Executive Summary
Landscape: Dealers Fail to Capture Internet Value
Outlook: Consumers Will Drive Dealer Internet Adoption
Action Plan Decentralized Marketing: Enabling Automotive Dealers to Serve Next-Generation Consumers
Case Studies
- Direct Marketing by Dealers Drives Service Profit Growth
- CRM Tools Cut Warranty Costs by Centralizing Service Knowledge
Vendor Profiles
- ADP
- Autobytel
- Cars.com
- The Cobalt Group
- EDS
- IBM
- MechanicNet
- Microsoft
- MyCarPage
- Networkcar
- Reynolds and Reynolds
- Xtime
Report Methodology
Table of Figures
1 Marketing Responsibility Will Decentralize and Become a Shared Function
3 Dealer Profile and Segmentation
4 Dealer Usage of Internet Technologies, 2002
5 Differences in Closure Rates Among Dealers Employing These Internet Practices
6 Network Links in and Among Dealers and Manufacturers, 2002
7 Key Online Auto Trends, 2002
9 Customer Decision and Process Evolution
10 Decentralized Marketing Model
11 Current and Planned Dealer Internet Initiatives
12 Internet Initiatives Cost Model
13 Channel Enablement Models
14 Ecosystem Partner Strengths and Roles
15 Dealer Network Model
16 Network Value
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