Company wins 2018 AWA Marketing Solution Award at NADA

Outsell announced recently that it has won a coveted 2018 Automotive Website Award (AWA) in the Marketing Automation category. The awards were bestowed during a ceremony at the NADA 2018 conference, taking place on March 22 in Las Vegas.

The Automotive Website Awards, created by PCG Companies, showcase the top marketing solutions for automotive dealers across several categories. This is the second consecutive year that Outsell has been honored. The company’s new Inventory Mover solution, which helps automatically match prospects with specific inventory, was cited as a key reason for its being named a winner for 2018.

Outsell was the first marketing automation provider in automotive to utilize artificial intelligence (AI) to help improve relevancy and targeting. Its AI brain tracks the behavior of individual consumers (both customers and prospects), forming a predictive model of their future behavior, and fueling Outsell capabilities such as buyer detection for identifying in-market shoppers, and Inventory Mover.

At NADA, Outsell launched its newest platform, Outsell 5.0 [link], enhanced with even more artificial intelligence capabilities, providing automotive dealers with unprecedented insight into buying behavior and the ability to take individualized content to the next level, with automated, multi-channel communications that are customized to each person’s exact preferences.

“Dealers now expect AI features in their marketing automation platforms, and Outsell offers the first such platform that enables dealers to cover both customers and prospects at once,” said Brian Pasch, CEO of PCG Companies. “It’s no longer necessary for dealers to have different tools for each audience – it’s a major step forward.”

“We are thrilled to have been recognized by PCG Companies as a top marketing solution for the second year in a row,” said Mike Wethington, Outsell’s founder and CEO. “We believe that Outsell’s AI-driven approach to helping automotive dealers sell smarter represents the future of consumer marketing.”

To learn more about the Outsell platform, visit www.outsell.com/dealers

NADA 2018 was an event to remember for Outsell. We attended the Las Vegas convention with a stunning booth to invite dealers to learn more about us and received remarkable reception on the design. For the second year in a row, several convention-goers stopped by just so they could take photos of the booth.

The big news, however, was the release of Outsell 5.0 which we announced with a press release and brand new two-minute video.

“Artificial intelligence is a key tool for auto dealers, and Outsell has made it seamless and easy to use with Outsell 5.0,” said Mike Wethington, Outsell’s founder and CEO. “We have masked all the complexity and added predictive analytics features that are transforming the way auto dealers communicate with customers and prospects. No one has more experience with AI in automotive than Outsell.”

The Outsell 5.0 platform features:

  • A new dashboard that highlights for dealers in-market shoppers, current campaign performance, and ROI of individual campaigns in terms of linked sales/service – making it easy for dealers to quantify the revenue impact of each campaign.
  • Customized campaign and targeting recommendations that dealers can choose to send with one click.
  • The unique ability to easily create AI-driven micro campaigns for a select, targeted audience.
  • Powerful new filters such as ‘move a model’ and ‘need to find a trade in’ that help dealers meet their goals. Outsell provides a list of people the dealership can contact who will likely convert on specific models or a list of people who own a specific vehicle and are likely ready to trade up.

READ MORE in the full press release.

Outsell also received an Automotive Website Award for Marketing Automation. The AWAs provide car dealers with an independent review of automotive technology, and we were honored to be counted among the select few recognized.

“Dealers now expect AI features in their marketing automation platforms, and Outsell offers the first such platform that enables dealers to cover both customers and prospects at once,” said Brian Pasch, CEO of PCG Companies, who created the AWAs. “It’s no longer necessary for dealers to have different tools for each audience – it’s a major step forward.”

While NADA is behind us for another year, we want to keep the momentum going and will be offering our NADA specials and giveaways until the end of April. Sign up for a demo any time between now and April 30th and receive your choice of a*:

  • TenFour External Battery Pack
  • Bose SoundLink Speaker System
  • $50 Visa Gift Card

nada 2018 all giveaways

Thank you to everyone who stopped by the booth and experienced a demo of the platform already. We hope you enjoyed learning more about Outsell, the AI Marketing Platform for the Automotive Industry.

We’re also happy to see that our Outsell branded socks were once again a huge hit with everyone.   We’re a fan of them too.

Sign up for a Demo Today

 

*Limit one per store/group.
No Purchase Necessary

 

Session features senior marketing exec from Gettel Automotive Group

Outsell announced today that it will co-host a webinar with Automotive News on March 29, 2018 about how auto dealers can leverage artificial intelligence to improve marketing effectiveness and drive more business. Titled, “Don’t Sit on Autopilot: How to Improve 1:1 Marketing with Artificial Intelligence,” the webinar features speakers David Kelly, Chief Marketing Officer at Gettel Automotive Group and Valerie Vallancourt, Vice President of Marketing at Outsell.

Dealers don’t have the bandwidth to micro-manage marketing communications through every individual’s lifecycle. Artificial intelligence allows them to create lasting relationships with customers while leaving the heavy lifting to marketing automation. Rather than putting marketing on autopilot, the most successful dealers strike a balance between automation and dealer-controlled communications to provide consumers with an Amazon-like experience.

This session will explore the challenges and opportunities of delivering that type of experience, and include tips from dealers who are advancing their marketing efforts to effectively engage consumers in their primary market area. Attendees will learn how:

  • AI-driven marketing automation delivers 1:1 marketing that consumers expect today
  • Effective lifecycle management drives customer retention and reengages unsold leads
  • Utilizing micro-targeted opportunities amps up marketing efforts in specific segments that may be lagging

Who:
David Kelly, Chief Marketing Officer at Gettel Automotive Group and Valerie Vallancourt, Vice President of Marketing at Outsell

What:
“Don’t Sit on Autopilot: How to Improve 1:1 Marketing with Artificial Intelligence”

Where:
Online at https://onlinexperiences.com/scripts/Server.nxp?LASCmd=AI:4;F:QS!10100&ShowKey=49223&AffiliateData=%5boutsell%5d

When:
March 29, 2018 at 2:00 pm ET

Outsell 5.0 takes individualized content to the next level

Outsell announced today a major upgrade of its solution at the NADA 2018 conference, taking place Mar. 22-26, 2018 in Las Vegas.

Outsell was the first marketing automation provider in automotive to utilize artificial intelligence (AI) to help improve relevancy and targeting. Its AI brain tracks the behavior of individual consumers (both customers and prospects), forming a predictive model of their future behavior, and fueling Outsell capabilities such as buyer detection for identifying in-market shoppers and Inventory Mover for matching prospects with specific inventory.

Outsell’s newest platform – Outsell 5.0 – has been enhanced with even more artificial intelligence capabilities, providing automotive dealers with unprecedented insight into buying behavior and the ability to take targeted content to the next level, with automated, multi-channel campaigns that are individualized to each person’s exact preferences.

In addition, Outsell is expanding its Equity Mining capabilities with 5.0. Outsell utilizes a machine-learning formula to provide equity value estimations, and display them on consumer and prospect profile pages, which enables sales staff to identify and reach out to consumers with positive equity.

“Dealers now expect AI features in their marketing automation platforms, and Outsell offers the first such platform that enables dealers to cover both customers and prospects at once,” said Brian Pasch, CEO of PCG Companies. “It’s no longer necessary for dealers to have different tools for each audience – it’s a major step forward.”

“Artificial intelligence is a key tool for auto dealers, and Outsell has made it seamless and easy to use with Outsell 5.0,” said Mike Wethington, Outsell’s founder and CEO. “We have masked all the complexity and added predictive analytics features that are transforming the way auto dealers communicate with customers and prospects. No one has more experience with AI in automotive than Outsell.”

The Outsell 5.0 platform features:

  • A new dashboard that highlights for dealers in-market shoppers, current campaign performance, and ROI of individual campaigns in terms of linked sales/service – making it easy for dealers to quantify the revenue impact of each campaign.
  • Customized campaign and targeting recommendations that dealers can choose to send with one click.
  • The unique ability to easily create AI-driven micro campaigns for a select, targeted audience.
  • Powerful new filters such as ‘move a model’ and ‘need to find a trade in’ that help dealers meet their goals. Outsell provides a list of people the dealership can contact who will likely convert on specific models or a list of people who own a specific vehicle and are likely ready to trade up.

All the new features are designed to make it easier than ever for automotive dealers to identify in-market shoppers, proactively reach out to them, deliver individualized communications on autopilot, and sell more vehicles and service appointments.

Chip Alvey, Corporate Operations Supervisor at Outsell customer Oxmoor Auto Group, said, “Outsell already provided tremendous value to our dealership in terms of helping us individualize campaigns to specific customer preferences. But the new features in Outsell 5.0 will help us take individualization to the next level, with AI-driven campaigns. We’re really excited to roll this new version out in our stores.”

Outsell will demo Outsell 5.0 publicly for the first time at NADA 2018. Stop by booth # 2196C for a demo, or make an appointment by visiting outsell.com/nada2018. See a video highlighting Outsell 5.0 here.

Toyota CH-R Campaign Honored with Bronze Stevie Award

Outsell announced today with agency partner DSplus, that it was presented with a Bronze Stevie® Award at the 12th annual Stevie Awards for Sales & Customer Service. The 2018 Toyota CH-R Launch Campaign won the award in the Sales Achievement – Outbound Marketing Program of the Year category.

The Stevie Awards for Sales & Customer Service are the world’s top honors for customer service, contact center, business development and sales professionals.  The Stevie Awards organizes seven of the world’s leading business awards programs, also including the prestigious American Business AwardsSM and International Business Awards®.  The awards were presented to honorees during a gala banquet on Friday, February 23 at Caesars Palace in Las Vegas, NV. More than 2,500 nominations from organizations of all sizes and in virtually every industry were evaluated in this year’s competition. The average scores of more than 150 professionals worldwide in seven specialized judging committees determined winners.

The 2018 Toyota CH-R Launch Campaign
The all-new 2018 Toyota CH-R was about to launch and DSplus and Outsell were tasked to create awareness, encourage test drives and drive sales for over 200 participating Toyota dealerships across North America. For several months prior to the launch in 2017, CH-R teaser emails were sent via each dealer’s sales database in order to gather behavioral data and measure interest in the new 2018 model. The subsequent launch campaign consisted of three main elements: First, a targeted initial ‘trigger’ email to spread awareness and send traffic to a second element – a custom Toyota CH-R microsite. The consumers were encouraged to schedule a test drive and browse local dealers’ inventory via the exclusive microsite. The third launch element was a targeted follow-up drip email to consumers who engaged in the initial email and microsite.

The overall goal was to drum up excitement, create new dialog with interested consumers and close the deal on a new Toyota CH-R. The results were impressive: over 200,000 consumers interacted with the CH-R launch emails and microsite, moving thousands of CH-R’s off the lot for the participating dealers resulting in close to a million in revenue sales. To view examples of the award-winning campaign emails and microsite, please click here: 2018 Toyota CH-R Launch Campaign. The technology behind the campaign is Outsell’s marketing automation platform that increases customer engagement and drives more revenue by transforming how dealers engage with customers and prospects throughout their individual lifecycles.

“We are thrilled to see another Toyota campaign created by Outsell and DSplus recognized with a prestigious Stevie Award. I want to congratulate everyone including the developers, creative, production, and account teams that produced this highly unique and effective multi-faceted campaign,” said Michael Wethington, President and CEO, Outsell. “The well-executed campaign proved to be successful for Toyota Motor North America and is a model example of original use of digital marketing that helped the dealers compete in a crowded SUV market over a short period of time with an impressive ROI.”

“I can only imagine that car sales have to be the hardest sales job in the world. With many brands looking alike trying to distinguish yourself from your competitors seems insurmountable. The program developed took traditional marketing with a new spin and emojis,” read feedback from a Stevie judge that evaluated the Outsell and DSplus 2018 Toyota CH-R Launch Campaign nomination.

“All of our Stevie Award winners should be proud of their achievements. Independent professionals around the world have agreed that their accomplishments are worthy of our public recognition,” said Stevie Awards president Michael Gallagher.

Details about the Stevie Awards for Sales & Customer Service and the list of Stevie winners in all categories are available at www.StevieAwards.com/sales.


About the Stevie Awards

Stevie Awards are conferred in seven programs: the Asia-Pacific Stevie Awards, the German Stevie Awards, The American Business Awards, The International Business Awards®, the Stevie Awards for Great Employers, the Stevie Awards for Women in Business and the Stevie Awards for Sales & Customer Service. Stevie Awards competitions receive more than 10,000 entries each year from organizations in more than 60 nations. Honoring organizations of all types and sizes and the people behind them, the Stevies recognize outstanding performances in the workplace worldwide. Learn more about the Stevie Awards at www.StevieAwards.com.

Sponsors of the 12th annual Stevie Awards for Sales & Customer Service include HCL Financial Services, Rant & Rave, Sales Partnerships, Inc. and ValueSelling Associates, Inc.

Overall company revenue up 23 percent for the year

Outsell announced today that it achieved double-digit growth in revenue in 2017, with an 87 percent increase in direct-to-dealer revenue and a 23 percent revenue increase in its core business.

New AI-driven solutions helped drive Outsell’s swift revenue growth.

“AI is going mainstream for auto dealers,” said Mike Wethington, Outsell’s founder and CEO. “Whereas two years ago we had to explain to dealers what AI was, now they are asking for solutions grounded in artificial intelligence – and that’s been great for our business. No one has more experience with AI in automotive than Outsell.”

Highlights from the year:

  • Launched a new addition to its AI-driven marketing platform: Inventory Mover, the industry’s first inventory recommendation engine that automatically sorts through consumers in a dealer’s DMS and CRM, extracts data on in-market shoppers, predicts which VINs will appeal to each consumer, and dynamically shows unique live inventory recommendations to each consumer via automated, individualized communications.
  • Launched Outsell Social Ads, adding another channel to its flagship platform that helps dealers reach the unreachable in their database, attract new buyers to their store, and keep active in-market shoppers engaged with relevant, eye-catching ads on the world’s most popular social platform – Facebook.
  • Formed its first Customer Advisory Board. Comprised of Outsell dealer customers representing major auto brands and varying dealer sizes, its mission is to ensure that Outsell maintains a deep understanding of dealers’ marketing challenges and needs so that it can continue to provide the most effective marketing automation solutions.
  • Made enhancements to its core platform to help dealers gain a single view of customers.
  • Promoted CTO Bryan Harwood to President. Harwood is a six-year veteran of Outsell who’s been instrumental in driving Outsell’s recent growth and success.
  • Received the AWA award naming Outsell a top Marketing Solution for Automotive Dealers as well as being named one of the 10 Best Small Companies in Minneapolis.

“2018 is shaping up to be another exciting year full of growth opportunities,” said Wethington. “There is a strong demand for AI-driven marketing solutions that help dealers and OEMs better anticipate customer needs and smartly communicate with them in an individualized, relevant way throughout their lifecycle.”

Outsell expert & dealer present proven best practices for individualizing communications

Outsell announced today that it has partnered with Driving Sales on a new educational webinar. Taking place live on December 19, the event is titled, “How to Combat Customer Engagement Challenges.” Featured speakers include Kenneth Veit, Marketing Director at Steve Moyer Subaru, and Trevor Stemm, Dealer Success Manager at Outsell.

Often, there are large segments of customers in a dealer’s database who have been neglected. This webinar will explore how to deliver an unforgettable experience for these potential buyers, and why dealers should not attempt the enormous task of individualized communications and content personalization without assistance.

Attendees will learn how to:

  • Assess marketing vendors
  • Strategize for vendor accountability
  • Evaluate success of vendor products using unbiased third parties

Who:
Speakers: Kenneth Veit, Marketing Director at Steve Moyer Subaru; and Trevor Stemm, Dealer Success Manager at Outsell.

What:
“How to Combat Customer Engagement Challenges”

Where:
Online at http://events.drivingsales.com/how-to-combat-customer-engagement-challenges

When:
Tuesday, December 19, 2017 at 1:00 pm ET/10:00 am PT

Loyalty Graphic

Four Tactics to Increase Customer Loyalty

Customer loyalty isn’t dead—just ask MarketingBitz. Some dealers simply use better tactics and incentives to keep their customers coming back. You need to be one of those dealers.

The more you know about your customers, the more targeted you can engage with them and appeal to individuals on a personal level—which, ultimately, leads to increased customer loyalty and more sales.

Here are four tactics you can employ today to increase your customer loyalty.

 

Loyalty Programs

Success isn’t as simple as handing new customers a punch card anymore. Consumers are more likely to engage with a loyalty program they can access from their phone, and if rewards and points are updated automatically so they can see immediate results.

Think Starbucks. Their creative approach to rewards and customer appreciation goes a long way, even allowing customers to order ahead of time from the app on their phones so they can glide through their morning routine that much faster.

When 81 percent of consumers are more likely to continue doing business with a brand that offers some sort of loyalty program, it’s irresponsible to offer nothing.

Reputation Management

Reputation management is like your least favorite vegetable. You know it’s good for you but you groan at the thought of dealing with it. Well too bad—you still have to do it.

One way to get ahead of reputation is to request reviews from your customers outright, driving them back to your website and social media pages. They will be more likely to purchase or service from you again, and more likely to recommend your dealership to someone else if you positively engage with them.

You can also use satisfaction surveys to listen to the customers who have been with you for a long time. Reviews and survey responses throughout the customer lifecycle help you more quickly address those who might defect to a competitor and allow you to immediately share positive responses.

Dynamic Communications

Consumers are way beyond ignoring and blocking SPAM. Now you are competing with the emails that make it into their inbox for who knows that customer better and who can immediately meet their needs. If you can’t, they are going to delete you—maybe for good.

Dynamic communications, tailored to each consumer’s preferences and behaviors, shows them that you know them and know what they want. When consumers feel like they’ve been listened to, they have more incentive to purchase from you again and stay loyal to your dealership over time.

A sincere thank you after an oil change or a note over Facebook congratulating someone on driving off with their new vehicle goes a long way, but it is so much more impactful when you also know that customer is considering trading in their current vehicle for a new model and you get in front of them with specials before they check out your competition.

Artificial intelligence

Insights matter. Forrester’s 2017 predictions declared that this year would be when the big data floodgates opened, and they were right. Dealerships that use artificial intelligence, machine learning, and the Internet of Things (IoT) to tap into deeper insights win over more consumers than their competitors.

Two years ago, when Outsell started offering our first machine learning-powered marketing solutions, dealers had no idea how that technology was relevant to them. Today, they ask for it on the first sales call because they know they can’t compete in this industry without it.

The primary benefit of artificial intelligence is its ability to process huge data sets quickly and accurately, and find patterns your BDC and Sales teams can’t. Alexa, Siri, Netflix and Pandora all use AI and machine learning to personalize services to your tastes. Over time, as they learn more about you, their recommendations become more and more accurate—and that’s what keeps you loyal.

There is no reason in today’s advanced and ever-changing landscape that dealers can’t do the same for their consumers, and not doing it is to your detriment.

 

The dealerships that think customer loyalty is dead aren’t putting their customers first. You still can. If you don’t have a loyalty program, start one. If you aren’t tackling your reputation management aggressively, change your tactics. And if you haven’t been keeping consumers engaged with the content they want to see through artificial intelligence-driven communications and dynamic content, ask yourself:

Would I open an email from about something I’ve never shown interest in or the one from Amazon offering recommendations based on past behaviors and preferences?

It’s a no brainer that some dealerships are already taking advantage of, and you should too.

Learn more here.

AAAS recap by Jon Petron: hot news from Boca Raton

I just took one for the team by leaving Minneapolis in November for the warmer climes of Boca Raton, Florida. My destination was the Automotive Analytics & Attribution Summit, organized by Brian Pasch of PCG Companies – and it was one of the best business events I’ve ever attended.

Why? There were a ton of subject-matter experts – the tone was learning and best practices rather than self promotion and selling. We were in solid, relevant sessions for two straight days with content directed toward dealers with a great deal of actionable advice.

Here are my takeaways from the event:

  • Dealers should care about marketing transparency. Meaning transparency from vendors when it comes to results they claim. Today, it’s common for multiple marketing vendors to take credit for each deal. More transparency would help dealers sort out what really works. Standardization of metrics – an issue being spearheaded by PCG Companies – is something the participants in this event all support.
  • Attribution is more complex than looking at the last click. Cross-device and last-click attribution were big topics at this show, and goals that dealers should be working toward. There was a noticeable shift in focus toward quality outcomes rather than simple reach metrics.
  • Dealers’ own DMS data is a goldmine that many aren’t leveraging. Many dealers focus on net-new leads and give little credit to the data in their own DMS. It’s cheaper and easier to keep a customer than to get a new one – many panelists at AAAS discussed how.
  • Vendors who collaborate in support of transparency help their dealer customers and the industry. Based on what I heard at AAAS, dealers are looking for more collaboration among vendors toward standardization and visibility into the entire consumer ecosystem. Vendors’ efforts in this regard will really help them establish trust with dealers.

These are all issues that Outsell has been talking with customers about for years. In future blog posts, we’ll delve into more detail on these subjects.

New AI-driven solution help boost sales to auto dealers

Outsell announced today that it exceeded revenue and profitability goals for the third quarter. Increases in both areas were driven by the success of its revolutionary new solution Inventory Mover, which meets an unmet need for dealers by taking their individualized communications to the next level.

“We are seeing significant traction with Inventory Mover, an add-on to the base Outsell platform that provide auto dealers with significant benefits including increased conversion rates and more visitors to their stores,” said Mike Wethington, CEO of Outsell.

Highlights from the quarter:

  • Outsell launched a new addition to its NeuroMotics® AI marketing-driven platform: Inventory Mover, the industry’s first inventory recommendation engine that automatically sorts through consumers in a dealer’s DMS and CRM, extracts data on in-market consumers, predicts which VINs will appeal to each consumer, and dynamically shows unique live inventory recommendations to each consumer via automated, individualized emails.
  • Outsell launched new product packages that enable dealers to accelerate their move to digital. Designed to meet the most common needs of dealers, the packages help dealers quickly determine what they need for digital marketing.

In addition, just before the start of Q3, Outsell announced that it had promoted CTO Bryan Harwood to President. Harwood is a six-year veteran of Outsell who’s been instrumental in driving Outsell’s recent growth and success.