Date post: | 13-Sep-2014 |
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Automotive |
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Twitter: #DD11 #Merchandizzle
Merchandizzle: Presentation
TextMerchandizzle
Who is DealerKnows?
Merchandizzle: Joe Webb
Who’s this other guy?
Merchandizzle: Timmy James
Three quick questions.
Merchandizzle: Audience Participation
Single point or dealer group?
Pictures taken in-house or outsourced?
When is the initial advertisement with photo(s) created?
The big question:
Merchandizzle: Audience Participation
Who has sold a car to a customer who is more than 100 miles away?
Merchandizzle: Taking Pictures
Merchandizzle: Taking Pictures
Who should take the pictures?
Your Gang? Hired Gun?
Merchandizzle: Taking Pictures
Almost anyone can hold a camera.
Local high school
Honor student
Accountability
Multiple tasks
College scholarship
Sales Breakdown of Online Inventory Photos
Merchandizzle: Taking Pictures
Inventory Tool
Included with Inventory Tool
Merchandizzle: Taking Pictures
Timing is everything.
Merchandizzle: You’re Doing it Wrong
vs.
The Stockyard The Studio
Merchandizzle: Taking Pictures
Where to shoot.
Merchandizzle: Taking Pictures
In the stockyard.
SunShineChevyWe will brighten
Make sure you’re
advertising your brand
Merchandizzle: Taking Pictures
In the studio.
In front of dealer signage
Walk around
Natural lighting
On the lot
“Point and click” camera
Merchandizzle: Taking Pictures
Doing it a lil’ bit country...
High-resolution camera
Muslins
Studio lights (with soft boxes)
Painted floor/ceiling
Logos
Turntable
Merchandizzle: Taking Pictures
...doing it a lil’ bit rock & roll (or rap, yo).
Photos
Descriptions
Price
They’re not buying the steak...
Merchandizzle: What Sells
...they’re buying the sizzle.
Merchandizzle: What Sells
Merchandizzle: Photos
Merchandizzle: Study
Digging deeper.
20 Dealers from around the country
6,139 Vehicles
61,434 Photos
Real Transaction Data
Less than 10 pictures:52.03%<10 Pictures
(52%)
>25 Pictures(18%)Mediocrity
(30%)
Distribution.
Merchandizzle: Study
Merchandizzle: Study
What we found.
Going from less than 10 pictures to more than 25 pictures increased
leads and views by more than 30%
Going from less than 10 pictures to more than 25 pictures increased
inventory turn by 25%
It gets better.
Merchandizzle: Study
Merchandizzle: Photos
What others have found:
Having just 11 pictures can increase page views by 175% and contacts by 127% versus having no
pictures at all
hint: more than six
Good Better BestCreate ad the day the vehicle is “for sale” on the lot at a minimum:
Create the ad the day the vehicle “arrives” on the lot:
Create the ad at the auction:
• At least 1 photo • Replace with more later• Custom vehicle description
• 20 to 25 photos • Auto-vehicle descriptions• Stitched photo video• Distribute/display same• day
• Detail• 25 to 35 photos• Custom vehicle descriptions• Live video walk-a-rounds• Distribute/display same• day
When it arrives on lot:
• Detail• 35 to 45 photos• Historical data description• Live video walk-around• Distribute/display same• day
Merchandizzle: Photos
How many?
Merchandizzle: Photos
the good
Merchandizzle: Photosthe bad
Wash me
Merchandizzle: Photosthe badthe ugly
Merchandizzle: Photos
Get creative.
Hey, this thing has OnStar and a sunroof!
Merchandizzle: Photos
What to take when you’re taking pictures:1. Passenger side, front ¾ shot2. Full front-on shot3. Driver’s side, front ¾ shot4. Internet Team holding their direct dial
phone number and names5. Passenger side shot (right pointing)6. Primary option/feature shot (e.g.,
sunroof, leather, heated seats…) with text
7. Back-end shot8. Dashboard shot9. Dealership showroom (with customers
being greeted)10. Picture of dealership exterior11. Full inventory picture12. Secondary options/features shot with
text13. Badge shot14. Additional option/features15. Odometer/dash close-up16. Driver’s side interior shot
17. Driver’s side interior shot of second row18. Trunk shot19. Wheel shot20. “Penny test” on tire21. Passenger side interior shot22. Climate/radio/center stack shot23. Center console shot (when available)24. Backseat shot taken from front seat25. Engine shot (if clean)26. Driver’s side shot27. Driver’s side, rear ¾ shot28. Passenger side, rear ¾ shot29. Driver’s side power seat controls shot (if
available)30. Passenger side power seat controls
shot (if available)31. Driver’s side interior door32. Close-ups of controls (automatic/
manual transmission, power windows/locks) start with options
33. Staff picture
Merchandizzle: Photos
One of these angles isn’t like the other...
hint: this one
Being different.
Merchandizzle: Photos
Merchandizzle: Photos
Wrong picture overkill.
Do you see some
redundancy here?
Merchandizzle: Photos
It’s not just for used.
vs.
Which one answers a question?
Which is less tangible?
craigslist
Merchandizzle: Listings
Merchandizzle: Listings
List on third party sites.
Calls to action galore:
34% more contacts
Merchandizzle: Listings
Maximize real estate on your site.
Calls to action:
Dealer brand
Value adder on vehicle picture
Third-party validation
DETAILED PRICE
Merchandizzle: Vehicle Descriptions
Standard features:
Unless it’s an El Camino, the majority of cars have
these things standard
Automated descriptions.
Merchandizzle: Vehicle Descriptions
read: DealerKnows.com/automotive-storytellers
Merchandizzle: Vehicle Descriptions
How we do it.
Paint a picture
Appeal to competitive nature
Use descriptive words
Only discuss options
GET CREATIVE
Merchandizzle: Vehicle Descriptions
How you can do it.Shout-out to Mohegan Lake Audi
dlrkn.ws/DD11Mohegan
Merchandizzle: Vehicle Descriptions
How not to do it.
Accord EX-L 2.4 . Be a VIP without a VIP price! Can you say, Ride in Style?! Set down the mouse because this beautiful 2008 Honda Accord is the luxury car you've been longing for. It is nicely equipped with features such as Accord EX-L 2.4 and 2.4L I4 DOHC i-VTEC 16V. Welcome to the A-list. Arrive in style with the Accord's bold lines and stunning good looks. Fashionably late has a new meaning. Edmunds.Com said, "...The Honda Accord offers an appealing combination of spaciousness, a relatively upscale feel and a reputation for reliability..." J.D. Power and Associates gave the 2008 Accord 4 out of 5 Power Circles for Overall Initial Quality Design. All Honda Certified Used Cars undergo a comprehensive 150-point inspection and come with a 12mo/12,000 mile limited warranty and a 7yr/100k mile powertrain warranty.
It’s a Honda, not an Aston Martin!
?
Merchandizzle: Vehicle Pricing
Save yourself (and the customer) the hassle.
Take out “call for price.”
A competitive price increased page views by 191% and
contacts by 263%
Merchandizzle: Vehicle Pricing
Merchandising increases visibility.
Use inventory to boost SEO
Crafting display-advertising content
Properly name image files
Properly name video files
Merchandizzle: Marketing
It’s all about conversion.
Where’s the beef?
Merchandizzle: Social Media
Merchandizzle: Social Media
What not to do.
wow, shocking
Merchandizzle: Social Media
What not to do.
Merchandizzle: Social Media
What you CAN do.
Dealerships utilizing Facebook inventory tabs have seen
10% of their fans utilize the application each month
Merchandizzle: Video
Merchandizzle: Video
Every car doesn’t need to be on YouTube...
Merchandizzle: Video
...but some do.
Consumer expectations
Minimal investment
Secondary SEO benefits
Solidifies customer engagement
Merchandizzle: Video
Text to speech
Human speech
Live walk-around
Video basics.
Merchandizzle: Video
The testimonial description.
Merchandizzle: Next
Merchandizzle: Digital Assets
Time to go mobile.
91% of all U.S. citizens have their mobile device within reach 24/770% of all mobile searches result in action within 1 hour.88% of adults prefer text messaging over other forms of communicationIt takes 90 seconds for the average person to respond to a text message
Quick Response.
Merchandizzle: Digital Assets
4 million people scanned QR codes in the month of June
Nearly 37% of users were in the coveted 25 to 34 age bracket
More than one-third of them had a household income of at least $100,000
Plus: 57% of Facebook and Twitter users haver scanned QR codes, usage is up 810% from last year, and it’s FREE!FREE
Merchandizzle: Digital Assets
Frame it up.
Get ready for Q&A.
Merchandizzle: “...I’m a let you finish.”
Merchandizzle: Lil’ bit country , lil’ bit rock & roll
Joe WebbFounder and President
DealerKnows Consulting
DealerKnows.comVirtualDealerTraining.com847-456-5130
Twitter/zonewebbLinkedIn/josephwebb
Tim JamesAutoMotive
Merchandising Online
ammollc.com515-556-1465
Twitter/timmydjames
Merchandizzle: Finfin