Examine Facebook’s data-driven insights of automotive consumers and how the use of first- and third-party data to execute marketing campaigns helps boost revenue (both in sales and service) and improves customer loyalty.
2. Australia
Explorer
24x
22%
5x
ROI on
Facebook Offer
uplift in
awareness from
core
demographic
increase in traffic
to Ford.com on
reveal day
EMEA
1.5M 1.3M
unique people
reached
unique people
reached
17%
incremental
audience over TV
across target
markets
10. Reality: Only Five to Ten Percent of the
Population is In-Market, and Most of Them Are
Shopping Online…
11. In the digital era, consumers control
their path to purchase and
ownership
12. People Are Considering More Vehicles Than
Ever During the Shopping Process
Number of vehicles in consideration
Then
Now
Initial Consideration
Active evaluation
Source: “Branding in the Digital Age,” Harvard Business Review, December 2010
Purchase
13. Communications Have Been Based on the
Funnel…
… but it ends!... and repeat purchasers are critical for auto business
15. Most Influential Media
Most influential sources leading to the dealer
40%
35%
30%
25%
20%
15%
10%
5%
0%
Source: Polk
16. Online Site Usage
Usage by Site Type - New Shoppers
60%
OEM Sites
51%
Search
60%
Dealer Sites
65%
3rd Party Sites
0%
10%
20%
30%
40%
50%
60%
70%
16
17. Online Site Usage
Usage by Site Type - New Shoppers
Hours
2.0
OEM Sites
Search
2.3
Dealer Sites
2.3
2.5
3rd Party Sites
0.0
0.5
1.0
1.5
2.0
2.5
3.0
17
18. Millenials
For Millenials (ages 18 to 34), over
90 percent use only the Internet for
automotive shopping and research.
Forty-five percent of Millenials used
a tablet/smartphone during the
shopping process versus 29 percent
of all buyers.
18
19. The Internet is Shifting to
Mobile
2,000
Worldwide smart connected device shipments (M)*
1,800
Smartphones
PCs
Tablets
1,600
45%
1,400
of the world
population
will have a
smartphone
in 2016**
1,200
1,000
800
600
400
200
-
2010
2011
2012
2013
Source: *IDC, **IC4D 2012 Maximizing Mobile, World Bank, July 2012
2014
2015
2016
23. Tailor Your Message
by Your Key Target
Audience Personas
Other
sites
M 18–34
Sedan
Fun
“Top rated in
safety: the all
new XYZ”
$18
K
W 18–45
Utility
Moms
Facebook
$18K
“On road or
off-road: the
all new XYZ’s
got it”
“Built like a
tank to give
you peace of
mind”
“XYZ can do 36
mpg in its
sleep”
M 18–55
Convertible
Sporty
29. Ethnic Buyers
26%:
Ethnic buyers % of total
12%
9%
5%
New U.S. vehicle retail registrations through May, 2013
Hispanic
African-American
Asian
Source: Polk
29
30. Ethnic Buyers
12%:
Ethnic buyers y-o-y % growth
8.5% Industry growth
New U.S. vehicle retail registrations through May, 2013
Source: Polk
30
32. Younger Buyer
11.5%:
Millennial
buyers % of
total
Percent of Total New Vehicles Registered
Ages:18-34
16%
14%
12%
10%
8%
6%
4%
2%
0%
2008 2009 2010 2011 2012 2013
New U.S. vehicle retail registrations through May, 2013
Source: Polk
32
34. Electric Vehicle Penetration
52%:
% of all EVs
registered
nationally in
top five markets
New U.S. vehicle retail
registrations Jan–May, 2013
•
•
•
•
•
San Francisco: 19.5%
Los Angeles: 15.4%
Seattle:
8.0%
New York:
4.6%
Atlanta:
4.4%
Source: Polk
34
35. Hybrid Vehicle Penetration
32%:
% of hybrids
registered
nationally in
top five markets
New U.S. vehicle retail
registrations Jan–May, 2013
•
•
•
•
•
Los Angeles : 13.1%
San Francisco: 6.6%
New York:
5.6%
Washington DC: 3.4%
Chicago:
3.0%
Source: Polk
35
36. Pickup Truck Penetration
35%:
% of pickups
registered
nationally in
top five states
New U.S. vehicle retail
registrations Jan–May, 2013
•
•
•
•
•
Texas:
13.1%
California: 6.6%
Oklahoma: 5.6%
Florida:
3.4%
Michigan: 3.0%
Source: Polk
36
41. Age of Vehicles in Operation
11.4:
Average age of vehicles
in operation in U.S.
Source: Polk
41
42. Age of Vehicles in Operation
Average Age
in Years
12
10
8
6
4
2
0
2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013
Cars
Trucks
Average Age
Source: Polk
44. Sweet Spot = Under Four Years
Brand Loyalty
Overall
average
industry
brand
loyalty:
49.8%
Age of Vehicle When Returning to Buy Again
Brand loyalty rates are among new U.S. vehicle
owners returning to market to acquire another
new vehicle between June 2012 and May 2013
Source: Polk
46. Declining U.S. “Sweet Spot”
Millions
“Sweet Spot” = Vehicles between 6 and12
years old
120
100
80
60
40
20
0
2008
2009
2010
2011
2012
History
2013
2014
2015
2016
2017
Forecast
Source: Polk
46
47. Declining U.S. “Sweet Spot”
Millions
Population of vehicles over 11 years old
140
120
100
80
60
40
20
0
2008
2009
1010
2011
2012
History
2013
2014
2015
2016
2017
Forecast
Source: Polk
47
51. Reach the Right
People Based on Your
Objectives
Objective
Available
targeting
Build awareness
and consideration
Segment Owners
Make/model Owners
In-market Shoppers
Near-market Shoppers
Your Customer Database
Capture in-market
shoppers
In-market Shoppers
Your Customer Database
Your Site Visitors
Build loyalty and
generate
revenue from owners
Make/model Owners
Your Customer Database
Your Site Visitors