1. THE FOUR BEST WAYS TO USE VIDEO Timmy D. James Full Name I Company I Job Title I Email Timmy D. James I Flick Fusion Video Marketing I Chief Operating Officer I t.james@flickfusion.com

2. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com COO of Flick Fusion Video Marketing 15+ years in Automotive Presented numerous Webinars & Conference Training Sessions Author of numerous Online Merchandising & Sales Process articles Introduced “video” merchandising & sales strategies as early as 2002

3. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com Click Here For Complete Article The 5 Auto Shopping Moments Every Brand Must Own Published: November 16, 2015

4. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com Video Had A Significant Impact On Each Moment!

5. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com

7. You create “content” to tell a story designed to motivate a specific action: Here’s why you should buy this Make/Model Here’s why you should visit our website Here’s why you can trust us Here’s why you should buy this specific vehicle Here’s why you should buy from our dealership Here’s why you should buy from “me” Here’s why you should contact us today Here’s why you should come in and test drive Here’s why you should show up for your appointment Here’s why you should purchase now

8. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com

13. “Search interest for inventory, to find the right car in stock, is growing more than FOUR TIMES faster than overall auto search interest!”

14. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com INVENTORY VIDEOS

15. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com Model Level Test Drive Videos Are Important & Definitely Have A Place On The VDP As Well …but the consumer want’s Actual Inventory Videos!

16. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com Stitched Photo Videos Vs. Real Walkaround Videos

17. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com MUST HAVE the Stitched Photo Videos Average 75% completion rate Increase time on site by as much as 25% Increase lead form conversion rate as much as 25% Increase overall leads (including phone calls) as much as 35% Use Integration to increase INFORMATIONAL & EMOTIONAL value! Distribute Videos Form Maximum Exposure! Stitched photo videos: at a minimum !

18. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com Use Integration to add Informational & Emotional value to your videos. -MSRP Data -Rebates & Incentives -CPO Content -CARFAX Data -Customized “Specials”

19. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com INTEGRATE WITH OTHER CONVERSION WIDGETS! -Trade-In Valuation Widgets -Credit Approval Widgets -Lease Quote & Price Quote Widgets -Gift Card Widgets USE RULE/BEHAVIOR BASED MESSAGING!

20. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com Showrooming From Competitors! “Today, half of all car shoppers with mobile devices use their smartphones while at the dealership.”

21. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com “The top action people perform with their phones while on the lot, not surprisingly, is confirming that they are getting a good price on a vehicle. Searches for competing dealers occur more often when at the dealership.” Showrooming From Competitors!

22. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com Additional Videos Value Proposition Testimonials Sales Person Introduction Video Email Geo-Targeted Message Geo-Target Your Competitors!

23. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com Advantages of Hosted Video vs YouTube: Most touch-points do not want to “host” the video! This allows you to integrate 3 rd Party Conversion Widgets This allows you to generate DYNAMIC Rule/Behavior Based Content… in REAL-TIME! EVERY v ideo has greater Informational & Emotional value!

24. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com Advantages of Hosted Video: Call Now Joe Smith is: On Cars.com On Competitor’s Lot Watching Video Email On your website

25. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com Stitched Photo Videos Vs. Real Walkaround Videos Must have Stitched Photo videos at a minimum!

26. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com REAL INVENTORY VIDEOS

27. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com

28. Examples: Woody’s Gibson Truck World The ad with the highest level of Informational & Emotional Value wins!

29. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com Getting Started! Live Video w/Automated Audio The ad with the highest level of Informational & Emotional Value wins!

30. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com Getting Started! Live Video w/Custom Voiceover The ad with the highest level of Informational & Emotional Value wins!

31. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com

33. VIDEO EMAILS Lead Follow Up

34. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com Lead Response Video Emails Personalized Inventory Walkaround Video & BDC / SALES PERSON LEAD RESPONSE VIDEO

35. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com VIDEO EMAILS PERSONALIZED WALKAROUND

36. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com Personalized Inventory Walkaround: Who Is Using Them?

37. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com Personalized Inventory Walkaround: Process: If not using a mobile app: CHECK OUT THE KEYS WALK OUTSIDE AND FIND THE CAR ON THE LOT PULL THE VEHICLE OUT SHOOT THE WALKAROUND PARK THE CAR BACK IN THE LINE WALK BACK INSIDE CHECK IN THE KEYS UPLOAD THE VIDEO TO VIDEO HOST* GRAB THE URL/HTML* EMBED VIDEO URL/HTML INTO THE EMAIL TO SEND* Push Back: -Can be a very time consuming process! -Rain, Snow, Heat, Cold, etc.

38. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com Personalized Inventory Walkaround: Save time by using existing Inventory Video (Stitched Photo or Real) and simply re-record a personalized audio message over the existing video. Create video and have it emailed out in less time than it takes to check out the keys and find the vehicle on the lot!

39. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com Leverage All Other Video Features Data Push to CRM or other vendors Data-driven Communications Geo-Targeting & Conversion Widgets Sell the Dealership! Sell Yourself! Sell the Car! Customized Call to Action Impact all MOMENTS

40. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com

42. VIDEO EMAILS BDC/Sales Person

43. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com BDC/Sales Person Video Email Generic

44. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com GENERIC: ExampleExample Don’t say shopper’s name Different videos for different lead “types” Different videos referencing “time of day” Pre-record multiple versions of typical lead responses YouTube is free but you don’t get tracking or integration Upload the videos to your “host” to generate a URL Day One Follow Up Day Two Follow Up Follow Up Email One, Two, Three… Create multiple templates in your CRM embedding the pre-recorded videos

45. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com Personalized: Take longer than “Generic” but carry more INFORMATIONAL AND EMOTIONAL VALUE! Say the shopper’s name Goal of video is to “call you” Personalized message builds greater trust Use YouTube or Hosted Video Your strategy can include “both” Generic & Personalized Pre-record multiple versions of typical lead responses BDC/Sales Person Video Email

46. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com Hosted vs YouTube Data Push to CRM or other vendors Geo-Targeting Conversion Widgets Use Landing Pages for Emails & Texts Sell the Dealership! Sell Yourself! Sell the Car! YouTube is free but you don’t get the tracking or integration Extreme liability if anyone forgets to mark a YouTube video private Create templates in CRM and embed video URL on the fly with BOTH!

47. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com Golden Rules: RULE 1 : Use the word “video” in the subject line! RULE 2 : Don’t give away too much info in the email body or the video. The call to action of the email body is to watch the video. The call to action of the video is to “call me!” Emails with the word “video” in the subject line have significantly higher open rates.

48. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com

50. VIDEO EMAILS Appointment Confirmation

51. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com BDC/Sales Person Video Email Make it personal! Hello Sue, this is Tim James from ABC Motors… I’m looking forward to seeing you this afternoon at 2PM. I wanted to let you know that I’m making sure that the 2015 Ford F150 Super Crew that you are stopping in to test drive is looking great for you…and I will have a cold bottle of water waiting for you when you get here. Or shoot me a quick message if you would like a nice cold Coke, Sprite, Mountain Dew, Pepsi, or something else instead…you name it and I will have one here waiting on you. I also wanted to re-iterate that this is a No Obligation visit and…. Remove any remaining fears… Sell the awesome experience they are going to have at your store… Reinforce any incentives that you’ve offered for the test drive…

52. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com

55. Use a script: This is __________ of ____________ and I’m here with ______________ from _______________. Could you share with us what kind of vehicle you purchase from us here today? Awesome, what was your favorite feature of the _________________? And did you compare the ____________ to any other vehicles during your search? Very good, and what was it about the ____________ that made you choose it over the ______ and ___? We really appreciate you shopping with us here at ___________ and are proud that we could earn your business. Is there anything about your experience that you would like to share? Well thank you again __________ another happy customer for life here at ________ where (tag line). *If you have a customer with a Dynamic Personality who just takes it and runs with it…. Let them!

56. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com The biggest problem with Testimonial Videos is they are never seen! Start Addressing This Moment As Early In The Process As Possible! Testimonial Page On Your Website Facebook Testimonial Page Send to YouTube for VSEO Use on Video Email Landing Pages! Use on Inventory Video Landing Pages! Video Testimonials can have a bigger impact than Written Reviews!

57. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com

60. Service Department Videos: Value Proposition Video Service Department “How To” Videos Service Manager Introduction Video Service Department Testimonial Videos UP-SELL Videos!

61. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com Here’s a video on how to fix it! Customized Forms Data Push to CRM or other vendors Geo-Targeting Conversion Widgets The Awards We’ve Won… Testimonials… “You Can Trust Us”

62. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com Who Is Using Service Department Up-Sell Videos!

63. Timmy D. James I Flick Fusion Video I Chief Operating Officer I t.james@flickfusion.com

65. Share an important takeaway you received from this session using hashtag #DD20 for a chance to win an iPad Contact Info Timmy D. James Flick Fusion Video Marketing Chief Operating Officer t.james@flickfusion.com