Tag: Main Episode

Margaret Bosworth, Director of Fraud, Identity, and Compliance Solutions at Equifax, joins Jade Terreberry for the first of a two-part series focused on fraud prevention in the automotive industry. In this first episode, the different types of fraud—first-party, third-party, and synthetic identity fraud—are broken down highlighting how education, technology, and cross-industry collaboration are key to protecting dealerships and consumers. Listen for insights into emerging fraud trends and how both Cox Automotive and Equifax are evolving its tools to help dealers stay ahead of threats while maintaining a smooth customer experience.

Guest Expert:

Margaret Bosworth

Director of Fraud, Identity and Compliance Solutions

Auto, Insurance and Telco Vertical

Equifax

Key Takeaways:

Understanding Fraud Types: Learn the differences between first-party fraud (like credit washing) and third-party fraud (including synthetic identities) and how they impact dealerships.

Emerging Threats: Hear how fraudsters are evolving, including the use of child SSNs and fake identities to build synthetic credit profiles.

Technology as a Defense: See how real-time data, device behavior tracking, and fraud detection tools can identify suspicious activity early in the customer journey and can help you combat fraud.

Cross-Industry Collaboration: Understand the importance of partnerships between dealers, lenders, and tech providers to create a unified fraud prevention strategy.

Creating a Fraud-Aware Culture: Learn why dealership-wide education and awareness are essential to successfully adopting fraud prevention tools and practices to protect your business.

Timestamps:

0:00 – 0:31 

Introduction

Jade Terreberry introduces the topic of fraud and guest Margaret Bosworth, kicking off part one in a two-part series on fraud prevention in automotive.

0:31 – 2:20 

Defining Fraud in Automotive

Margaret explains the importance of understanding fraud and balancing customer experience with risk mitigation in automotive.

2:20 – 4:14 

First-Party vs. Third-Party Fraud

Breakdown of the two main fraud categories and their relevance to dealerships, including an intro to credit washing and synthetic IDs.

4:14 – 5:46 

Credit Washing Explained

Margaret provides a relatable example of credit washing and how it can mislead dealers and lenders during underwriting.

5:46 – 7:33 

Synthetic Identity Fraud

Discussion on how synthetic identities are created and why they’re a growing threat in the automotive space.

7:33 – 9:29 

Fraud Detection Technology

Jade and Margaret explore how Cox Automotive and Equifax use advanced tools to detect bot behavior and non-human activity.

9:29 – 11:13 

Predictions and Future Threats

Margaret shares predictions on fraud trends they are seeing at Equifax and how evolving customer journeys create both risks and opportunities for detection.

11:13 – 12:28 

Equifax’s Role and Industry Collaboration

A look into how Equifax partners with Cox Automotive and others to build practical, real-time fraud prevention solutions.

12:28 – 14:04 

Building a Fraud-Aware Culture

Jade and Margaret discuss the importance of internal education and making fraud awareness part of dealership culture, and what you can gain by doing so.

14:04 – 15:51 

Final Thoughts and Anecdote

Margaret shares a personal story with her children that illustrates the mission of fraud prevention and the importance of understanding its impact.

15:51 – 17:26 

Closing Remarks

Jade previews part two of the podcast series with Cox Automotive and Equifax and encourages listeners to subscribe for more insights and tools to protect their dealerships, as well as the first to hear when the 2^nd part of the series is released.

GUEST:

Chad Atwater

Director of Sales

Autotrader and Kelley Blue Book

Guest Expert: Chad Atwater, Director of Sales for Autotrader and Kelley Blue Book, joins Jade Terreberry to have a quick but impactful conversation at the AIS NRC Conference to discuss how dealers can use real-time data to drive performance and stay competitive in a rapidly shifting market. Chad shares practical strategies he sees working inside dealerships for leveraging tools like nVision to manage inventory, optimize operations, and align digital activity with physical lot performance, also emphasizing the importance of dealership processes in converting online engagement into closed deals.

Key Takeaways:

Real-Time Data is Critical: Dealers must use tools like Envision to monitor and respond to consumer behavior in real time.

Virtual Lot Activity Predicts Physical Lot Success: Online engagement is the most direct indicator of upcoming in-store activity.

Optimize Every Step from Click to Close: Success depends on managing the full customer journey—from first click to final sale—through operational efficiency.

Dealer Processes Matter: Internal dealership processes must be aligned and efficient to convert digital leads into real-world sales.

Use Metrics That Matter: Focus on actionable analytics to make smarter decisions and move inventory faster.

Timestamp:

0:00 – 0:31 

Introduction

Jade Terreberry introduces the podcast and welcomes Chad Atwater, Director of Sales for Autotrader and Kelley Blue Book.

0:31 – 1:45 

Real-Time Data and nVision

Chad emphasizes the importance of using real-time data tools like Envision and highlights the value of Jeff Flak’s weekly sessions.

1:45 – 3:12 

Virtual Lot as a Predictor

Discussion on how online consumer behavior is the best indicator of what will happen on the physical lot.

3:12 – 4:32 

Operational Optimization

Chad explains how dealers can use real-time data to manage inventory, people, and processes more effectively.

4:32 – 5:35 

Using the Click to Close Strategy

Jade and Chad discuss the importance of dealership processes in converting digital engagement into sales, emphasizing the full journey from click to close.

Guest Expert: Noah Lee, Director of Product Consulting for Dealer.com, joins Jade Terreberry at the AIS NRC Conference to discuss the critical steps between click and close in the car buying process. Noah shares insights on how understanding consumer behavior and leveraging data can optimize marketing strategies, enhance the customer experience, and drive higher conversion rates, highlighting the importance of the Retail 360 ecosystem in creating a seamless, connected experience for both consumers and dealers.

Noah Lee
Director of Product Consulting
Dealer.com and Cox Automotive

Key Takeaways:
Understanding Consumer Behavior: Learn how capturing and analyzing consumer data can help tailor marketing efforts to meet shoppers’ needs at different stages of the buying process.

Retail 360 Ecosystem: Discover the benefits of Cox Automotive’s Retail 360 ecosystem in providing a connected, frictionless experience from online research to in-store interactions.
Optimizing Follow-Up: Understand how detailed consumer insights can improve follow-up strategies, making them more personalized and effective.

Seamless Transitions: Explore how reducing repetitive steps and ensuring smooth transitions between online and in-store processes can enhance the overall customer experience.

Leveraging Real-Time Data: Gain insights into the importance of using real-time data to make informed decisions and improve dealership operations.

Timestamps:

0:00 – 0:31
Introduction
Jade Terreberry introduces the podcast and the guest, Noah Lee, Product Manager for Dealer.com.

0:31 – 1:45
Guest Introduction
Noah Lee is welcomed to the podcast, and Jade highlights his expertise and relevance to the topic.

1:45 – 3:12
Importance of Click in the Buying Process
Noah discusses the significance of the initial click and how it sets the stage for the entire car buying journey.

3:12 – 4:43
Understanding Consumer Behavior
Noah explains how capturing and analyzing consumer data can help tailor marketing efforts to meet shoppers’ needs.

4:43 – 6:09
Retail 360 Ecosystem
Discussion on the benefits of Cox Automotive’s Retail 360 ecosystem in providing a connected, frictionless experience.

6:09 – 7:14
Optimizing Follow-Up
Noah shares insights on how detailed consumer data can improve follow-up strategies, making them more personalized and effective.

7:14 – 8:17
Seamless Transitions
Exploration of how reducing repetitive steps and ensuring smooth transitions between online and in-store processes can enhance the customer experience.

8:17 – 9:27
Leveraging Real-Time Data
Noah emphasizes the importance of using real-time data to make informed decisions and improve dealership operations.

9:27 – 10:47
Building Sales Team Confidence
Jade and Noah discuss the need for dealership staff to gain firsthand experience with EVs to confidently guide customers.

10:47 – 11:02
Closing Remarks
Jade wraps up the episode, thanking Noah for his insights and encouraging listeners to subscribe for future episodes.

Guest Expert: Jimmy Douglas, Founder of Plug, joins Jade Terreberry to break down the evolving landscape of electric vehicles (EVs) and what it means for dealers today. From shifting consumer use cases to the impact of tariffs and the growing opportunity in used EVs, Jimmy shares practical insights on how dealers can better position themselves in the EV market. He also emphasizes the importance of hands-on education for dealership staff and how e-commerce is uniquely aligned with EV buyers.

Key Takeaways:
EV Use Cases Are Expanding: EVs are no longer just for early adopters—improved affordability and utility are making them viable for a broader range of consumers.

Tariffs Could Boost Used EV Values: New vehicle tariffs may lift used EV values, helping buyers with negative equity re-enter the market.

Used EV Market Opportunity: Dealers should not shy away from used EVs, especially with tax credits and brand-loyal, tech-savvy buyers entering frequent trade cycles.

E-Commerce and EVs Align: EV buyers are more likely to complete purchases online, making digital retailing a key growth area.
Sales Staff Must Be EV-Confident: Dealerships should prioritize hands-on EV experience for their teams to build confidence and improve customer education.

Timestamp:

0:00 – 0:31 Introduction
Jade Terreberry introduces the podcast and welcomes guest Jimmy Douglas, Founder of Plug, highlighting his recent panel on EV utility and use cases.

0:31 – 2:09 EV Misconceptions and Use Cases
Jimmy discusses common anti-EV arguments and explains how EVs are ideal for specific use cases like commuting, while the affordability and utility gap between EVs and ICE vehicles continues to close.

2:09 – 3:31 EV Affordability and Infrastructure Improvements
Jimmy highlights how improved range, better charging infrastructure, and narrowing price gaps are making EVs more practical for a wider audience.

3:31 – 4:43 Tariffs and Used EV Value
Jimmy explains how tariffs on new vehicles could lift used EV values, helping buyers with negative equity re-enter the market and encouraging more trade-ins.

4:43 – 5:34 EV Buyer Behavior and Trade Cycles
Discussion on how EV buyers are brand-loyal, treat vehicles like tech upgrades, and tend to trade more frequently than traditional buyers.

5:34 – 6:11 New EV Buyer Segments
Jimmy shares how affordability is bringing in new buyer segments, including rideshare drivers and those using alternative financing options.

6:11 – 7:14 EVs and E-Commerce Alignment
Jade and Jimmy discuss how EV buyers are more likely to complete purchases online, making e-commerce a strong fit for this segment.

7:14 – 8:17 Education for First-Time EV Buyers
Jimmy emphasizes the need for dealership staff to confidently educate first-time EV buyers on charging, ownership, and maintenance differences.

8:17 – 9:27 Building Sales Team Confidence
Jade and Jimmy agree that dealerships should send staff home in EVs to build firsthand experience and confidence in selling them.

9:27 – 10:47 Real-World EV Experience Matters
Jimmy shares a personal story about driving a Cybertruck and how extended use helped him fully appreciate its features—reinforcing the need for immersive staff training.

10:47 – 11:02 Closing Remarks
Jade wraps up the episode, thanking Jimmy for his insights and encouraging dealers to stay ahead of EV trends for a more successful road forward.

Guest Expert: Eric Brown, Founder of inSearchX, joins Jade Terreberry at the AIS NRC Conference to discuss the transformative role of AI in the automotive industry. Eric shares insights on how AI-driven tools like Ask Auto are revolutionizing the consumer-dealer interaction by removing friction from the car buying process, enhancing real-time communication, and significantly improving lead conversion rates.

Guest Expert:
Eric Brown
Founder
inSearchX

Key Takeaways:
AI-Driven Communication: Learn how AI tools like Ask Auto facilitate real-time communication between consumers and dealerships, reducing the need for manual follow-ups.

Enhanced Lead Conversion: Discover the impressive increase in lead conversion rates, with an 8X lift in connections and a 40X greater connection rate compared to traditional lead forms.

Reducing Friction: Understand how AI removes friction from the car buying process, making it easier for consumers to connect with dealerships and enhancing the overall sales experience.

Voice of the Customer: Explore the importance of using dialogue data to align dealership content with customer needs and improve the quality of interactions.

Adapting to Market Changes: Gain insights into how dealerships can use AI to adapt to market changes, such as the impact of tariffs, and make data-driven decisions.

Timestamp:
0:00 – 0:31 Introduction
Jade Terreberry introduces the podcast and the guest, Eric Brown, Founder of inSearchX.

0:31 – 1:16 Guest Introduction
Eric Brown is welcomed to the podcast, and Jade highlights the relevance of the topic.

1:16 – 3:12 Role of AI in Automotive
Eric explains how AI tools like Ask Auto are transforming the consumer-dealer interaction.

3:12 – 4:32 Real-Time Communication
Discussion on the benefits of real-time communication facilitated by AI.

4:32 – 6:09 Enhanced Lead Conversion
Eric shares data on the significant increase in lead conversion rates using AI.

6:09 – 8:33 Reducing Friction in the Buying Process
Eric discusses how AI removes friction from the car buying process, improving the sales experience.

8:33 – 10:06 Voice of the Customer
Exploration of the importance of using dialogue data to improve dealership content and interactions.

10:06 – 11:11 Adapting to Market Changes
Eric provides insights on how dealerships can use AI to adapt to market changes and make data-driven decisions.

11:11 – 12:34 Closing Remarks
Jade wraps up the episode, thanking Eric for his insights and encouraging listeners to subscribe for future episodes.

Expert Guest: Bill Zadeits, President of Cherokee Media Group and host of the hit AutoRemarketing Podcast, joins Jade Terreberry at the AIS NRC Conference to discuss the current state of the automotive industry amidst the recent tariff announcements, sharing his insights on the unpredictable nature of the situtation, the potential impact on new and used car markets, and the need for cautious steps and strategic responses to navigate these times.

Guest:
Bill Zadeitz
President of Cherokee Media Group
Host of the AutoRemarketing Podcast

Key Takeaways:

Unpredictable Information: Understand the challenges posed by the constantly changing information regarding tariffs and their impact on the automotive industry.

Impact on New and Used Car Markets: Learn about the potential tightness in new car supply and the opportunities in the used car market due to increased repossessed car supply.

Real-Time Data Utilization: Discover the importance of using real-time data to make strategic decisions and capitalize on current market dynamics.

Cautious and Strategic Responses: Explore the need for cautious steps and strategic responses to navigate the unpredictable economic landscape.

Business Intelligence: Gain insights into the role of business intelligence in understanding market trends and making informed decisions.

Timestamp:
0:00 – 0:31 Introduction
Jade Terreberry introduces the podcast and the guest, Bill Zadeits, President of Cherokee Media Group.

0:31 – 1:16 Guest Introduction
Bill Zadeits is welcomed to the podcast, and Jade highlights his expertise and the timely relevance of the topic.

1:16 – 3:12 Significance of Tariff Announcements
Bill explains the recent tariff announcements and their broader scope than initially expected.

3:12 – 4:32 Immediate Market Impact
Discussion on the immediate effects of tariffs on sales pace and wholesale pricing.

4:32 – 6:09 Recession Risks
A discussion on the potential for a recession and the varying impacts on different stakeholders.

6:09 – 8:33 Data-Driven Decision Making
Emphasizing the importance of using real-time data to navigate the uncertain economic landscape.

8:33 – 10:06 Diversifying Revenue Streams
Discussion on strategies for dealers to diversify their revenue streams and mitigate risks.

10:06 – 11:11 Local Market Variations
Highlighting the importance of understanding local market variations and tailoring strategies accordingly.

11:11 – 12:34 Closing Remarks
Jade wraps up the episode, thanking Bill for his insights and encouraging listeners to subscribe for future episodes.

Expert Guest: Jonathan Smoke, SVP Chief Economist at Cox Automotive, joins Jade Terreberry at the AIS NRC Conference where he was presented an award, to discuss the current trending economic shifts and situations as well as providing insights into the recent tariff announcements, the potential for a recession, and strategies for dealers and OEMs to navigate these uncertain times using real-time data and diversified revenue streams.

Guest:
Jonathan Smoke
SVP Chief Economic Advisor
Cox Automotive

Key Takeaways:

Impact of Tariffs: Understand the recent tariff announcements and their immediate effects on the automotive market, including changes in sales pace and wholesale pricing.

Recession Risks: Learn about the potential for a recession and how it could affect different stakeholders in the automotive industry.

Data-Driven Decision Making: Discover the importance of using real-time data to make informed decisions and adapt to rapidly changing market conditions.

Diversifying Revenue Streams: Explore strategies for dealers to diversify their revenue streams and mitigate risks associated with economic fluctuations.

Local Market Variations: Gain insights into how different local markets may be impacted differently by economic changes and the importance of tailored strategies.

Timestamp:
0:00 – 0:31 Introduction
Jade Terreberry introduces the podcast and the guest, Jonathan Smoke, Chief Economist at Cox Automotive.

0:31 – 1:16 Guest Introduction
Jonathan Smoke is welcomed to the podcast, and Jade highlights the relevance of the topic.

1:16 – 3:12 Significance of Tariff Announcements
Jonathan explains the recent tariff announcements and their broader scope than initially expected.

3:12 – 4:32 Immediate Market Impact
Discussion on the immediate effects of tariffs on sales pace and wholesale pricing.

4:32 – 6:09 Recession Risks
Jonathan discusses the potential for a recession and the varying impacts on different stakeholders.

6:09 – 8:33 Data-Driven Decision Making
Jonathan emphasizes the importance of using real-time data to navigate the uncertain economic landscape.

8:33 – 10:06 Diversifying Revenue Streams
Discussion on strategies for dealers to diversify their revenue streams and mitigate risks.

10:06 – 11:11 Local Market Variations
Jonathan highlights the importance of understanding local market variations and tailoring strategies accordingly.

11:11 – 12:34 Closing Remarks
Jade wraps up the episode, thanking Jonathan for his insights and encouraging listeners to subscribe for future episodes.

Guest Expert: Isabelle Helms, VP of Research and Market Intelligence at Cox Automotive, joins Jade Terreberry to discuss the transformative changes in the automotive industry over the past 15 years. Isabelle shares insights and a look back at her team’s 15 years of work tracking buyer behaviors, highlighting key trends, missed predictions, and future opportunities for dealers to enhance the consumer experience and leverage emerging patterns.

Key Takeaways:

• Evolution of Consumer Behavior: Understand how consumer shopping habits have shifted from offline to online, with significant increases in smartphone usage and online lead submissions, as well as where we are headed.
• Omni-Channel Shopping: Learn about the growing importance of providing a seamless omni-channel experience, bridging the gap between online and in-person dealership interactions.
• Impact of AI and Data: Discover the role of artificial intelligence and accurate data in improving dealership operations and consumer satisfaction, including a look back and where we are today.
• Missed Predictions: Explore trends that did not gain traction, such as transportation as a service and autonomous vehicles, and the impact of COVID-19 on these predictions.
• Future Opportunities: Gain insights into upcoming opportunities for dealers based on consumer study results, including enhancing online capabilities, integrating data sources, and embracing AI to improve efficiencies.

Timestamp:
0:00 – 0:33 Introduction
Jade Terreberry introduces the podcast and the guest, Isabelle Helms, VP of Research and Market Intelligence at Cox Automotive and sets the stage for today’s episode.

0:33 – 1:47 Guest Introduction
Isabelle Helms is welcomed to the podcast, and Jade highlights her impressive career and contributions to Cox Automotive.

1:47 – 3:31 Significance of the 15-Year Milestone
Isabelle discusses the evolution of the Car Buyer Journey Study and its importance in understanding consumer behavior and preferences.

3:31 – 5:11 Key Findings Overview
Jade and Isabelle highlight the transformative changes in consumer behavior and the proactive steps dealers are taking to meet consumer demands.

5:11 – 8:13 First Key Finding: Shopping and Dealership Experience
Isabelle shares insights on the increased use of smartphones for car shopping and the significant drop in unannounced dealership visits.

8:13 – 8:37 Impact on Dealers and Manufacturers
Jade emphasizes the positive impact of increased buyer satisfaction on dealers and manufacturers and maps out opportunities.

8:37 – 11:37 Second Key Finding: Increased Shopping Time Isabelle discusses how buyers are spending more time shopping due to increased inventory and the empowerment of consumers to make informed decisions.

11:37 – 13:09 Third Key Finding: Omni-Channel Experience Isabelle explains the alignment between new and used buyers in terms of conducting more of their transactions online and the importance of a seamless omni-channel experience.

13:09 – 14:28 Fourth Key Finding: Service Retention
Isabelle shares that 82% of new buyers are likely to return to the dealership for vehicle servicing, emphasizing the importance of introducing consumers to the service department during the sales process.

14:28 – 15:31 Continuous Improvement in Dealership Experience
Isabelle advises dealers to focus on continuously improving the dealership experience by reducing wait times, lowering sales pressure, and providing the right tools for consumers to complete steps online.

15:31 – 16:12 Sneak Peek of Upcoming Research
Isabelle gives a sneak peek into upcoming consumer research, highlighting positive emotions associated with the dealership experience and areas for improvement.

16:12 – 18:18 Future Opportunities for Dealers
Isabelle discusses the importance of embracing AI, integrating data sources, and refining the online purchase process to prepare for future opportunities.

18:18 – 19:58 Common Theme Across Studies
Isabelle reflects on the constant change in the automotive industry and the importance of staying ahead by taking action based on research insights.

19:58 – 21:37 Closing Remarks
Jade wraps up the episode, thanking Isabelle for her insights and encouraging listeners to subscribe for future episodes and exclusive content.

Guest Expert: Trent Thacker, Senior Director of Research and Market Intelligence with Cox Automotive is featured in our Special Report episode, where he shares

About our Guest:

Trent Thacker

Senior Director of Research and Market Intelligence

Cox Automotive

Key Takeaways:

• Increased Tax Refunds: Learn how the average tax refund amount has increased by 5% year-over-year, presenting significant opportunities for vehicle purchases.
• Consumer Spending Plans: Understand the spending intentions of consumers, with 75% planning to purchase a vehicle within the next five months.
• Impact of Tariffs: Discover how the recent announcement of tariffs is expediting the vehicle purchase cycle and influencing consumer behavior.
• Service and Maintenance Opportunities: Explore the potential for increased service and maintenance revenue, with many consumers planning to use their tax refunds for vehicle upkeep.
• Vehicle Segments in Demand: Gain insights into the most sought-after vehicle segments, including SUVs, crossovers, and sedans.

Timestamp:

0:00 – 0:31 Introduction
Host Jade Terreberry introduces the podcast and the guest, Trent Thacker, Senior Director of Research and Market Intelligence at Cox Automotive and why this episode is so important.

0:31 – 1:16 Guest Introduction Trent Thacker is welcomed to the podcast, and Jade highlights the relevance of the topic.

1:16 – 1:57 Significance of Tax Refund Research
Trent explains the importance of conducting tax refund research and its impact on the automotive industry.

1:57 – 3:12 Research Methodology
Trent describes how the tax refund research was conducted using Cox Automotive’s consumer community and why its data presents opportunities for dealers and service centers.

3:12 – 3:36 Average Tax Refund Increase
Trent shares that the average tax refund amount has increased by a pretty significant percentage year-over-year.

3:36 – 4:32 Consumer Filing Trends
Discussion on the timing of tax return filings and the demographic differences in filing behavior.

4:32 – 6:09 Impact of Tariffs on Consumer Behavior
Trent discusses how the announcement of tariffs is influencing consumer behavior and expediting vehicle purchases.

6:09 – 6:53 Consumer Spending Plans
Trent shares insights on what consumers plan to spend their tax refunds on, including vehicle purchases.

6:53 – 8:33 Vehicle Purchase Intentions
Discussion on the timing and amount consumers plan to spend on vehicle purchases.

8:33 – 10:06 Vehicle Segments in Demand
Trent highlights the most sought-after vehicle segments among consumers.

10:06 – 11:11 Service and Maintenance Spending
Trent discusses the potential for increased service and maintenance revenue from tax refunds.

11:11 – 12:34 Opportunities for Dealers
Jade and Trent emphasize the importance of leveraging tax refunds for both vehicle sales and service opportunities.

12:34 – 13:47 Key Recommendation for Dealers
Trent advises dealers to focus on both vehicle sales and service opportunities to maximize revenue and to market to the increased return numbers.

13:47 – 14:23 Closing Remarks
Jade wraps up the episode, thanking Trent for his insights and encouraging listeners to view the full research results.

14:23 – 15:10 Bonus Resource Items
Jade announces the tax return infographic and Care Buyer Journey study will be available in show resources.

15:10 – 16:04 Final Thoughts
Jade thanks the audience for tuning in and encourages them to subscribe for future episodes.

Guest Expert: Elizabeth Stegall, Senior Director of Retention for Autotrader and Kelley Blue Book is featured as our first guest in the Myth Busters series, where she shares her thoughts on gaps in your CRM, debunks myths around them and shares actionable new ways to leverage data to make better marketing decisions with the accurate and complete information to improve dealership performance.

About Our Guest:

Elizabeth Stegall

Senior Director of Retention
Autotrader and Kelley Blue Book

Key Takeaways:

CRM Misuse and Myths: Understand why using CRM solely as an advertising management tool is ineffective, with only 11% of leads leading to a sale.

Effective Advertising Strategies: Learn how to use third-party attribution companies and click trail data to optimize advertising spend and improve ROI.

Consumer Journey Insights: Gain insights into the non-linear and multi-source nature of the consumer journey to purchase.

Importance of Marketplaces: Understand the true value of third-party marketplaces like Autotrader and Kelley Blue Book in driving low-funnel transactions.

Improving Dealer Engagement: Hear new strategies to increase consumer engagement and address blind spots in dealership operations.

Timestamps:

0:00 – 0:29 Introduction
Host Jade Terreberry introduces the episode and the importance of Myth Busters

0:29 – 2:32 Guest Introduction and Series Overview
Jade introduces Elizabeth Stegall and discusses the new Myth Busters series.

2:32 – 3:07 Myth Introduction
Elizabeth introduces the myth about using CRM as an advertising management tool.

3:07 – 3:54 Better Advertising Management
Elizabeth explains better ways to manage advertising beyond CRM.

3:54 – 7:09 Sales Funnel and Consumer Journey
Discussion on understanding the sales funnel and consumer journey.

7:09 – 8:03 Data Insights from Clairvoy
Insights from Clairvoy’s data on transactions and lead attribution.

8:03 – 9:02 Lead Attribution
Statistics Percentage of transactions with proper lead attribution.

9:02 – 11:12 Dealership Performance Comparison
Comparison of dealership performance and the impact on advertising effectiveness.

11:12 – 11:39 Final Thoughts and Advice
Elizabeth provides final thoughts and advice on improving advertising effectiveness.

11:39 – 12:56 Conclusion and Wrap-Up
Jade wraps up the episode and thanks Elizabeth and the listeners.