Cooling Down
Digital Marketing Versus Buying Leads
Digital Advertising Versus Newspaper Advertising
Multiple Websites Versus Single Dealer Website
Multiple URL’s Versus A Single “Branded” URL
Transactional Websites Versus Online Billboards
Targeted Email Marketing Versus Bulk Broadcast Email
Online CTP Video Ads Versus Static Banner Ads
Online Advertising Versus PPC Search Advertising
User Generated Content (UGC) Versus One-Way Communication
1. Online Display Advertising
– Ad Networks
• Automotive Websites
• Local Media Websites
• National Websites
– Behavioral Targeting
– Geotargeting
– Contextual Targeting
2. Search Engine Advertising
– CPC/PPC/Sponsored Links
3. Offline Ad Buying Efficiency– Google Audio (radio)
– Google Print (newspaper)
– Google TV
Digital Advertising Advantages
MEASURABLE RESULTS
QUALITY TRAFFIC
HIGHLY TARGETABLE
COST EFFECTIVE ROI
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Other17.6 hours
Newspaper,3.9 hours
Television16.4 hours
Internet 32.7 hours
Weekly Hourly Media Consumption 1
(Total time spent using all media was 70.6 hours)
Column1, Internet, 11.
50%
Column1, Television, 19.50%
Column1, Newspaper, 27.30%
Column1, Direc
t Mail/Radio/Other, 28.3
0%
Percent of Advertising Spend 2
Why doesn’t local dealer advertising have the same
impact on showroom traffic as it did 10 years ago?
1. IDC Study, U.S. Consumer Online Behavior Survey Results 2007
2. 2007 National Automobile Dealers Association Data
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Different media channels are more effective
at distinct stages of the automotive shopping funnel
Consideration
Purchase
Awareness
Familiarity
Visit Dealer
Advertising Media Channels
TV
Ad
s
Ra
dio
Ad
s
Dig
ital A
dvertis
ing
New
sp
ap
ers
Ou
tdo
or
Source: DoubleClick Touchpoints III
#1 Source, Internet,
35.3%
#1 Source, Family,
24.9%
#1 Source, Friends,
13.4%#1
Source, TV, 8.2% #1
Source, Magazine, 4.4%
#1 Source, Newspa
per, 3.6%#1
Source, Radio, 1.1%
“Which one of these information
sources was most important
when making decisions about
buying your vehicle?”
R.L. Polk 2007
Digital
Advertising
Results?
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Digital Advertising
Measurement
&
Analysis
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This campaign ran for new pickup trucks across multiple states in the
Southeastern USA. Conversion to a “Key Buying Activity” (KBA) is defined
as “printing out a test-drive certificate.” As Figure 4 shows (next
slide), Careers & Education generated the best blend of
performance, including click-through and conversion rates… Dating
& Social Networking was the highest-performing conversion
category. Autos & Transportation had a conversion rate dramatically
lower than the average of the campaign while the click-through rate was
only slightly higher than the average. Here’s the point; guessing where
in-market auto buyers can be found and sticking to that without
looking at any campaign data will not lead to campaign success.The true benefit of this data for the dealer and his digital marketer is not
only in understanding this campaign’s performance, but also in being able
to use the data to more accurately target their online advertising
investments going forward – both within the current campaign and future
ones…
By removing low performing categories, performance will increase.
Campaign Example #1 – Southeast USA; Pickup Trucks
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Regional Truck Campaign #1 Click-Through &
Conversion Rates by Site Category and Traffic
The size of the
bubbles show the
volume in terms of
impressions served
for each category…
The placement of
the bubbles
represents
performance in
terms of click-
through and
conversion rates…
The vertical dashed
line represents the
average click-
through rate for the
campaign.
The horizontal dash
line represents the
average conversion
rate for the
campaign
Figure 4
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Campaign ran for a full sized pickup truck in Texas. KBA Conversion defined
as providing personal information to a dealer (Lead), or “watching the one
minute and thirty second video in its entirety.” Figure 5 on next slide shows
that Science and Nature performed better than other categories in clicks while
Money & Finance outperformed all categories in conversions. This is
interesting because Money & Finance is traditionally thought to be a fit for
luxury vehicles, not full-size pickup trucks. Second, traditional thinking tells us
that consumers within Money & Finance sites are “time-challenged”. Yet this
group spent more time than any other group watching the video.
Clearly, stereotypes continue to be challenged. Autos & Transportation
sites performed below the campaign average both in terms of click-
through and conversion rate. The assumption that a category consisting
of automotive enthusiasts is the best way to reach consumers who are
ready to buy a car within the next four or six weeks proves to be
incorrect. These types of auto sites are sometimes even referred to as “in-
market” sites when real campaign data continues to suggest that in-market
buyers can be more successfully found on other sites in other categories.
Campaign Example #2 – Texas; Full-Size Pickups
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The size of the
bubbles represents
the volume in terms
of impressions
served for each
category. The
placement of the
bubbles represents
the performance in
terms of clicks and
post-click conversion
rates…
The vertical dashed
line represents the
average click-through
rate for the
campaign.
The horizontal
dashed line
represents the
average conversion
rate for the campaign
Click-Through and Conversion Rates by
Category and Associated Volume
Figure 5
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It’s not ONLY about generating leads, it’s also about
the majority that shop online and buy offline!
Online New Car Shopper as % of Total Buyers
Email Lead Requestors as % of Total Buyers
64%
20%
67%
21%
68%
21%
71%
22%
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16,266 Online Car
Shoppers driven
to Dealer’s Sites
in 4 months.
$1.90 Cost per Online Car
Shopper that actually clicked
through to Dealer’s web site
$1.51 Cost per 1,000 Online
Car Shoppers that saw the
Dealer’s advertisements
Online Car Shoppers
saw Dealer’s Ads over
20 Million times in
the same 4 months.
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Impressions Generated How many times the ad was seen
Click Through Rate (CTR)# of Visitors to the dealer’s web sites,
divided by Impressions Generated
Leads GeneratedLeads, Phone Calls & Showroom Visits
attributed to ad campaign
Vehicles Sold Units Sold to Leads Generated
Campaign CostTotal dollars spent buying placements or
clicks for Ad Campaign
Cost per 1,000 Impressions (CPM)Campaign Cost divided by Impressions
Generated multiplied by 1,000
Average Cost per Unique Visitor Campaign Cost divided by Unique
Visitors as tracked by referring URL
Average Cost per Lead GeneratedCampaign Cost divided by Leads
Generated
Advertising Cost PVR Campaign Cost divided by Vehicles Sold
What to Look at when measuring a
Digital Advertising Campaign
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Digital Ad Campaign Metrics Analysis Example (4 Month PPC & Display Ads)
• 33,257,657 Impressions Generated – How many times the ad was seen
• 29,528 Click Throughs - Visits to the dealers web sites, landing pages and micro sites
• 2,248 Leads Generated -Electronic Leads and Phone Calls Generated
• 174 Vehicles Sold – You know what this means! Counts Phone & Internet, but NOT showroom
• $71,801.30 Campaign Cost – How much spent on Digital Advertising Campaign
• $2.16 Cost per Thousand (CPM) - How much to get 1,000 Impressions
• $2.43 Average Cost per Visitor to dealer’s site
• $31.94 Average Cost per Lead Generated
• $412.65 Average Cost PVR (compares to $610 YTD)
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Average monthly total vehicle sales for year prior to starting digital advertising was 144. Since starting with digital
advertising sales have averaged 178 units per month. 24% growth in sales volume attributed to increased
showroom traffic, phone calls and Internet leads from digital ad campaigns. Dealer’s CRM tool shows a 22%
average increase in showroom traffic. Toll Free Ad Tracking reports show 24% increase in phone calls, with
increased call volumes coming in from dealer web site. Dealer web site Internet leads have increased 33% since
starting digital advertising campaigns. Dealer invoicing from ADP Digital Advertising Program using campaign
examples above is:
Digital Advertising Media Purchases……..……..………..$ 5,495.21
Media Management Services…...………...………………..$ 1,099.04
Account Services……………………………………………..$ 495.00
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Total Digital Ad Invoice………………………………………$ 7,089.25
Net Cost Per Site Visit Generated…………………………..$ 1.80
Net Cost Per Thousand Ad Impressions…………………..$ 0.78
REPORT:
ACCOUNT:
DATE RANGE:
Campaign Impressions Clicks CTR
Avg
CPC
Avg
CPM Cost
Avg
Position
Ford - San Diego +75 miles Keyword 213,362 243 0.11% $1.88 $2.14 $456.23 2.90
ABC Motors Ford - National Keyword 48,800 116 0.24% $0.51 $1.21 $58.86 4.30
Site Category Targeted Ads - SoCal 298,946 89 0.03% $1.12 $0.33 $100.05 1.00
Display Ads - SD Site Targeted 627,813 163 0.03% $1.23 $0.32 $200.14 1.10
ABC Motors Ford - SD Keyword 73,034 125 0.17% $2.06 $3.52 $256.94 3.00
Ford Price Quotes - SD Keyword 5,270 1 0.02% $0.00 $0.00 $0.00 4.90
ABC Motors - San Diego Keyword 366,616 884 0.24% $1.45 $3.49 $1,279.29 2.50
Ford Price Quotes - SoCal Keyword 12,950 16 0.12% $1.10 $1.36 $17.61 3.00
ABC Motors - San Diego Site Targeted 5,995,252 1,954 0.03% $1.14 $0.37 $2,229.96 1.00
Ford Models - SD Keyword 27,632 56 0.20% $1.85 $3.76 $103.79 2.50
Referral Bonuses - SoCal Site Targeted 730,581 98 0.01% $1.59 $0.21 $155.33 1.00
Video Ads - SD Site Targeted 34,859 2 0.01% $26.30 $1.51 $52.60 1.10
Southern CA Geo - Keyword 30,209 153 0.51% $2.96 $14.97 $452.14 3.10
Video Ads SD - Keyword Contextual 103 0 0.00% $0.00 $0.00 $0.00 1.30
0% APR 60 Months - CPC Site Targeted 613,971 47 0.01% $2.81 $0.22 $132.27 2.10
Totals and Overall Averages: 9,079,398 3,947 0.04% $1.39 $0.61 $5,495.21 2.32
Monthly Combined Digital Ad Campaign Summary
Digital Advertising Example Case Study #2 - Actual Results
November, 2007
Case Study #4: Dealer name and URL’s changed to protect confidential marketing strategy.
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ACCOUNT:
DATE RANGE:
CAMPAIGNS:
Campaign Ad Group Impressions Clicks CTR
Avg
CPC
Avg
CPM CostAvg
Position
National Search - ABC Ford ABC Ford Since 1965 373,651 94 0.03% $0.73 $0.18 $69.01 3.4
National Search - ABC Ford Ford-USA.com 216,607 423 0.20% $0.45 $0.89 $192.30 4.3
ABC Motors Ford - SD ABCFordSanDiego.com 41,010 255 0.62% $2.31 $14.34 $588.07 3.9
ABC Motors Ford - SD SanDiegoFordFocus.com 4,420 3 0.07% $0.68 $0.46 $2.05 4.6
ABC Motors Ford - SD SDFordExplorer.com 3,918 1 0.03% $0.79 $0.20 $0.79 2.7
ABC Motors Ford - SD SDFordMustang.com 89,405 124 0.14% $2.91 $4.04 $361.24 2.5
ABC Motors Ford - SD SDFordExpedition.com 10,822 6 0.06% $2.54 $1.41 $15.26 2.6
ABC Motors Ford - SD SanDiegoFordF150.com 30,012 36 0.12% $2.14 $2.57 $77.17 3.4
ABC Motors Ford - SD SDFordEscape.com 29,296 30 0.10% $2.19 $2.24 $65.58 3.8
ABC Motors Ford - SD SanDiegoFordFusion.com 35,120 73 0.21% $2.15 $4.46 $156.72 2.4
ABC Motors Ford - SD SanDiegoFordF250.com 6,782 22 0.32% $3.01 $9.77 $66.26 3.2
ABC Motors - SD+75 miles SD-Ford.com 14,014 27 0.19% $1.24 $2.38 $33.35 3.5
ABC Motors - SD+75 miles Pick a Ford - FordDirect 43,510 45 0.10% $1.09 $1.13 $49.07 2.6
ABC Motors - SD+75 miles GetPreapprovedInSeconds 42,331 97 0.23% $0.79 $1.80 $76.17 2.6
ABC Motors - SD+75 miles Ford.com RequestAQuote 39,958 216 0.54% $1.86 $10.07 $402.48 2.8
ABC Motors - SD+75 miles San-Diego-Ford.com 19,727 60 0.30% $1.51 $4.58 $90.31 3.9
ABC Motors - SD+75 miles SDWheels-Ford.com 95,448 156 0.16% $1.65 $2.70 $257.34 2.8
ABC Motors - SD+75 miles SoCal-Ford.com 154,110 124 0.08% $1.83 $1.47 $226.80 3
ABC Motors - SD+75 miles SD-Ford-Mustang 44,762 144 0.32% $2.22 $7.14 $319.41 1.9
ABC Motors - SD+75 miles SDFordExpedition.com 22,491 42 0.19% $2.27 $4.24 $95.31 2.5
Ford Price Quotes ABC Ford Price Quote 16,530 7 0.04% $0.00 $0.00 $0.00 3.7
1,333,924 1,985 0.15% $1.58 $2.36 $3,144.69 3.3Overall Online Totals and Averages:
ABC Motors Case Study - Actual Numbers - Name, Location and URL's Changed
Oct-07
All Keyword and Site Targeted Campaigns by Ad Group
Average monthly sales prior to starting digital advertising was 62. Since starting digital advertising, sales have averaged 75 units per month. 21% growth in sales volume attributed to increased showroom traffic, phone calls and Internet leads from digital ad campaigns. Logs show 33% increase in showroom traffic. Phone Tracking reports show 38% increased call volumes coming in from dealer web site. Dealer website leads have increased 50% since starting digital advertising campaigns. Dealer invoicing from the ADP Digital Advertising Program for Dealers using campaign examples shown above is as follows:
Digital Advertising Media Purchases……..……..………$ 3,144.69
Media Management Services…...………...……………..$ 628.94
Account Services…………………………………………..$ 495.00
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Total Digital Ad Invoice……………………………………$ 4,268.63
Net Cost Per Site Visit Generated……………………….$ 2.15
Net Cost Per Thousand Ad Impressions………………..$ 3.20
Case Study #5: Dealer’s name, location and URL’s
changed to protect confidential marketing strategy.
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“Our experience with using Digital Advertising has been nothing short of fantastic. We have used Online Advertising and Radio Campaigns to blanket our market area with great success…
From January 21, 2008 to February 29, 2008, we used Digital Audio Campaigns to run 1,184 radio spots that aired on 24 stations in our market… These radio ads have aired during peak drive times from 6am to 7pm weekdays and cost a fraction of what we usually have to pay.
At the same time we ran an online advertising campaign that produced 2,492 visitors to our website and generated 20,774,648 Impressions. “
- Darin WadeGeneral Manager Rich FordAlbuquerque, NM
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Reaching More Car Buyers with Less Money
Google Audio Traditional Traditional Traditional
Total Spots 4,961 4,961 4,961 4,961
Price per spot $ 2.15 $ 25.00 $ 50.00 $ 75.00
Total Spend $ 10,666 $ 124,025 $ 248,050 $ 372,075
Savings $ 113,359 $ 237,384 $ 361,409
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Digital Advertising Examples:
Search Engine Advertising
Digital Advertising:
Google Search Engine Advertising
Also called Cost-Per-Click (CPC) andPay-Per-Click (PPC), Google calls Search Ads: “Sponsored
Links”
Digital Advertising:
Yahoo! Search Engine Advertising
Also called Cost-Per-Click (CPC) andPay-Per-Click (PPC), Yahoo calls their Search Ads:“Sponsored
Results”
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Sponsored Links (paid search
listings) are displayed at top and
right side of search results page…
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Ford Dealer
listings on local
search maps
are shown when
a community
name is used in
search query…
“Local
Business
Results”
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Organic (free) web site Links are
listed in the middle/left/lower section of
the search query results page…
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Display Advertising
on Consumer Facing Websites
Digital Advertising Examples:
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• Types of Online
Advertising Buys:
– Pay for Placement by Time
(fixed monthly fee)
– Pay per Click (PPC or CPC)
– Pay per Thousand
Impressions (CPM)
– Pay per Conversion (CPA)
Leads & Calls Generated
• How to Get it Done:– In-House: Do It Yourself
– 2 Day Digital Advertising
Setup and Training Visit
– ADP Digital Advertising
Program for Dealers
– Other SEM Service
Providers & Ad Agencies
– Tier 2 Dealer Advertising
Association
– OEM Digital Ads
How does buying Digital Advertising work?
Can dealers use online ads to drive Traffic?*
*Traffic = Showroom, phone and visits to your web sites
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Digital
Advertising
Results
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Here In Dallas, TX we used Digital Advertising to drive traffic to CBS’s
DFWvehicles.com to supplement their TV, Radio and Outdoor
advertising campaigns that utilized their own media channels…
Exceptionally high click-through rates reflect the synergies achieved
with Integrated Marketing campaigns that utilize on and offline media
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In less than an hour, we set up Site Targeted Online Display Ads, Search Engine Ads, Radio Ad Campaigns on 24 stations, and a Saturday/Sunday Full Page Newspaper Ad Campaign…
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Digital Ad Media Purchases…………………$ 6,389.72
Media Buying Service.…………...…………..$ 1,277.94
Account Services……………………………..$ 495.00
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Total Digital Ad Invoice…………….……$ 8,162.66
Net Cost Per Thousand Impressions…$ 0.31
Net Cost Per Visitor……………………...$ 2.13
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Digital Advertising Campaigns(Feb 1- Mar 31) = Same Days Tracked
Website 800 Sales Line =
492 total Calls
Rich Ford Results
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Rich Ford 2008 Results:
#1 in sales volume for their region 2008 YTD
February-March 2008 Sales Performance:
– 120 TOTAL NEW CARS 31.9% increase from 2007
– 217 TOTAL NEW TRUCKS2.8% increase from 2007
Digital Marketing Call To Action
Go to www.ADPdigitalAdvertising.com and get a no-charge Search Marketing Analysis sponsored by the ADP Digital Marketing Team… An ADP Digital Advertising Team specialist will review results with you.
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