1. Page 1 Sales Strategies of the Past, Present and Future: A Journey Through the Evolution of the Automobile Consumer Sheri Michinok Director, Sales smichinok@mydealeronline.com 610-310-0911 Mark Buffa VP, Business Development mbuffa@mydealeronline.com 678-362-2618

2. Page 2 Let’s Go Back in Time

3. Page 3 Marketing Newspaper Ads Posters in Department Stores Word of Mouth Marketing strategies were predominately aimed at adult males

4. Page 4 Trivia

5. Page 5 Let’s Go Buy A Car

6. Page 6 Let’s Go Buy A Car Several days/weekends were spent visiting dealerships Countless hours spent reading the automotive section in the newspaper Test drive car after car Arranging financing Negotiating the price

7. Page 7 Trivia What was the average price of a new car in the 1970? In 1970 the average cost of new car was $3,900.00 and by 1979 was $5,770.00 www.thepeoplehistory.com/1970s.html

8. Page 8 What’s Happening Now

9. Page 9 What’s Happening Now 48% of shoppers spend 1-3 months shopping before making a decision. 83% of buyers look online before buying a car. 89% of shoppers like to be fully prepared with as much research as possible before walking into a dealership. Consumers spend about 10 hours researching and deciding when and where to buy their car

10. Page 10 What’s Happening Now 40% of shoppers visited a dealer website during their last purchase; 38% visited a manufacturer website 100% of smartphone owners use their phone to do some sort of car shopping activity. The largest percentage of smartphone users who perform shopping activities at the dealership use their device to compare prices

11. Page 11 What Can You Do? Transparency Price Reviews from real time buyers Efficiency Ready to buy not shop Customer Service Less wait time

12. Page 12 To The Future and Beyond

13. Page 13 To The Future and Beyond

14. Page 14 To The Future and Beyond Car buying experience that allows consumers to purchase, finance and insure their vehicle with the touch of a screen

15. Page 15 It is time to make a change to prepare your dealership for the future. Sheri Michinok Director, Sales smichinok@mydealeronline.com 610-310-0911 Mark Buffa VP, Business Development mbuffa@mydealeronline.com 678-362-2618