Using iPad Technology to Revolutionize the Retail Experience

1. Using iPad Technology to Revolutionize the Retail Experience How to build value into the sales process: A case study featuring Dale Jarrett Ford

2. About Dale Jarrett Ford • Charlotte, NC’s #1 volume dealer for the past 7 years • GM/VP Operations Bobby Wallace • All of the dealership feedback and quotes used in this presentation were taken directly from our interview with him Bobby Wallace GM/VP Operations

3. The Decision to Use iPads • Management team wanted to get with the times • Saw that technology is where industry is heading • Introduced IntellaCar into Ford store January 2012 • Large store (100-car showroom) • Trucks are the meat of the business • Kia store added after 3 months

4. Results: IntellaCar Exceeded Expectations • According to Bobby Wallace, IntellaCar provides: • Engagement “The more engagement there is, the more probability you will close the sale. IntellaCar engages the customers and keeps the sales consultant engaged with the customer rather than off looking for an answer.” • Product Knowledge “Gives knowledge to the salespeople and gives them confidence in presenting information to the customers.” • More Closed Deals “I’m a huge believer and a great fan. It helps close more deals by building more value.” ”

5. iPad Technology is Key • Helps the sales consultant bridge the knowledge gap with instant information: • “The customer knows so much and is educated on both our product and the competition. IntellaCar puts that knowledge in the sales consultant’s hands.” • “We have a big store, so if you need to go find an answer, you could be leaving the customer on their own for a while, resulting in disengagement.” • “We open at 8:30, and by 9:15 you see everyone walking around with their iPad, updating their apps. It’s a way of life for them.” • “It’s something we’ve put into our process, and a way of doing business.”

6. How does IntellaCar’s iPad technology help to revolutionize the sales process?

7. Sales Consultant Example 1: Kevin • Dealership’s #1 sales consultant • In auto industry over 10 years (“a true professional”) • Used IntellaCarwith every customer to build value throughout his presentation, from greeting through delivery “Kevin is consistently one of my top guys, month in and month out. He still would be, without IntellaCar, but it helps him build more value.”

8. Sales Consultant Example 2: Mike • Found IntellaCar most helpful in answering questions about engines, especially for trucks – a lot of details to know • Specs are key “It’s hard for one person to know all of the info.” “With IntellaCar, it’s not the sales person saying it, but it’s in black & white, so it’s believable.” “We’ve taken it a couple of steps further and loaded up the device with as much info as we can (like tow guides and load guides) so we don’t have to walk to the sales desk to look up answers.”

9. Sales Consultant Example 3: Glen • 30 years as sales rep in medical/dental industry • Joined dealership 1½ years ago • Great personality and good attitude, but knew nothing about cars • IntellaCar provided the confidence factor • Product knowledge • Competitive knowledge • Videos “Every day he becomes more knowledgeable, thanks to IntellaCar.”

10. Sales Consultant Example 4: Jamie • Kia sales consultant • Came to help out at Ford when they were short handed • Customer wanted to trade a Dodge Ram for a Super Duty F250/F350 • Kia doesn’t sell trucks, but IntellaCar helped him make the sale “If it wasn’t for IntellaCar, I never would have sold this guy a truck. I’m a believer.”

11. Customer Example “Compare” function builds value vs. the trade-in • A woman was looking at a new Edge • Her biggest concern was interior room relative to her current vehicle (2007 Acura MDX) • Bobby pulled up the info and handed the iPad to the customer so she could see for herself “Shows that the answer is factual, not pulled out of the sky” • She had no idea that Edge was bigger (leg room, wheel base) “This is awesome – where did you get this?”

12. Value of IntellaCar to Dale Jarrett Ford • The single biggest value IntellaCar has provided the dealership – “It’s given my salespeople confidence” • Complete confidence in the product they’re trying to sell • They’re not intimidated by customers who walk in the door who may know more about the vehicle than they do • They can look up what the customers say they have seen online and debunk the myths by showing them the real (apples to apples) comparisons • Seeing is believing; when customers see it on the iPad, they believe it. And they also believe that the sales consultant knows what he’s talking about.

13. Dale Jarrett Ford’s Conclusion • Technology is the new norm for both customers and sales consultants – they expect it • The customer perception is that every sales person will be walking around with some tool in their hand to help them with the sale • Even non-technical Sales Consultants find it easy to use, and are now emailing brochures and pictures of cars to prospects “This is the direction of the future. This is what we saw when we signed up for IntellaCar.”

14. An Inside Look at IntellaCar

15. The IntellaCar System Dealer Control Panel Powerful Database Mobile Selling Best Practices Customize Sections Track Usage Sales Consultant App Training Solutions On-Line Customizable Templates In-Dealership Support and Sustainment Teams

16. 5 Best Practices to Boost Sales Greet customers with IntellaCar facing out 1 • Look more professional with an iPad • Great conversation starter • Gets the customer engaged • Builds rapport quickly • Reduces customer fears/concerns

17. 5 Best Practices to Boost Sales Use Guest Priorities 2 • Choose the Guest’s top 2 buying priorities • Hit the customer’s hot buttons throughout the presentation Guest Priorities Walkaround

18. 5 Best Practices to Boost Sales Play Videos 3 • Customers love videos • Builds value in the vehicle, reducing focus on price • Keeps them engaged if you have to leave them

19. 5 Best Practices to Boost Sales Compare Vehicles 4 • New to New: Compare the chosen model to the competition – “No need to go to another dealership. I have all the info right here.” • Used to Used: Compare a pre-owned model to the competition • New to Used: Compare the 2013 model to their 2010 – Answers the common question: “What am Igetting for upgrading into a 3 year newer vehicle?”

20. 5 Best Practices to Boost Sales Check Inventory 5 • No need to leave the customer - the Dealership is now at your fingertips! • Use the Virtual Garage – select and save vehicles that interest the customer • Find vehicles FAST by using Sort, Filter and Search

21. Summary • As Dale Jarrett Ford realized, technology is revolutionizing automotive retailing • You can leverage technology within your sales process now to enhance the customer experience • Provide your sales team with essential product knowledge – about your vehicles and the competition • Increase credibility by showing, not just telling • Ramp up engagement • Build value of your Vehicles, Dealership and Sales Consultants

22. Thank You Jim Hughes 805-241-5000 www.IntellaCar.com