Posts by Meg Bernazzani
People have become information-obsessed, even over the small stuff. And car buyers are no exception. They’re spending more time than ever—over 13 hours in many cases—researching their purchase options before ever making a decision.
But what happens to those car buyers after they’ve done their research and made their purchase at your dealership? Their need for information doesn’t end. As car owners, they need to know how to maintain their vehicles, where to go for service, what insurance to get, and more.
A website is an essential tool for generating leads, building your subscriber list, and raising brand awareness. But are you sure you’re looking at the right metrics to determine how well you’re doing?
Google Analytics can provide loads of data on all kinds of metrics, but some provide more value than others. Of all the dozens of different KPIs (Key Performance Indicators) you can look at, it’s best to narrow it down to at least five metrics which give you the most insight into how effective your dealership’s website is at converting visitors into paying customers.
While things like social media likes and total page views are nice to know, seeing high numbers there might not do much more than stroke your ego a little bit. Here are the five most important website performance metrics for car dealerships that will actually help you grow your audience.
With so many different touchpoints along a car buyer’s path to purchase—more than 24, according to Google—it can be difficult for dealers to make sense of which are most influential throughout a consumer’s buying journey. Attribution is one of the biggest challenges dealers face today—and it’s something that we at CarGurus are continually looking to provide a solution to for our dealers. And, today we’re turning a corner.
CarGurus is thrilled to announce that we have teamed up with vAuto, Clarivoy, and Vistadash, three game-changing analytics platforms, to help dealers learn more about their inventory performance. Through these partnerships, we will be able to provide more data than ever to our dealers, increasing transparency and giving dealers a more holistic view of their online listing performance including VDP views, map clicks, and more.
Last week, a team of Gurus and I made the trip to Las Vegas for Digital Dealer 25. The annual conference is one of our favorites, and this year was no exception. The exhibit hall was packed, we had great conversations with many dealers, and we were happy to hear some of the themes speakers kept coming back to during the educational sessions. Here are our five takeaways from the event.
Sam Zales, Chief Operating Officer of CarGurus, recently joined Brian Pasch, founder of PCG Companies, for a discussion about dealership marketing strategies and the value CarGurus offers dealers. In the podcast, they cover:
- CarGurus’ market momentum and the foundational elements of our growth strategy
- Why winning the consumer experience is crucial to winning the marketplace battle
- What’s ahead in the coming months for automotive dealers
- Plus, a lot more!
Driving is the most popular means of commuting for Americans—and 72% drive every day—according to a recent CarGurus survey. And of those who drive, the most popular reasons for doing so are convenience (34%) and speed (20%).
For dealers, understanding car shoppers’ commuting behaviors and sentiments provides an opportunity to stock the right cars and act as informed consultants for those in the market to buy a car. Check out our interactive map with location-specific car recommendations based on area commuting conditions to see if you have these cars in your inventory.
Carefully measuring the performance of your email newsletter leads to better content and more engaged customers
As a car dealer who wants to engage customers and nurture loyalty, you probably send a regular e-newsletter (and if you don’t, you really should). But too many customer newsletters are bland, self-serving, and easily ignored. Great dealers set their newsletters apart by using key metrics to continually fine tune everything from core content to the time of day they send them. Customers value their newsletters, which makes them a potent weapon in your marketing mix.
Refining your own newsletter isn’t complicated, and it will never be wasted effort. Email marketing—of which an e-newsletter is an important component—remains an extremely effective marketing channel. According to Campaign Monitor, every $1 spent on email marketing earns $44 in return.
In other words, an effective e-newsletter is a key part of your marketing strategy. But measuring that effectiveness and tweaking it accordingly is vital. Newsletters that offer no value annoy consumers, who are increasingly prepared to report irrelevant emails as spam and unsubscribe from contact lists.
In a market where customer expectations are evolving rapidly and the shopping journey continues to become more disconnected, CarGurus has remained steadfast in its goal: building the world’s most trusted and transparent automotive marketplace—and it’s working. CarGurus is now the most visited and most used car shopping site in the US.*
Last week, hundreds of automotive marketers from around the country joined us for CarGurus’ first-ever virtual Dealer Insights Summit. The event featured inspiring keynotes, an engaging dealer panel, and educational presentations focused not only on what’s happening in automotive now, but also what’s ahead. It was packed with actionable takeaways and powerful industry insights—here are some of the highlights:
Good content gives you a trustworthy voice—and makes you stand out from the crowd
Creating your own content can transform you from one dealer among many into a trusted industry voice, helping to reassure potential buyers of your credibility and expertise. Engage your audience with video, graphics and images, as well as words. It’s all a lot easier than you might think.