• Get The Cars.com Guide to the New Four Ps of Automotive Marketing

    Get The Cars.com Guide to the New Four Ps of Automotive Marketing

      The rules of automotive marketing have changed forever. As we discussed in a recent blog post, auto dealers need to rethink the traditional four Ps of automotive marketing. Instead of obsessing with “look-at-me” promotions, dealers must focus on product, price, place, and person to attract and keep valuable shoppers. And now, Cars.com has published […]

  • The Future of Leads Management in the Automotive Industry

    The Future of Leads Management in the Automotive Industry

    For automotive dealers, identifying, nurturing, and closing leads has become more complicated, as auto shoppers use an increasingly wide array of channels and devices to interact with dealers. In recent weeks, we’ve been blogging about the importance of treating each lead source separately, including phone leads, internet leads, and walk-in leads. The ability to do […]

  • Introducing the New Four Ps of Automotive Marketing

    Introducing the New Four Ps of Automotive Marketing

      The automotive industry must write our own rules to continue growing. We need to let go of the assumptions that served us well for years but will hold us back in the face of changing consumer behavior, emerging technologies, and new business models. No rule for successful marketing is sacred, including the time-honored principle […]

  • Take Ownership of Leads Management

    Take Ownership of Leads Management

    A talented auto dealership sales team can close leads. But you need more than a talented sales team to win customers consistently. To create a strong pipeline of leads all year-round, dealers need to understand their sources of leads, nurture them, and close them. In recent weeks on this blog, we’ve discussed the challenges and […]

  • Nurturing and Closing Leads in the Digital Era

    Nurturing and Closing Leads in the Digital Era

    Leads for automotive dealers are not all the same. You need to treat someone who calls you on the phone or emails you differently than someone who walks on to your lot without contacting you ahead of time. Only sales people who understand the nuances of handling each type of lead will successfully nurture and […]

  • Identifying Quality Leads in the Digital World

    Identifying Quality Leads in the Digital World

    It’s getting harder and harder for dealers to identify quality leads. Car shoppers take a complicated path on their journey to purchasing a vehicle. Their journey includes exposure to multiple media: TV, radio ads, OEM websites, and content on third-party research sources such as Cars.com, just to cite a few touch points that influence the […]

  • On-the-Lot Trends from Summer’s Biggest Holiday

    On-the-Lot Trends from Summer’s Biggest Holiday

    Last month, we launched our monthly On-the-Lot Trends Report to analyze consumers’ mobile shopping behavior while on a dealer lot for both New and Used vehicles. These insights are made possible through our recently patented Lot Insights technology. Our June On-the-Lot Trends Report showed consistent trends with various makes/models leading the way in VDP impressions. […]

  • Cars.com Publishes New Guide to Help Dealers Win with Leads

    Cars.com Publishes New Guide to Help Dealers Win with Leads

    The rules for dealers to close customer leads have changed. Dealers need to abandon a one-size-fits-all approach for identifying, nurturing, and closing leads.  Dealers also need to stop thinking in terms of lead volume and focus on lead quality. Leads come from so many different sources that, as a dealer, you need to customize your […]

  • Last-Touch Attribution Misses the Impact of Cars.com

    Last-Touch Attribution Misses the Impact of Cars.com

    Last-touch attribution is a flawed approach to measuring the effectiveness of your marketing spend. In fact, shoppers navigate a complex journey from awareness to purchase, one that includes exposure to radio ads, display ads, OEM websites, content on third-party sites such as Cars.com, and many other sources. Dealers need to understand the impact of all […]

  • New Study Shows Cars.com Fuels Dealership Growth

    New Study Shows Cars.com Fuels Dealership Growth

    Just how much impact does a third-party site like Cars.com have on dealers’ sales, service, and growth? Cars.com partnered with analytics firm Transparency to find the answer by analyzing dealer data across the United States. The results underscore the value of Cars.com’s audience: Cars.com influences 60 percent of average dealers’ sales and service transactions, delivering […]