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.”


Award from MarTechExec recognizes Vallancourt for innovative thinking

Outsell announced today that Valerie Vallancourt, its Vice President of Marketing, has been named one of MarTechExec’s “50 Women You Need to Know in Martech 2018.”

MarTechExec selected the winners based on their demonstrated passion for marketing technology, and their dedication to creating a community of strong and talented marketing executives.

“I am delighted to see Valerie receive this honor and recognition from MarTechExec,” said Michael Wethington, President and CEO of Outsell. “Valerie is a dynamic, strategic marketing professional who’s had a tremendous impact on Outsell. She brought a new level of innovation to our marketing efforts, and has developed a strong team here.”

“I am honored and thrilled to be recognized by MarTechExec along with these other inspiring marketing professionals,” said Vallancourt. “I am also proud to lead the Outsell marketing team and contribute to the company’s overall mission of helping auto dealers across the country drive more sales.”

Valerie leads all marketing for Outsell, which provides an AI-driven marketing automation solution to auto dealers. Since joining the company nearly three years ago, Vallancourt has transformed marketing, developing a demand-generation engine and implementing new processes for lead generation and tracking. These efforts significantly improved inbound lead flow while improving quality – helping Outsell exceed its sales goals. Valerie also champions women to be a part of the automotive industry.

To read more about Valerie’s mentors, her take on common misconceptions in martech and how women in marketing can support one another, please visit https://martechexec.com/article/valerie-vallancourt-martech50women.html#gs.oMc2MbI

For more details about the “50 Women You Need to Know in Martech 2018” and the full list of winners, visit MarTechExec.


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

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

“How to Combat Customer Engagement Challenges”

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

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


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.


Outsell also announces support for PCG Companies’ Google Analytics specifications

Outsell announced today that its CEO Mike Wethington has been invited to present at the inaugural Automotive Analytics & Attribution Summit (AAAS), taking place Nov 8-9, 2017 in Boca Raton, Fla. Wethington will speak about best practices for attribution in digital marketing.

The AAAS is the first event dedicated to online marketing analytics and attribution for the automotive industry. Auto dealers and manufacturers invest heavily in marketing, yet few standards exist for tracking consumer influence, engagement and conversion. PCG Companies (the organizer of the event) believes that the auto industry and its agency partners and vendors must work closer together to determine the influences that result in a sale.

“In the past year, we’ve seen an enormous increase in dealers’ desire to better understand the analytics of their marketing spend to improve its effectiveness and efficiency,” said Wethington. “But there is a learning curve. My AAAS panel session will focus on best practices for harnessing and using the data dealers collect to improve digital marketing effectiveness and to measure what’s working and what’s not, so dealers can funnel their budgets into programs that drive the best results.”

One key topic for AAAS is UTM code standards. UTM codes are used within digital marketing campaigns to help marketers track results. Today, Outsell also announced its full support of Google Analytics (GA) events and tagging specifications published by PCG Companies. Outsell program performance can now be easily viewed and inspected in GA, which is a big win for auto dealers. By supporting the GA specifications published by PCG Companies, Outsell’s clients will have fully transparent reporting, and be able to verify Outsell’s monthly marketing reports.

“Outsell has always believed that an open ecosystem and full transparency should be key requirements to really advance the state of automotive customer engagement and its effectiveness for dealers. Our dealer customers look to us as a trusted advisor regarding customer engagement methods and their marketing spend,” said Wethington.

“Outsell has transformed digital marketing for the automotive industry and is now leading the charge in helping to create standards and offering dealers easy-to-use tools that enable them to leverage analytics techniques to understand and improve dealer performance metrics,” said Brian Pasch, Founder of PCG Companies. “I commend Outsell for joining in this movement toward greater transparency in automotive marketing reporting and analytics. This solves a critical problem for dealers – clear data to help improve their marketing mix.”

To learn more about the AAAS event, visit http://automotiveattributionsummit.com/.


Outsell customer Oxmoor Auto Group to co-present in session on marketing attribution

Outsell announced today that its President Bryan Harwood has been invited to speak at the upcoming Driving Sales Executive Summit (DSES) event, taking place at the Bellagio in Las Vegas, October 22-24, 2017. Harwood’s session, titled, “Marketing Insights and Attribution – Are Your Metrics in Alignment?” also features Outsell customer Chip Alvey, Corporate Operations Supervisor at Oxmoor Auto Group, and takes place on October 22 from 4:00-4:40 pm PT.

Attendees will:

  • Gain a better understanding of marketing attribution models and how to apply them to their dealership’s marketing strategies
  • Receive a checklist of items to discuss at their next marketing meeting that address what their team can do now to best optimize dealership data
  • Learn directly from a dealer about how they successfully use new attribution models and marketing strategies to better track their online efforts and improve overall customer engagement

Speakers: Bryan Harwood, President, Outsell and Chip Alvey, Corporate Operations Supervisor, Oxmoor Auto Group

“Marketing Insights and Attribution – Are Your Metrics in Alignment?”

Driving Sales Executive Summit (DSES), the Bellagio, Las Vegas

Sunday, October 22, 2017 from 4:00-4:40 pm PT


Outsell and auto dealers share best practices on finding the ideal marketing mix

Outsell has partnered with Automotive News to host an upcoming webinar titled, “Dealer Marketing Technology Mixology – Digital, Traditional and Advertising Done Right.” The free, online event takes place Tuesday, October 3 at 2pm ET.

Marketing budgets, revenue, and marketing ROI are always top of mind for dealer marketers, as is the question of just how much of a dealer’s marketing spend should be dedicated to each channel.

Marketing budgets in the auto industry have shifted over the past few years to an almost 50/50 split between digital and traditional. Some dealers advocate for even more digital, while others remain skeptical when TV, radio, and print continue to work for them. But the question remains – what is the ideal marketing mix for each individual dealer?

Featured speakers for this webinar are Dale Early, Dealer Principal of Hyundai of Silsbee, Amy Rothenberger, Director of Marketing and Business Development for Mercedes-Benz of the Woodlands and Mercedes-Benz of Music City, and Tricia Turk, Director of Dealer Success, Outsell.  They will explore best practices for getting the most out of a dealer’s marketing budget in each channel and how they can ideally work together.

Attendees will learn how to enhance customer satisfaction and reach their primary market areas by:

  • Maximizing digital efforts as the automotive landscape shifts
  • Capitalizing on traditional methods for increased brand presence
  • Optimizing advertising budget to improve timeliness of communications
  • Realizing the ideal mix of these channels for your dealership

Speakers: Dale Early, Dealer Principal of Hyundai of Silsbee, Amy Rothenberger, Director of Marketing and Business Development for Mercedes-Benz of the Woodlands and Mercedes-Benz of Music City, Tricia Turk, Director of Dealer Success, Outsell and moderator Jim Treece, News Editor, Automotive News

“Dealer Marketing Technology Mixology – Digital, Traditional and Advertising Done Right”

Online with Automotive News

Tuesday, October 3, 2017 from 2-3pm ET


inventory mover icon

Outsell Releases Inventory Mover

Today Outsell released Inventory Mover, a product that dynamically serves up vehicles from a dealer’s inventory based on what individual consumers are shopping.

We know today’s consumer expects to be known, heard, and to see only what is relevant to them as a result of marketing giants like Amazon and Netflix utilizing AI and to cater each customer experience.

Outsell Inventory Mover is the industry’s first inventory recommendation engine that sorts through consumers in a dealer’s DMS and CRM, identifies 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’s Inventory Mover helps by:

  • Analyzing consumer behavior to determine which vehicles in inventory are best for each person, and dynamically serving up those vehicles through individualized marketing communications.
  • Identifying aging inventory and matching VINS to people who are likely interested in those models.
  • Driving traffic directly to dealer Vehicle Detail Pages (VDPs).
  • Updating recommendations seamlessly as inventory is rotated – dealers can specify which vehicles to highlight, or let Outsell completely automate the process.
  • Monitoring shopping behavior and updating recommendations daily.
  • Generating direct leads with availability form, conveniently pre-filling the form for customers so they can indicate their interest with one click.

Additionally, Inventory Mover allows dealers to select vehicles they want to boost, allowing them to highlight potentially “old” inventory, while their consumers are still receiving the 1:1 individualized marketing experience they have come to expect.

Outsell will be exhibiting and featuring Inventory Mover at Digital Dealer 23 in Las Vegas =September 18-20 2017. To schedule an appointment at the show, email info@outsell.com.

To learn more about Inventory Mover, visit www.outsell.com/inventorymover