Auto Syndication Sales Rep Training

Auto Syndication Sales Rep Training Contact your account manager or email support@im4b.comfor more information. Last Updated: April 2014

Agenda Product Overview Applications Craigslist Backpage Ebay Motors Ebay Classifieds Social Media YouTube Dealer FAQ Q&A

Product Overview What is (product/application name)?? The elevator pitch: (product/application name) empowers dealers to market their inventory to top US & CAN websites, seamlessly maintain brand consistency, and generate real-time leads. Why buy (product/application name)? - Through a single interface, post ads to: - Craigslist - Backpage - Ebay Motors - Ebay Classifieds - Facebook & Twitter - YouTube - Google - Data exports - Leads are tracked and recorded - Product is fully integrated within existing product suite Fits every dealer. Options for dealers to be hands-on, hands-free, or a combination.

Product Overview Why do dealers prefer our Marketing Tool? #1 – World-class training, support, and customer communications. Companies try to compete on low price and offer little to no support or technical assistance with their online classified solutions. #2 – Fully integrated with Craigslist - If you’re looking for an entry level program, we are not the right solution. The online classified environments are constantly evolving and we are laser focused. Other companies make revenue doing websites, CRM, DMS and other technologies. It takes a dedicated company to understand a site like Craigslist and make it easy for dealers. #3 – 50% of consumers are shopping with a mobile device. We are one of the few companies that provides Mobile Responsive landing pages with multiple calls to action and embedded credit applications. #4 – 100% lead tracking with instant lead notification via email or text and CRM integration. We track the source of the lead down to the vehicle type.

Product Overview How does (product/application name)work? Visually displays vehicle ‘on dealer’s lot’ and sites that have live ads User can toggle between List, Grid, and Smart Views User initiated actions start from this page List View Grid View

Product Overview How does (product/application name) work? Smart View is specifically designed for maximizing Craigslist results using business intelligence. Smart View Dealer inventory is grouped into categories - Top lead generators - Price Advantage - National best sellers - Sub $10K - Aged inventory - Duplicate models in stock Top Lead Generators based on Craigslist Market results Price Advantage cross-referenced with Edmunds values Applied whether dealer is DIY or Hands-free

Product Overview How does (product/application name) work? Every ad generated contains: 1 – Call Tracking Number 2 – Link to Landing Page Searchable vehicle info

Product Overview How does (product/application name) work? Vehicle Specific Landing Pages generate leads by: - Info request - Credit App Trade-in Phone calls Schedule a test drive Leads Report captures all Calls & Form Submits. Name Contact info Vehicle Searchable vehicle info

Product Overview How does (product/application name) work? Landing pages are device specific. VSLPs work like a smart phone app when viewed from a mobile device. Sales Tip: Over 50% of web traffic is from mobile devices 40% of Craigslist traffic is from mobile devices Dealer Inventory List Searchable vehicle info

Product Overview How does (product/application name) work? Built-in analytics provide dealer business intelligence to maximize their web presence. - Most popular brands and models - Price ranges - Lead Types and Method Reports Page Searchable vehicle info

Integrated Budgeting For automotive dealers posting paid ads on Craigslist, we make it simple and easy to set your budget and track your ad spend. Budget Settings Searchable vehicle info

Craigslist There are two ways dealers can use our software to market their inventory on Craigslist: #1 – Manually (Single Post or QUICK PLUS) #2 – Hands-free Manual Method: Select a vehicle to post to Craigslist. Sales Tip: Quick Plus is the recommended posting method for dealers who prefer to be “hands-on” with Craigslist. - Prioritize inventory - Control look of ad - Post on specific days

Craigslist Manual Post vehicle immediately, or select up to 50 vehicles to list to Craigslist. When ready, user hits ‘post’ and ads are sent to Craigslist automatically. Budget Manager tracks Craigslist fees if applicable. Sales Tip: Most dealers let the technology automatically build the ad for them. Our web app has 100s of ad template combinations. Templates are automatically applied to ads. Dealers have the option to edit / customize their ad by selecting EDIT.

Craigslist Manual - Craigslist allows non-automotive ads to be renewed every 48 hours. - Dealers can renew 25Craigslist ads at a time. - Takes just seconds to reload your entire inventory to the top of Craigslist again. Sales Tip: Renewing ads is a fast and simple way for dealers to dominate Craigslist and get more leads.

Craigslist Manual Sales Tip: The Posting Queue frees the user from their computer and lets the dealer focus on other priorities, like closing deals. Posting Queue automatically posts selected ads to Craigslist. Displays progress for user. Ads post to Craigslist at time interval set by user. Payments to Craigslist process seamlessly within application. Home Page / On The Lot Page

Craigslist Hands-free Sales Tip: Have a budget conversation with your dealer. How much do you want to spend on Craigslist each month? Understand their approach for how they want inventory going up and/or let us use our data and experience to post for them. Most dealers want between 100-300 ads each month. We can post Craigslist ads on behalf of the dealer. Your Sales Support Team has an intake process for this type of sale.

Craigslist Hands-free Detailed Reporting: At any given time a dealer can view all active postings. - Reconciliation of ads against original budget amount - Leads will export directly to dealer

Backpage Sales Tip: No ads to create. Leads without lifting a finger. Backpage is especially popular in markets like Chicago, LA, NYC, Atlanta, Las Vegas, Miami, and Philly Automatic export for dealers. Once dealer’s marketplace has been set, ads will automatically export to Backpage.com - 260 Newspapers’ Online Classifieds are powered by Backpage.com - Posting to over 220 metro markets available - Traffic is routed to VSLP - 9.3 million visitors /mo - Ads are free(with exception of Connecticut)

eBay Auction Dealers can create an eBay auction in less than 2 minutes. Target a national audience 12 million unique visitors per mo use eBay Motors Average visit is 27.5 minutes Intuitive point-and-click auction builder Photos and vehicle description is automatically populated within auction Several eBay Auction templates to choose from. Dealers can enhance branding via templates, banners, and colors Home Page / On The Lot Page Utilizing our software makes any reseller an eBay Certified Solution Provider

eBay Auction Users manage multiple auctions from one interface. At a glance, dealers can understand: - Auction views, watchers, bids, and offers - Respond to bidder questions Every bid captures shopper’s: - Name - Location, - Email - Phone - Bid amount Auction Manager Page Bids Page Sales Tip: One auction can create dozens of new sales opportunities. Dealers should approach bidders with additional purchase options.

eBay Classifieds One of the last credible and free marketplaces to advertise vehicles locally. - Point and click 25 free ads per day - Ads active for 60 days - Ads link to Landing Page - Embedded Call Tracking Shoppers share vehicles via Email, Text, Facebook, and Twitter Sales Tip: eBay Classifieds is a trusted, powerful brand. A great up-sell opportunity! Giving dealers the ability to send more inventory up for free with minimal effort.

Facebook & Twitter Facebook: 167 million unique visitors mo Avg 20 min per visit Twitter: 190 million unique visitors mo Avg 36 min per visit Dealer can post updates to their Facebook and Twitter following from within the application. - Make in-app vehicle announcements - Promotes ad sharing and virility Get real-time feedback and engagement from fans Home Page / On The Lot Page Sales Tip: Marketing to a dealership’s social media followers is a no-brainer. Convert fans into customers.

Facebook & Twitter Post your inventory to your Fan Page using the Inventory Applet. Clicks route to Vehicle Specific Landing Page. Facebook Inventory Applet

YouTube Sales Tip: YouTube videos rank high on Google….. This is huge SEO value for your dealers who LOVE to be found on Google! Show a dealer an example search result and its an easy sale. YouTube videos are automatically created for dealer. - 60-sec videos are created using photos and vehicle info - YouTube channel is automatically created for dealer Dealer can imbed videos anywhere they like on the web Branding carries into dealer’s YouTube channel

Dealer FAQs Craigslist Is it true Craigslist charges $5 per ad? That depends on what the dealer sells. Starting in December 2013, Craigslist starting charging $5 for ads posted within ‘cars + trucks by dealer’ category for the US. Ads are still free within non-automotive categories like RV, Boats, Motorcycles. Canadian dealers do not pay a fee. How do I pay for Craigslist ads? 95% of dealers pay with a credit card. The first time a user logs in, they will be prompted for their CC info and it will be securely saved within the system. Some dealers pre-buy blocks of Craigslist ads or tie directly into CL’s API. Sales Reps: Talk to your Support Department in these situations. How do I track my monthly Craigslist expense? The system will prompt the user to set their monthly Craigslist budget. A dealer’s budget is displayed predominantly throughout the posting process. When I buy Craigslist Hands-free, what vehicle will be posted? The dealer will submit a intake form indicating how many ads each month they want posted. Smart View will prioritize which vehicles are posted. What’s the deal with ghosting a flagging these days? Ghosting is very rare now. Flagging has virtually disappeared within the cars + trucks category. Flagging still occurs within non-automotive categories and typically increases when posting to multiple Craigslist marketplaces. Click Inventory -> Craigslist -> Inactive to see ads that got flagged. Dealers should re-post these ads. Sales Reps: Your Support Team always has a current “Best Practices for Craigslist” document dealers can be supplied. How does Call Tracking work? Easy. The call tracking numbers on ads (Craigslist, Backpage, etc) automatically route to the dealer’s main line or the salesperson’s. This is set-up upon initiating the dealer’s account and can be changed at any time. How many leads will I get from Craigslist ads? That generally depends on the number of ads the dealer post. More ads equals more leads. Can I post to multiple Craigslist markets using this product? Yes. Change the default Craigslist Market within Settings. It is recommended that dealers use different Craigslist accounts for each Craigslist market. Hands-free Craigslist dealers are limited to one Craigslist marketplace. Do I still need to renew Craigslist ads? Depends. If a dealer paid $5 for an ad, then no – Their ad will remain live for 30 days and then expire. Dealers posting to a non-automotive categories can re-new ads every 48 hours. Canadian dealers can re-new ads every 48 hours. Our system will prompt the user through this workflow. I have my own Credit Application I’d like to layer into the Landing Page. Can I do that? Yes. Go to Settings -> Landing Pages, and enter the URL of your online credit application there. Hit save at the bottom of the page.

Dealer FAQs Backpage My ads are automatically exporting, but I’m not seeing them. Backpage pulls batches of data nightly through an export. This means a dealer’s entire inventory will not go live right away -- It might take a few days. I see a manual option for posting Backpage ads. Can I use that? Certainly. Dealers can manually create Backpage ads to expedite the export process. eBay Auction Are there fees to create an auction? Yes. Check here for Ebay’s latest fee structure: http://pages.ebay.com/help/sell/motorfees.html Why would I pay to use your Ebay tool when I can post directly from my own Ebay account? Our Ebay tool allows dealers to create an auction within 2 minutes because we already have all the vehicle info Ebay requires. Additionally, ad templates, banners, terms & conditions carry over to maintain consistency for the dealer. To create an auction from scratch, it takes 10-15 minutes of uploading photos and creating a vehicle description. Our product does all that automatically for the dealer. Facebook & Twitter How do I sync my Facebook and Twitter accounts? Go to Settings -> Social Media and follow the prompts. It takes less than a minute. YouTube Do I need to create a YouTube channel for this to work? No. We’ll do that for the dealer. Misc. Can I export leads to my CRM? Yes. The dealer can enter their email address for its CRM to receive ADF lead data by going to Settings -> Dealership

Why is Craigslist Important? 10th most visited website in the US 50+ BILLION page views per month 700+ local markets covered 30 employees The power of Craigslist at a glance: 4/16/14 450 cars+trucks ads on Tampa.Craigslist.org (dealer category 450 cars+trucks ads on Orlando.Craigslist.org (dealer category)

Appendix: Craigslist $5 ROI The Pitch… Here are the results from dealerships posting in our software As of March 2014, one Craigslist ad generates 1.1 leads

Appendix: Craigslist $5 ROI Let’s do some real life math…. As of April 2014, auto dealers paying $5 per ad are receiving 1.1 leads per Craigslist ad. What Return On Investment can the dealer anticipate? 150 Craigslist ads (per month) $750 cost 165 leads 5% closing rate 8.25 units sold 1.1 leads per Craigslist ad $12,375 revenue created (assuming $1,500 net / sale) Cost incurred: $285 software (assumption) + $750 Craigslist fees = $1,035

Question & Answers Please contact your account manager or email support@im4b.comfor more information

Auto Syndication Sales Rep Training