1. What Dealer actions generate more sales, more often?
Dealer close rates vary from one dealer to the next… Some as low as 2%, while others are as high as 23%
What Dealer actions generate more sales, more often?

2. Internet Purchase Study
Over 30,000 Quarterly Morpace 24 hour eSurveys
Matched with OEM Customer Sales Data
Surveys Measured dealer responses for key factors that previous studies showed as impacting the lead-to-purchase ratio
Source: Morpace 24 hour survey and OEM sales Data

3. Source: Morpace 24 hour survey and OEM sales Data
The Combination of Dealer Lead Response Actions that resulted in a Sale at 4 times (400%) higher rate than when not done, when Executed within 24 hours of Lead Submission:
Direct contact made by Dealer
Customer received a price quote
Dealer confirmed availability
Dealer showed genuine interest
Customer contacted more than once
Source: Morpace 24 hour survey and OEM sales Data

4. Sales Closing Ratios Key Improvement Action Items
Dealer LMP Audits
Survey customers who didn’t purchase
Review Lead Management Tool for a sampling of previous responses
Score first personal response using Reynolds LMP Optimization Scoring Model

5. LMP Scoring Index

6. Bottom Line Customers spend average of 6 hours in online research
Customer has Selected their preferred dealership
Customer has been promised a price quote on a vehicle in exchange for providing their contact information
Customers who send in a Lead are much likely to buy from the Dealer that received the Lead if…
Dealer Responds in Less Than 2 Hours
Dealer Confirms availability of Multiple Vehicles
Dealer Provides a fair price quote in First
Dealer Contacts the Customer by Telephone (after )

7. Successful Email Templates

9. Successful Email Templates
Quoting Prices on Multiple Vehicles
Offering Next Steps, Setting Expectations
Confirming Vehicles in Inventory for Delivery
Offering Alternatives Vehicles to Consider
Dealer Differentiation (why buy here)
Providing Reasons to Act Quickly (urgency)