Académique Documents
Professionnel Documents
Culture Documents
The Automotive Industry lags behind most other major industry marketing categories in the shift to digital This will be resolved as OEMs find ways to shift Tiers 2 and 3 into online advertising medias.
Ralph Paglia; Director Digital Marketing, 505-301-6369, ralph_paglia@adp.com
Why is the Auto Industry shifting billions away from traditional offline media into online digital advertising strategies and media?
40.0%
35.3% about
35.0%
Which one of these information sources was most important when making decisions buying your first new vehicle?
30.0%
24.9%
25.0%
20.0%
15.0%
13.4%
10.0%
5.0%
0.0%
te In
t ne r
am
ily i Fr
s nd e
TV M
a ag
ne zi Ne w
pe pa s
io ad R
Source: Polk Center for Automotive Studies 2007 New Vehicle Sales Study
Where does Automotive Buying Influence occur? What are the most important types of information sources to car buyers with Internet access? OEM sites are replacing 3rd Party sites! Dealer sites are now more important than Independent sites
A Harris Interactive survey of people who considered themselves very or extremely knowledgeable about cars found that 63% had used the Internet as a resource for their most recent car purchase, while magazinespresumably enthusiast titleswere a distant second, at 33%. Newspapers ranked only slightly ahead of television.
When we exclude Paid Search and Video Advertising, the most recent 3 year growth in online automotive display advertising is dramatic
35%
Dealer
Consumer
Newspaper
Radio
Television
Internet
Other
Source: NADA
The Auto Industry continues to shift Advertising funds into the Online and Interactive Media space at a rapid pace
Respected research firm, Borrell Associates, predicts that online auto ad spending will increase by 13% over the next five years, compared with less than 2% for total auto industry spending. By 2009, digital spending will hit $4 billion, surpassing every other medium except broadcast television.
10
The Automotive Industry continues to shift advertising funds into the Digital Advertising space From less than $2.5 Billion in 2007, the industry will grow Digital Ad budgets to over $5 Billion during the next 4 years.
11
12
At the OEM level (Tier 1), budgets are skewed towards an over reliance on TV relative to the influence TV has on car buyers. While Internet is budgeted at less than the impact it has.
13
New vehicle franchise dealers in the USA spent $7.86 billion on advertising last year, with the average ad spend per dealership increasing by 4% to slightly over $378,000.
Source: National Automobile Dealers Association (NADA), "2008 NADA Data: Economic Impact of America's New-Car and New-Truck Dealers, May 2008
14
The chart below reveals changing trends in media buying at the local dealer level. Total ad spending dropped 13.5% between 2005 and 2007, to $4.9 billion. Newspaper spending fell by almost 22% in that time, followed to a lesser extent by radio and outdoor. Magazine spending, although a modest $29.2 million, actually rose 71% in the same time periodand online display ads surged 189% to $114 million and a 2.4% share of the total advertising budget.
15
Even so, according to TNS data, in 2007 automakers were still pouring the majority of their ad budgets, about 60%, into TV. That is money they cannot afford to waste in 2008, 2009 and beyond.
Ralph Paglia; Director Digital Marketing, 505-301-6369, ralph_paglia@adp.com
16
In the coming years, more and more consumers will want to conduct the entire buying process online, and dealers will have to provide the tools to facilitate the sale, including links to loan applications, inventory selection, buyers orders, deposits, down payments and car insurance.
Web sites will make or break a saleand an ongoing relationship. Sales contact with new customers will be limited to a one-time showroom visit for pickupand then continue via the Web site for accessory sales, ongoing promotions, service and maintenance appointments.
Ralph Paglia; Director Digital Marketing, 505-301-6369, ralph_paglia@adp.com
17
Online Advertising
Used to cost effectively inform, invite and guide car buyers to the right tools. Targeted Placements based on visitor demographics, sequential displays and Behavioral Targeting create ability to deliver right messages to right people.
Ralph Paglia; Director Digital Marketing, 505-301-6369, ralph_paglia@adp.com
18
19
Word-of-Mouth Online
A few short years ago, price and vehicle specs were the main pieces of information sought online. Today, shoppers turn to the Web for recommendations and reviews. Word-of-mouth has always had a great influence on vehicle purchase decisions, but now the Webthrough blogs, user reviews, discussion groups, automotive wikis and other social mediais replacing recommendationsMarketing, 505-301-6369, ralph_paglia@adp.com Ralph Paglia; Director Digital from friends and family.
20
21
22
23
Where is the traditional Advertising money being spent within the Automotive channel? Non-digital ad spend is declining as Automotive moves from offline to online advertising, with Automotive Tier 2 (dealer associations) and Automotive Tier 3 (dealers) in the top 3 for both volume and shift towards digital.
24
With 4 of the top 10 offline media buyers being car companies, despite having shifted billions of dollars into digital, even the car companies still spend a disproportionately large amount of money on traditional media channels This spending will increasingly come under fire and will be further eroded as more OEM dollars shift into the digital and interactive media formats. This is important for Tiers 2 and 3 which are influenced by OEMs.
25
When Search Advertising is excluded, and we look at where OEMs have shifted budgets into online advertising in the most recent 3 year period, we can see where the dealers will most likely pull their dollars from as they see the need to invest in online digital marketing. We believe that Tier 1 is a leading indicator for spending shifts at Tier 2, and Tier 2 is a likewise leading indicator of advertising shifts at Tier 3.
26
When we look at the overall growth in Digital Advertising and Online measured media spending, we can see the growth is outpacing the Automotive Industrys shifting of media buys at Tier 2 and Tier 3 to date This is an indicator that there is a lag in Automotive Tiers 2 and 3 which shows that there is a gap between what dealers are spending there advertising money on and where both consumers and the rest of the business world has gone.
27
When we look at pure Tier 3 Advertising spend per the most recent NADA numbers, we see that dealers currently show various expenses that they categorize as Internet Advertising using up less than 13% of their total advertising budget. We believe that this share of dealer advertising spend will more than double to over 25% within the next 4 years
28
"These findings point to a significant disruption in the auto dealer advertising space," explained Neal Polachek, CEO of The Kelsey Group.
"There are valuable opportunities for traditional and new media companies that tune into dealers' adoption of Web 2.0 technologies and align with dealers' online media-buying intentions," Polachek added. Dealers are also shifting the manner in which they advertise. Sixty-two percent of dealers surveyed plan to boost online media spending in the next 12 months. Only 17 percent said they will do the same for traditional media. Likewise, only 8 percent of dealers intend to cut online spending, while 46 percent will decrease traditional media spending.
SOURCE: The Kelsey Group gathered information for the study in February/March 2008. Ralph Paglia; Director Digital Marketing, 505-301-6369, ralph_paglia@adp.com
29
Where will these shifting advertising dollars flow into? It is fairly certain that the largest segment will be spent on Search Advertising, with well over half of that going to Google Adwords, followed by online video based advertising and online website placed display advertising combined equaling paid search advertising Classified (Autotrader.com, Cars.com, etc.) will be the 4th largest spend category, followed by purchased leads and email marketing.
30
When dealers were asked in January 2008 where they would shift their online advertising investments, Search Advertising was followed by Display Advertising and Video Advertising. This shows a clear justification for ADP Digital Marketing to invest and grow capabilities in these 3 areas.
31
What types of online video advertising should ADP develop? It is obvious that click-to-play, expanding and video built into display advertising space capabilities are what we need to offer
Ralph Paglia; Director Digital Marketing, 505-301-6369, ralph_paglia@adp.com
32
33
How Many Dealers Have Started Buying Search Advertising During Past 24 Months?
34
35
36
37
38
39
40
41
42
43
The best auto retailers are shifting their budgets into Digital Marketing
out of television, newspaper and magazine media buys and redirected them to digital media in 2006 and 2007,"
- Lisa Phillips, eMarketer senior analyst
category accounted for $2.69 billion, or nearly 14%, of the $19.5 billion that was spent on Internet advertising and marketing in 2007.
45
All Customers are Internet Customers Majority of Car Buying Research is Done Online
46
Why Allocate Digital Advertising Budget? Car Buying Decisions are Made with Online Information
47
Online Information Drives Consideration Web Out-Influences TV, Newspaper, Radio & Outdoor
48
Car Buyers Request Quotes at Multiple Points RFQs are now more likely to originate at Dealer Websites
49
50
51
52
53
In 2008-2009 the Internet will impact automotive shopping more than ever before!
Automotive Internet Usage: Used1 Vs. New2 Vehicle Buyers 9 Year Trend
80%
Used
New
67% 68% 59% 54% 53% 70%
64%
60%
61%
47%
43%
20%
2Based
to new-vehicle buyers. Source: J.D. Power and Associates 1999-2007 New Autoshopper.com Studies to used-vehicle buyers. Source: J.D. Power and Associates 1999-2007 Used Autoshopper.com Studies
1999
2000
2001
2002
2003
2004
2005
2006
2007
54
55
Independent sites are decreasing in likelihood of being the first site visited
First Auto Site Visited by Online Car Buyers
Independent Sites
70% 60% 50% 40%
Manufacturer Sites
61% 58% 51%
Dealership Sites
66% 62%
3%
2%
2%
2%
3%
5%
6%
2001
2002
2003
2004
2005
2006
2007
Based to new-vehicle AIUs. Source: J.D. Power and Associates 2001-2007 New Autoshopper.com Studies
56
Only 22% submit an Internet Lead, but 39% visit a dealership showroom because of online information
Submit an Online Request for Quote
No, 61%
Yes, 39%
57
Gen Y and Gen X buyers are more likely to submit an online quote request
Lower Funnel Activities by Generation (Based to All Buyers)
Submit Quote Request
Gen Y 29%
Gen X
30%
Gen X
51%
Boomers
24%
Boomers
40%
PreBoomers
0%
13%
PreBoomers
40% 60% 80%
0% 20%
22%
20%
40%
60%
80%
58
Search engines can be an effective way to reach consumers looking for auto shopping sites
Web Sites Found By Search Engines
100%
80%
60%
40%
20%
0%
Based to AIUs using search engines; 2007 J.D. Power and Associates New Autoshopper.com Study
59
82%
80%
60%
42%
40%
24%
20%
0%
Images
Videos
Based to AIUs using search engines; 2007 J.D. Power and Associates New Autoshopper.com Study
60
Yahoo!
30%
MSN Search
14%
2007 2006
AOL Search
8%
Ask.com
0%
4%
10%
20%
30%
40%
50%
60%
70%
61
62
63
Good Things Happen When You Combine Display and Search! When combined, Search and Display Advertising deliver profoundly better results than when used independently. Together, they provide: 1. Significant lift in onsite engagement 2. Increase in online and offline purchasing by consumers who are exposed to integrated campaigns Display improves Search performance. Interest generated from Display advertising carries over to consumer Search behavior: 22% increase in CTR when advertisers run both Search and Display over just Search 26% increase in related trademark term searches brand name, company or product names Higher click-to-conversion rates in Search campaigns makes individual Search clicks more valuable Search improves Display Performance. When users are exposed to both: 244% increase in purchases of advertisers products online 89% increase in purchases of advertisers products offline 68% increase in page views on advertisers site 66% increase in time spent on advertisers site Advertisers who approach their marketing holistically drive greater engagement, generate more purchases both online and offline and steal share from their direct competitors.
Greg Coleman Executive VP of Sales, Yahoo
Sources: 1. Atlas Digital Marketing Insight Report 2. Yahoo! Paglia; Director Digital Ralph Report, January 2007
64
Jupiter Research 2007 US Automotive Consumer Survey Yahoo! Search Marketing Proprietary and Confidential. 2007.
Ralph Paglia; Director Digital Marketing, 505-301-6369, ralph_paglia@adp.com
65
66
67
68
69
70
71
72
73
74
75
76
77
78
79
80
81
82
83
84
85
86
87
88
89
90
91
92
93
94
95
96
97
98
99
100
101
102
103
104
105
106
107
108
109
110
111
112
113
114
115
116
117
118
119
120
121
122
123
124
125
How do we know what types of campaigns to offer online consumers so that dealers will want to use ADP Digital Advertising solutions?
126
127
128
129
130
131