1 out of 5 prospects on BuyerScout reports purchase a vehicle within 90 days

Outsell announced today the results of a new data analysis on the effectiveness of its unique BuyerScout® buyer detection solution.

BuyerScout is the only buyer detection product that analyzes behavioral trends, tracks consumer engagements, and tips off dealers when current customers and prospects are in market – helping salespeople focus their efforts on prospects who are most likely to buy. Dealers describe BuyerScout as highly accurate, and report that they are closing more deals by targeting consumers on their BuyerScout ‘Most Likely Buyers’ reports.

To confirm that point, Outsell contracted with IHS for a data matchback project, comparing consumers listed on its BuyerScout Most Likely Buyers reports with Polk data, the “gold standard” for tracking new and used vehicle sales across the United States. Outsell wanted to definitively measure whether the consumers identified by BuyerScout as actively in market for a vehicle actually purchased from any dealer.

The matchback found:

  • BuyerScout accurately pinpoints consumers who are likely to purchase: 17.8% of consumers on BuyerScout reports purchase a vehicle within 90 days.
  • BuyerScout’s predictive models are identifying dormant prospects who are back in market to buy a vehicle: On average, 15.2% of BuyerScout-identified prospects purchased within 90 days.
  • BuyerScout prospects purchase vehicles – but not always from the dealer at which they were identified: The data showed that five times as many of those BuyerScout prospects are purchasing from another dealer.
  • Sometimes BuyerScout prospects even purchase the same brand from another dealer: Of those BuyerScout prospects that buy, 23% of them convert with the dealership at which they’re identified – but 34% of them are buying the same manufacturer at a competing dealership.
  • BuyerScout alerts dealers to previous customers coming back in market: Of BuyerScout-identified owners that buy, 53.9% of them come back to buy at their previous dealership, but another 46.1% (almost half) choose not to come back for their next purchase – and 13% of them are buying that very same brand at another dealership.

“Dealers report that BuyerScout has a measurable impact on their sales,” said Bryan Harwood, CTO of Outsell. “But we wondered whether dealers were getting the most out of the BuyerScout data. The best way for us to determine that was to see whether consumers identified by BuyerScout are actually buying. And the good news is, they are – the Polk data show that BuyerScout’s predictive models are highly accurate.”

“We’re excited to see these great results from the study, and will continue to share tips with our clients,” Harwood continued. “Dealers who are actively utilizing BuyerScout to identify buyers earlier in their purchase cycle can provide those buyers with the best possible experience to keep themselves in consideration. This will help our dealer customers improve conversion and close rates.”

Dealers who would like to learn more about BuyerScout, or who are already using BuyerScout and want to ensure they are getting the most of out of it, can visit https://www.outsell.com/buyerscout/.

Outsell will showcase BuyerScout during the upcoming NADA Convention and Expo, the world’s largest international gathering place for franchised new-vehicle dealers, taking place in Las Vegas from March 31-April 3, 2016. Visit Outsell at booth #6500 N.

Outsell announced today a new set of personalized, automated marketing campaigns intended to help boost traffic to dealer service bays.

Until now, Outsell has offered campaigns to help dealers sell new and used cars. In adding service campaigns, Outsell helps dealers increase service traffic and revenue by adapting to the unique life stages and behaviors of individual consumers and engaging with them on an individualized basis. Campaigns remind customers of upcoming service milestones, reinforce loyalty with existing service customers, and entice prospects who haven’t serviced at their store to come in for a tune-up.

Bryan Harwood, CTO of Outsell, said, “Our dealer customers asked for us to add service campaigns after experiencing strong ROI on their Outsell sales campaigns. We’re excited to bring this new capability to our dealer customers across the United States.”

Gross profit margins for dealerships are much higher for service and parts than they are for auto sales. In fact, NADA survey data shows that service and parts typically account for 44 percent of an auto dealer’s gross profit. There is also a strong connection between service and future sales: according to Google, shoppers who service their vehicles at a particular dealership are at least 2x more likely to purchase or lease their next vehicle from that dealership.

To learn more about Outsell’s service campaigns, visit https://www.outsell.com/service-campaigns/.

Outsell will demonstrate its offerings during the upcoming NADA Convention and Expo, the world’s largest international gathering place for franchised new-vehicle dealers, taking place in Las Vegas from March 31-April 3, 2016. Visit Outsell at booth #6500 N.

Outsell Fuel Wins Bronze for New Version Marketing Solution; Agency Partner Saatchi & Saatchi and Outsell Earn Silver for Outbound Marketing Program of the Year

Outsell announced today that it was presented with two Stevie® Awards in the tenth annual Stevie Awards for Sales & Customer Service. Outsell, in partnership with Saatchi & Saatchi, received a Silver Stevie award for the 2015 Toyota Camry Launch campaign in the Outbound Marketing Program of the Year category. Outsell Fuel was honored with a Bronze Stevie award in the category New Version Marketing Solution.

The Stevie Awards for Sales & Customer Service are the world’s top sales awards, business development awards, contact center awards, and customer service awards. The Stevie Awards organizes several of the world’s leading business awards shows including the prestigious American Business AwardsSM and International Business AwardsSM. The awards were presented to honorees during a gala banquet on Friday, March 4 at the Paris Hotel in Las Vegas. More than 500 executives from the United States and several other nations attended.

“Entries to the Stevie Awards for Sales & Customer Service continue to grow every year, further validating the essential roles that business development, customer service, and sales play in business success,” said Michael Gallagher, president and founder of the Stevie Awards. “The widespread support of this program made the 2016 competition that much more intense among finalists. The judges were deeply impressed by the winner’s accomplishments and we congratulate all of the winners on their commitment to excellence and innovation.”

“Outsell and Saatchi & Saatchi’s creative partnership has produced some stellar results for Toyota North America and I am extremely proud to see the 2015 Camry launch honored with another Stevie,” said Mike Wethington, President and CEO, Outsell. “I also want to thank the Stevie organization and judges for recognizing Outsell Fuel. Outsell is committed to providing automotive dealers with targeted marketing and analytic solutions. The new version of Outsell Fuel gives dealers more ways to engage customers with individualized communications and more of what they need to achieve a competitive advantage.”

Outsell Fuel
Outsell’s flagship Outsell Fuel is multi-channel customer engagement platform. Outsell Fuel is a high-octane mix of predictive analytics, ready-to-send campaigns, social media management and in-market buyer detection. It is powered at its core by proprietary analytics models, which predict consumer behavior so dealers can better identify, understand, and speak to individual customers and prospects to generate superior results. Outsell’s models constantly react to new data through the use of machine learning-powered dynamic predictive models, the best algorithmic method for predicting outcomes.

2015 Toyota Camry Launch
Outsell and Saatchi & Saatchi developed an integrated media campaign to help Toyota dealers sell down the 2014 Camry inventory before the 2015 models arrived on dealer lots. The campaign kicked off by connecting to 207 dealer databases nationwide to send dealer-branded campaigns via email, which led them to a microsite, using sophisticated data-driven behavioral targeting in order to find potential Camry buyers.

Each phase, from sell-down to post-launch, generated unprecedented level of consumer engagement. 150,000 people nationwide interacted with the campaign, and 11,600 of these people clicked to “Schedule Test Drive.” Most importantly, consumers who interacted with this campaign generated approximately $21,277,537 in Camry sales revenue for participating dealers.*

To view examples of the award-winning campaign, please visit: http://www.outsellauto.com/files/saatchi/CamryAward2015/

 

About The Stevie Awards
The Stevie Awards are conferred in six programs: The American Business Awards, the German Stevie Awards, The International Business Awards, the Stevie Awards for Women in Business, the Stevie Awards for Sales & Customer Service, and the Asia-Pacific Stevie Awards. A seventh program, the Stevie Awards for Great Employers, will debut in April 2016. 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 http://www.StevieAwards.com, and follow the Stevie Awards on Twitter @TheStevieAwards.

More than 2,100 nominations from organizations of all sizes and in virtually every industry were evaluated in this year’s competition, an increase of 11% over 2015. Finalists were determined by the average scores of 115 professionals worldwide, acting as preliminary judges. Entries were considered in 59 categories for customer service and contact center achievements, including Contact Center of the Year, Award for Innovation in Customer Service, and Consulting Practice of the Year; more than 50 categories for sales and business development achievements, ranging from Senior Sales Executive of the Year to Business Development Achievement of the Year; and categories to recognize new products and services and solution providers.

More than 60 members of several specialized judging committees determined the Gold, Silver and Bronze Stevie Award placements from among the Finalists during final judging earlier this month. 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.

Outsell announced today a new integration with Google Analytics that will give auto dealers enhanced web analytics tracking.

Outsell will automatically add UTM coding to links in all campaigns, enabling dealers to see campaign impact within their Google Analytics accounts.

Google Analytics is by far the most common analytics tool used by auto dealers because it’s free and simple to use. Outsell estimates that the majority of dealers already use Google to track traffic to and on their sites, and to learn how visitors interact with pages and content.

By adding UTM coding to its campaigns, Outsell is helping dealers significantly boost the amount of data available to validate their campaign results, which in turn helps them refine and improve future marketing efforts.

“By integrating Google Analytics UTM tags into online marketing campaigns, Outsell is setting the bar for accountability and transparency,” said Brian Pasch of PCG Research, a noted expert on search and marketing strategies for automotive dealers. “Outsell empowers dealers to independently verify the quantity and quality of website traffic generated by its intelligent marketing platform.”

“Google Analytics is widely used amongst our customers, and in our quest to help dealers drive more revenue, we’re always looking for ways to help generate useful data on marketing effectiveness,” said Bryan Harwood, CTO of Outsell. “Google Analytics integration is relatively straightforward – some of our dealer customers were already doing it manually by adding UTM coding to their campaigns. By automating this function and making it standard across our customer base, we’re helping dealers connect the dots on campaign effectiveness so they can continually improve their marketing.”

Outsell’s Google Analytics integration will go live in the Outsell Fuel SaaS platform March 31, 2016. To learn more about this new capability visit www.outsell.com/googleanalytics.

Outsell will demonstrate its Google Analytics integration during the upcoming NADA Convention and Expo, the world’s largest international gathering place for franchised new-vehicle dealers, taking place in Las Vegas from March 31-April 3, 2016. Visit Outsell at booth #6500 N.

Dealers who would like to learn more about how to leverage Google Analytics as a standalone tool can take advantage of a PCG Companies course on how to get started and how to get the most out of this free tool.

Learn how dealerships can use buyer detection technology, which transforms customer engagement and ultimately increases vehicle sales

Outsell announced today that it will sponsor a free one-hour webinar hosted by Automotive News on the topic, “Harness the Power of Data to Optimize Customer Engagement and Sell More Cars” on Thursday, March 10, 2016 at 2:00 p.m. Eastern.

Today dealers are looking for new ways to effectively market to their customers and in-market shoppers. Customers that open an email from a dealership, visit their website or look at the vehicle inventory are sending digital signals about their purchasing intent. When the dealership can match those signals to previous behaviors to identify patterns, then the dealer can start to detect who’s going to buy, then use that buyer detection knowledge to maximize its digital marketing effectiveness and increase customer engagement.

Join automotive industry thought leaders Brian Pasch, Principal at PCG Consulting, and Chris Johnson, Director of Software Development at Outsell, as they discuss how dealers can harness the power of data utilizing buyer detection technology, which transforms customer engagement and ultimately helps them sell more cars.

During this webinar, attendees will learn how other dealers have applied this buyer detection technology strategy to the information already in their systems to:

  • Increase conversion rates by 447%
  • Increase new customer acquisition by 42%
  • Re-engage and close “dead” leads

Who:
Speakers: Brian Pasch, Principal, PCG Companies and Chris Johnson, Director of Software Development, Outsell. Moderator: Jim Treece, News Editor, Automotive News

What:
Harness the Power of Data to Optimize Customer Engagement and Sell More Cars

Where:
Your computer

When:
Thursday, March 10, 2016 from 2:00 – 3:00 p.m. Eastern

How:
To register for the free event or if you have questions, please visit: Registration Link

More about Buyer Detection and Outsell BuyerScout®

Outsell BuyerScout®, is an innovative buyer-detection product that helps auto dealer’s better focus their sales efforts. Outsell BuyerScout is the first machine learning-powered predictive analytics solution for automotive industry. Outsell’s buyer detection software predicts who’s in market and provides dealers with a scored list and competitive information into what each shopper is doing and identifies a hot prospect before your competition.

BuyerScout is the only buyer detection product that analyzes behavioral trends, tracks consumer engagements, and tips off dealers when current customers and prospects are in market. Initial results on the recently upgraded BuyerScout models show an increase in conversion rates of up to 5X and up to 2X higher volumes of identified in-market buyers.

BuyerScout is the most popular add-on to Outsell’s flagship Outsell Fuel multi-channel customer engagement platform. It is powered at its core by proprietary analytics models, which predict consumer behavior so dealers can better identify, understand, and speak to individual customers and prospects to generate superior results. Outsell’s models constantly react to new data through the use of machine learning-powered dynamic predictive models, the best algorithmic method for predicting outcomes.

Outsell CTO Bryan Harwood Selected as “2016 Titans of Technology” Winner

Outsell announced today that the Minneapolis St. Paul Business Journal has selected Outsell CTO Bryan Harwood as one of its 2016 Titans of Technology. This is the Journal’s third year presenting these awards, which honor the region’s outstanding technology professionals and their supporters. Winners were featured in the March 4 issue of the magazine.

Honorees were selected by a panel of tech-industry veterans, including some honorees from previous years, and members of the Journal’s editorial team.

Harwood was recognized in the CIO/CTO category, which honors a top IT executive of a public, private or nonprofit company. A four-year veteran of Outsell, Harwood is an innovative technology leader with a depth of experience building out data and transaction processing systems on a massive scale for global enterprises. At Outsell, he leads the Development and Infrastructure team focusing on the development and scaling of the Outsell Fuel Customer Engagement Platform. He also leads Product Management, PMO, IT Operations, Architecture, and Business Intelligence.

“We are extremely proud that Bryan won this honor,” said Mike Wethington, founder and CEO of Outsell. “Under Bryan’s direction and leadership, Outsell continues to evolve its robust customer engagement platform, which is making a big impact on auto dealers and their customers by helping dealers refine and target their marketing campaigns to strengthen customer relationships and drive more revenue.”

“My purpose for joining Outsell’s team was to transform a small company that was doing amazing things into an enterprise doing the same amazing things,” said Harwood. “Scaling up in that manner has meant introducing standard development processes, more cross-team collaboration, more defined methodologies, and improved data management. I’m excited about this Titans of Technology honor – I have the privilege of working with a fantastic team here at Outsell, and that has made the work not only gratifying but also fun.”

Latest version includes CRM integration, new predictive models and a new ‘most likely buyers’ report

Outsell unveiled today new enhancements to BuyerScout®, its innovative buyer-detection product, to help auto dealers better focus their sales efforts. With these new features, Outsell BuyerScout becomes the first Machine Learning-powered predictive analytics solution for auto dealerships.

BuyerScout is the first and only buyer detection product that analyzes behavioral trends, tracks consumer engagements, and tips off dealers when current customers and prospects are in market. Initial results on the upgraded BuyerScout models show an increase in conversion rates of up to 5.1X and up to 2.1X higher volumes of identified in-market buyers.

BuyerScout now includes:

  • Integration with dealer CRMs through Outsell Connect;
  • Industry first, machine-learning driven predictive models; and
  • A simpler ‘most likely buyers’ report to improve ease of use for dealers.

BuyerScout is the most popular add-on to Outsell’s flagship Outsell Fuel multi-channel customer engagement platform. It is powered at its core by proprietary analytics models, which predict consumer behavior so dealers can better identify, understand, and speak to individual customers and prospects to generate superior results. Outsell’s models constantly react to new data through the use of Machine Learning-powered dynamic predictive models, the best algorithmic method for predicting outcomes.

“The response to Outsell BuyerScout from dealers has been nothing short of amazingly positive,” said Mike Wethington, Founder and CEO of Outsell. “Nearly every dealer that signs on for the Outsell Fuel platform now buys BuyerScout as well – it provides valuable intelligence about customers and prospects that they just can’t get any other way.”

For more information about Outsell BuyerScout, visit www.outsell.com/buyerscout, or sign up for Outsell’s March 10 webinar with Automotive News, titled, “Harness the Power of Data to Optimize Customer Engagement and Sell More Cars.”

Enhancements to the Outsell customer engagement platform drives rapid adoption in 2015

Outsell announced today that it closed out another successful year. In 2015, Outsell opened up platform subscriptions to dealers of virtually all brands which led to its unprecedented growth and resulted in record sales bookings for the fourth quarter. Today, Outsell’s customer engagement platform manages millions of consumer interactions every month for dealers representing 29 major automotive brands.

Outsell launched powerful new enhancements to its customer engagement platform, Outsell Fuel, featuring the next generation of Outsell NeuroMotics® with the industry’s first machine learning-powered dynamic predictive models for dealerships. Initial results with Outsell BuyerScout® fueled by NeuroMotics indicate up to 5.1X increases in conversion rates and up to 2.1X higher volumes of identified in-market buyers, thereby making an already easy-to-use platform even easier, giving dealers what they need to drive more revenue in a fast-changing, consumer-driven world. These enhancements arm automotive dealers with advanced tools that power targeted marketing campaigns, enhance customer and prospect communications, and precisely identify in-market buyers.

“2015 was another record year as we continue to lead the automotive industry with our unique customer engagement solution. Much of the year’s success was a result of opening our solution to dealers of all major auto brands and significant enhancements to the Outsell Fuel platform,” said Mike Wethington, CEO of Outsell. “As we move into 2016, we are excited to expand upon the next generation of machine learning and to continue to offer new features and functionality to the automotive dealers using Outsell Fuel. We’re committed to providing dealers with what they need to achieve true competitive advantage.”

Other Outsell accomplishments for Q4 2015 include winning a 2015 W3 Award with agency partner Saatchi & Saatchi from the Academy of Interactive and Visual Arts. Outsell and Saatchi & Saatchi’s 2015 Toyota Camry Launch campaign won a Silver Award in the Email Marketing for Automotive category.

For more information about Outsell’s customer engagement platform, Outsell Fuel, please visit: https://www.outsell.com/fuel/.

2015 Toyota Camry Launch Honored with the Leader Award for Consumer Integrated Campaign

Outsell, with agency partner Saatchi & Saatchi, has won the 2015 Summit Emerging Media Award (EMA). The 2015 Toyota Camry Launch was honored with the Leader Award in the category Consumer Integrated Campaign. This is the second year in a row that Outsell and Saatchi & Saatchi’s innovative marketing campaigns created for Toyota North America have been recognized with a Summit Emerging Media Award.

“This is a great way to kick off the year and I’m extremely proud of Outsell and Saatchi & Saatchi’s teamwork on the 2015 Toyota Camry launch. Thank you again Summit International for recognizing their creative efforts,” said Michael Wethington, President and CEO, Outsell. “We are always looking for new ways to give automotive brands the edge in a competitive space. This integrated campaign is a perfect example of how a carefully designed and executed campaign can greatly increase consumer engagement and vehicle sales at the dealer level.”

2015 Toyota Camry Launch
Outsell and Saatchi & Saatchi developed an integrated media campaign to help Toyota dealers sell down the 2014 Camry inventory before the 2015 models arrived on dealer lots. The campaign kicked off by connecting to 207 dealer databases nationwide to send dealer-branded campaigns via email, which led them to a microsite, using sophisticated data-driven behavioral targeting in order to find potential Camry buyers.

The creative took the prospect on a journey of lifelike emotions from courtship to relationship. A seamless Parallax website experience used edgy language with bold colors that vividly demonstrated Camry’s bells and whistles.

Each phase, from sell-down to post-launch, generated unprecedented level of consumer engagement. 150,000 people nationwide interacted with the campaign, and 11,600 of these people clicked to “Schedule Test Drive.” Most importantly, consumers who interacted with this campaign generated approximately $21,277,537 in Camry sales revenue for participating dealers.*

To view examples of the award-winning campaign, please visit: http://www.outsellauto.com/files/saatchi/CamryAward2015/

*To calculate linked sales revenue, we looked at individuals who interacted with the campaign and subsequently purchased a new Toyota Camry from a participating dealer. Revenue was calculated based on price paid to dealer for each Camry sale.

About Summit Emerging Media Award
The Summit Emerging Media Award (Summit EMA) evolved through a need to recognize and celebrate creativity, innovation and those pushing the bounds of creative excellence in all forms of emerging media. Traditionally, advertising has focused strictly on the big idea. Today, advertising needs to break new ground to keep up with the ever-changing pace. It is not about big budgets, but rather big ideas. This award is for the marketers, coders, designers, developers, innovators, visionaries and leaders in this exciting new realm of advertising. The award offers recognition for introducing new methods, directing and helping to set the pace for emerging media, and demonstrating excellence on the web, through apps, videos, mobile sites and social media.

Outsell unveiled new enhancements to its Outsell Fuel platform at Digital Dealer 20 Conference & Expo in Orlando. These enhancements arm automotive dealers with advanced tools that power targeted marketing campaigns, enhance customer and prospect communications, and precisely identify in-market buyers.

  • Next generation of Outsell NeuroMotics with machine learning-powered dynamic predictive models
  • Initial results indicate up to 5.1X increases in conversion rates and up to 2.1X higher volumes of identified in-market buyers
  • Makes an already easy-to-use platform even easier, giving dealers what they need to drive more revenue in a fast-changing, consumer-driven world
  • Outsell will showcase Outsell Fuel at Digital Dealer 20, Booth #919
  • Outsell’s CTO will share tips to help dealers manage their online reputation

The core of Outsell Fuel is Outsell’s NeuroMotics® models, which predict consumer behavior so dealers can better identify, understand, and speak to individual customers and prospects to generate superior results. Outsell’s NeuroMotics suite constantly reacts to new data through the use of machine learning-powered dynamic predictive models, the best statistical method for predicting outcomes.

New enhancements also include expanded capabilities of BuyerScout®, the first and only buyer-detection product that tracks consumer behavior and preferences and tips off dealers when current customers and prospects are actively shopping for a vehicle or are ready to buy. Initial results on the upgraded BuyerScout models show an increase in conversion rates of up to 5.1X and up to 2.1X higher volumes of identified in-market buyers.

“We are leading the industry with Outsell Fuel and the next generation of NeuroMotics. It is our goal to make things as easy as possible for our automotive dealer clients who are responsible for engaging their customers and prospects consistently and effectively throughout their lifecycle. It’s an incredible amount of work when the consumer landscape is always changing,” said Mike Wethington, CEO of Outsell. “What today’s announcement highlights is Outsell’s ongoing commitment to removing the complexity of targeted marketing and analytics for automotive dealers. Outsell Fuel’s new features give dealers more ways to engage customers with individualized communications while gaining a richer understanding of customer and prospect behaviors. We’ve giving dealers more of what they need to achieve true competitive advantage.”

For more information about Outsell’s customer engagement platform, Outsell Fuel, please visit: https://www.outsell.com/fuel/.

Don’t miss Bryan Harwood’s, Chief Technology Officer at Outsell, Digital Dealer presentation, “Social Impact: 8 Tips to Manage Your Online Reputation.”

During this session attendees will learn how to:

  • Understand how social media tools can help dealers successfully identify and respond to online reviews.
  • Manage their online reputation and address customer reviews in timely manner.
  • Better understand social media marketing response management and social/review site best practices.

Who:
Bryan Harwood, CTO, Outsell

What:
“Social Impact: 8 Tips to Manage Your Online Reputation”

Where:
Rosen Shingle Creek in Orlando, FL

When:
Thursday, January 21 from 10:30 a.m. – 11:20 a.m.