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The Dealer Internet

Published by: Jupiter Research Corporation

Published: May. 7, 2002 - 44 Pages


Table of Contents


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

Abstract

Competing in tomorrow’s automotive retail environment will require, among other things, a network of dealerships sharing the responsibilities of marketing and customer service with manufacturers. The cost to the average automotive dealer of building out decentralized marketing skills can exceed his annual IT budget by up to 40 percent. As the entity with the most to gain, OEMs must take a lead role in financing and building this network, in which value is driven by dealer participation and by an infrastructure capable of data collection and knowledge distribution.

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