1. How to Generate Hundreds of Quality Subprime Leads for Your BDC Department John Palmer, CEO, ProMax Unlimited

2. 1.Determine the total size of the special finance market around your store: Example: Cincinnati, Ohio – Zip code 45215, people living within a 30 mile radius with a credit bureau score between 350- 639 = 228,528 2.Determine the total number of people in the segment actively in the market for a vehicle: Find the people in this segment that had a credit bureau pulled for automotive purposes within the last 30 days – 5,734 What are the Special Finance Opportunities in Your Market and at Your Dealership?

3. 3.Determine how many Special Finance prospects are coming in your store already and how well you are doing with them.

4. Optimize your website to get more and better credit leads.

7. Suggested plugin images!

8. Make sure your website is built utilizing responsive mobile design

9. www.harrelsonscarsandcredit.com www.smartautofinancemadison.com Advertise a separate microsite specifically for your subprime customer

10. Washington Auto Credit, in Olympia WA, averages 20- 25 sales a month at an average cost of $1000! Set up an aggressive marketing campaign to freshly filed and discharged BK’s in your area with a direct mail and telemarketing

11. Trigger Leads Do you want to know who applied for an auto loan YESTERDAY within 30 miles of your dealership with a credit score less than 639? Our trigger lead program has been the most consistent lead generation program that we have used the past 3 1/2 years. We are very pleased with the additional number of cars we deliver from the program every month! Chuck Maly General Manager McCluskey Chevrolet

12. Prequalified offer of credit backed by a national lender Can filter list by credit bureau score range (500-629) Can filter list by geographical radius around dealership (30-40-50 miles) Response rates way up over last 2 years! Kevin Murphy, Director Mr. Ed SF Earnhardt Auto Group “As part of Earnhardt’s 17 store group, our Mr. Ed Department has bought a lot of mail over the years from many different companies. It can be difficult to get the ROI we need from the other direct mail companies.” “Anyone can send a nice mail piece, but getting the response rate and most importantly, customers that fit our lender guidelines, is a different story.”

13. 3 rd Party Internet Credit Leads Phone Verified Internet Leads You only get the lead after we have spoken to the customer and verified they are interested in financing a car and all information is accurate 95% Contact rate – no wasting time trying to get a hold of the customer 1 out of 7 sold in the first 30 days Highest quality and Closing rates These internet leads have definitely been both a pleasure and a success. Our conversion rate has been good and the quality of the leads has been in line with what we anticipated. It is great working with a company that will make changes and tweak the guidelines to ensure our success. It has truly been a great experience!!! Frank Marriott General Manager Rose City Motors

14. 1.Give every customer a Referral sheet to fill out before going into the F&I office, and offer a “bird dog” fee. 2.Send out a letter to every Reference on every subprime credit app. Your CRM should be able to do this automatically. Hundreds of great prospects for the price of a few stamps! 3.Use your CRM to automatically follow-up on Unsold Showroom Traffic based on their “status”. Example: “Need money down” letter at tax time. Referrals, References, and Unsold Showroom Traffic

15. Monitor your lead sources to maximize your ROI

16. Use soft pull technology to prescreen every prospect as soon as they come into your BDC

17. Manage your salespeople to ensure proper follow up

18. CONTACT INFO Full Name: John Palmer Company: ProMax Unlimited Job Title: President and CEO Email: ceo@promaxunlimited.com Share an important takeaway you received from this session using hashtag #DD19 for a chance to win an iPad