Prioritize Your Prospects: Uncover Clues to Predict Who Will Buy Next

Each year, the average customer test drives fewer vehicles. Given the fewer opportunities and limited time available to sales people, the key question for them is: which prospects do I contact first? AutoLoop surveyed over 50K customers in 2016 who didn't buy on their initial visit to a dealer and we found significant differences in post-visit purchase rates based on a variety of factors, including the advertising they were exposed to, the reason they didn't buy on their initial visit, and even the color of vehicle they were seeking. Armed with a better understanding of who is likely to buy and when they will make a decision, sales associates will increase the effectiveness of their follow-up communications and convert more leads to sales after their initial visit to a dealer.

This will increase revenue from unsold prospects by over $1M per year, increase sales person effectiveness, and reduce days in inventory.

At AutoLoop, Doug is responsible for using customer analytics and insights to improve digital and multi-channel acquisition, retention and loyalty programs across leading OEMs and dealer groups. Prior to AutoLoop, Doug developed innovative marketing programs for automotive dealers and aftermarket providers as VP of strategy at DMEautomotive and VP of analytics at 3Birds Marketing. Doug also established the customer insights and online marketing functions at Dick's™ Sporting Goods, and he provided performance improvement consulting to Fortune 500 companies while at Ernst & Young Management Consulting. Doug earned his BS from Miami University in Ohio and his MBA from Indiana University.