VINCLICKS Rollout
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00:00All right. Get the recording button, so we're good. Good morning, everybody. Let's share
00:07my screen. Can everybody see my screen? Perfect. All right. So, yeah, my name's Tim. I came
00:25on to Beasley about three months ago, and my whole initiative is to start to bring digital
00:33products that are automotive specific to Beasley. So when you're out selling, you can go out and sell
00:42against your competitors that are selling products that are very similar, if not the same, that are
00:47out there. And everything that you'll see that we'll bring forward in time will always have great
00:53attribution. It will be kind of almost wrapped up in a little package for you. So it's easy
00:59to sell. It's easy for the dealer to understand, and we will show great results. So our first
01:06product that we're rolling out is VinClix. And what is VinClix? VinClix is one of the number
01:14one inventory marketing products in the automotive industry. And how do I say that? Why do I say
01:19that? VinClix wasn't something that we just made up. It's actually another company out
01:23there, and it competes against another company. So there's two companies called CarClix and called
01:29LotLynx. And you'll run into the competitors out there, which is LotLynx. But what we did is we
01:35white-labeled VinClix or CarClix to VinClix for us to have. So we're selling the product
01:42out there. So it's been around, oh, for about 12 years or so. So it's not nothing that's new that's
01:48out there. But it's a great product for dealers and for inventory. We'll get into that and how.
01:53So really, what is the basis of the product? And it's pretty simple, is we take certain inventory
01:59and we send it to somebody on the internet. And I'll go through all that. But basically,
02:04we're taking that inventory and we're serving it up to them, the people that have purchased
02:07intent. So it's that low funnel customer. So if I'm in the market and I'm looking for a Ford F-150
02:13and I'm starting to go out there and search for it and do my analysis, I'll start receiving ads or
02:19Vin ads for that vehicle, which then will drive me to, we say it's the VDP page, but that's the
02:26vehicle display page of the dealership website. So that's the basis of the program. But how do we
02:32get that data? How does all that work? And how do we get the message out there? So what we do is
02:38we use multiple platforms. So what you'll find is this product isn't unique. Like I said,
02:44there's another company out there that sells it and they use multiple platforms, but mostly
02:47everybody else that I know of that sells it, they only use one platform. They'll only use social,
02:52they'll only use display. What we do to get our message out there is we use syndication.
02:57And what is syndication? So that would be like US News. If somebody went to US News on that link,
03:04there's going to be an area that says cars, they click on cars. And when they click on it,
03:08they can go in and search for it. Like they say, I'm going to use Ford F-150. They can use 2021 Ford
03:14F-150. They can search for that. We're going to come up in that search, almost like a cars.com or
03:19car gurus where the vehicles are searched down to the page. And then what we do from there,
03:24if they click on it, we open a new window and they send them to the page. We do search. It's not
03:28your typical search where it's going to be, we're buying words because we don't want to compete with
03:33the dealership, but it's going to be search where if somebody did search, like say did a Google
03:38search for a certain vehicle. So Jeep clearance events, Jeep vehicles or Ford vehicles will come
03:44up in that search field. And when they click on that, we'll be with multiple other, other bins
03:50that are out there, but we'll come up in that search. Social, obviously we all know that how
03:54that works. We have our phones all day with us. If you're scrolling through Facebook, you see the ads
03:58and then obviously targeted display where we're actually targeting that person through display,
04:02through multiple different channels, multiple different areas. And I'll go through, you'll see
04:06the vendors that we use. Um, but we have over 9,000 partners there, but how do we do all of it?
04:12That's the big thing is data, obviously data. So the biggest thing is we use third-party data
04:17and we use what we had the click stream data. And what we do is we shove all that into what we call
04:23the bin clicks identity graph. Now, what is the bin clicks identity graph? That's where we're taking
04:28the data, the third-party data, the click stream data, and some of the first-party data that we
04:33have. And we're finding that customer that's in market right now. So we're not trying to go after
04:39because if you just use third-party data, you're going to, you're going to get somebody that might
04:41have already bought a car. I could have bought a car already. So we don't want that. So we have a
04:45formula. We call it our secret formula, our secret sauce. Um, other vendors call it different
04:50things. Um, but that's what we use. We use that secret sauce to find that consumer.
04:54And when they start their journey, that consumer starts his journey through buying a vehicle and
05:00it starts clicking on certain vehicles. We get more and more data on them. And that's how we
05:04serve up the ads or the VIN, the actual VIN ad. Um, it's going to get clicked and then click
05:09through the dealer's website. So what is the process? What's the workflow look like for us
05:15on our end? Um, VIN clicks. So obviously we identify the customer, whoever's in market,
05:20the auto shopper, then we launched the program. So what we're doing is we're taking the dealer's
05:26inventory from their inventory feed. And that's what we're serving up. We're serving up the images
05:30that they have in their inventory feed. So on most new car dealers use stock images and for pre-owned,
05:37they're going to use images that they took, but we use that and we drive it and we launch it and we
05:41get it out there. And then we start, we basically optimize the program while we're working on it. So
05:47this is a no waste campaign for the dealer because the dealer doesn't pay anything for the product
05:54being displayed, um, being served up through a social ad, being served up through a syndication ad.
06:00They don't pay for any of that. So on our end, we want to optimize. We're going to optimize the whole
06:05time to find where we're getting the best results for that, for that consumer to click through to the
06:10VDP page. And then what happens is we find them and we drive that serious shopper to the dealer's
06:15VDP page, which then they land right on top of their page. And that's important because
06:19you want them to go right to the vehicle display page. You don't want them to just go to the site
06:24and then they have to kind of work their way through. We're driving them right there, right
06:28where they need to be at. This is what it looks like, obviously on, um, on the website, on the
06:34computer, in the social, but again, it's very cost efficient. While I get into pricing, it's very
06:39cost efficient, it's very competitive, and our results are just unsurpassed. It is amazing.
06:45So let's talk a little bit about a couple case studies. So we have a dealership that's in a
06:50metro market. This is from two months ago. And let me see here, my pointer.
07:00Sorry guys, I'm looking for the pointer.
07:10There we go. So we're going to look right over here. And this is vehicle display pages. So vehicle
07:16detail pages of views. They did a Google ads, which they spent $14,801 on for this month.
07:22And they did then clicks, but they spent $7,000 on for the month. Now Google ads performed,
07:27they did well. There's, they didn't do anything wrong. They, they performed well. This time on
07:30site was 322. Um, but their average cost that you drive someone to the vehicle display page was
07:36$5 and 25 cents. If you look, they drove 2,819 customers. Then clicks during that month, we drove
07:426,239 people to their VDP pages for our average cost of $1.12. Now the way we price this out is we
07:51price it out at $2, but we're always going to come in there underneath that cost. I'll go through
07:55that a little bit here too. Um, and we had an average time on site of three minutes and 10 seconds.
08:00So we're right there. And for the spend, we're a lot better driving people. And that's what they
08:05want. You got to drive people to the site, to the vehicle. This is another performance report that we
08:13show. Uh, this is a Midwest Acura dealer that was out there. So we're showing all traffic. We're
08:19showing paid traffic, excluding then clicks. And then obviously then clicks traffic.
08:23This one had a budget of $4,000. And again, I go right to the VDP page views,
08:29because that's, what's important vehicle display page. This is what matters. So all traffic,
08:33they had 13,373 for the paid traffic. They had 987 views. And for the 4,000, they spent with us,
08:41they had 5,633 views. Then this one actually came down on an average cost of 71 cents. We're always
08:48going to over deliver. So like I said, we say, we always go off the basis that it's a $2 per click
08:54or $2 to send somebody to the VDP page, but we won't over deliver. And it's going to,
08:59the cost would be a lot less than that. So who do we use? We use, we have over 9,000 partners out
09:06there that we work with, that we display ads in, um, from F-150s online, the Women's Day people,
09:12Boston Herald. So we're out there everywhere and dealers will see us everywhere. Once they're on
09:17the program, they will see their ads all the time. They'll see them pop up. And obviously they're
09:21going to see them because they're always looking at autos. And I'm sure as you guys do, if you're
09:25looking at dealerships or researching dealerships, you always get served some type of ad from them.
09:30Uh, this is our premier network, the publisher network. So like us news, Facebook, obviously,
09:36AOL, Yahoo. Um, I think Google's on this one, um, Road and Track. So those are the premium publishers
09:42that we work with. So you do some examples. So if you see, this is, um, Barstool Sports. This is
09:51Audi Exchange that came up here. Obviously for social, we have the feeds that kind of scroll across
09:56as you're scrolling through, you'll see them with the carousel. This is people. You'll see the
10:01Audi Exchange is here. This one here is New York Post. Got the ads right here. And then
10:09Fox News where we have Audi Exchange up here. And then it's on the side over here too. And if they
10:14click on any of these, they'll drive right to the VDP page. So, um, they will drive, we're going to
10:19drive them right there. So whatever vehicle they click on. And then you're going to see in the beginning
10:23too, when a consumer is looking for say an Audi, we're going to serve them a few different Audi
10:28ads from the dealership. But as we know what the consumer is actually clicking on and looking at,
10:32we'll take it and then we'll take that and actually start serving that exact vehicle to them
10:37also at the same time. So it's reporting examples. We'll go through that with you.
10:44So this is what we call Windy CD4. This is an actual, this was an actual dealership. Um,
10:48this is a report from mid month. It's like mid month of March. So you'll see that their budget was
10:524,000. We're not there yet in this report, but we're getting there. So again, we look at all
10:58traffic, which the VDP pages had 88,559. We look at paid, excluding Xfin again with 761.
11:06And then VIN clicks right now is showing 3,783 for average cost of 71 cents.
11:13So this is huge. And we're driving people there at a very low cost. We're driving them to the site.
11:18Then we take it a little bit farther and we do what we call VIN clicks assist.
11:22So what do I mean by VIN clicks assist? So we're trying to show attribution
11:26and anything that you'll see me come out with. I've always want to show attribution to the
11:30dealer because it's very important because they want to know that their products working.
11:34Um, and so what we do is we show how many vehicles we market it. So there's 252 vehicles
11:39that we show that we have marketed so far. So out of that 142 have left a lot.
11:47Out of that 142 have left a lot. So out of the 252, then what we're saying is out of the 142,
11:5697 of them, somebody had clicked on one of our display ads and we drove them to a VDP or vehicle
12:03display page view. We drove them there. That's what we're saying. But we take it a little bit
12:08farther, which is important. Out of the 97, 45 of them, 45 of the units that left the actual vehicles
12:16that left the lot had 50% or more clicks from us to that vehicle. So that's where we're trying to
12:25take attribution or credit for what we were doing for the dealer. And we're not always going to be
12:30everything for the deal. We didn't sell all their cars. We didn't make everything happen. It's
12:34everything they do as a whole. We all know that. But again, this is where we take credibility for what
12:39we do. So those 45 vehicles had over 50% views or clicks to them from something that we did and we
12:48displayed out there. And then we break down the average cost. So the average cost per
12:52sale for 45 is $59.29, which is amazing.
12:57This right here is an actual DA screen from a live dealer. And then this dealer actually,
13:01and that's the reason I use this one, because this dealer uses LatLynx, which is the competitor,
13:07and they're using us Vinklets. They're using both of us. And you can see the results. And there's a
13:12couple other dealers that do the same thing that we have reports on, and they're all pretty much,
13:16they're all the same. So you can see the results. Sessions, we drove 1,267 sessions,
13:22where LatLynx, the competitors, only drove 388. And a lot of that is too, because LatLynx only
13:28features so many vehicles where we do the whole inventory. We're not just going to say, okay, whoops.
13:33We're not going to say, okay, we're just going 10 cars. We're going to do everything on the
13:39inventory because that's what you want. You want to show everything. Our bounce rate is 38%. There's
13:44that 13%, so it was a little bit higher. But our page sessions were 2, 2.06. There was 1.15. But
13:51time spent on site again, this is huge. Three minutes and 26 seconds compared to a minute and one
13:55second. And I say that's huge because obviously someone's, they're engaging, our customers are engaging
14:01and staying on site. And you'll see that all the time. These are a couple of other reports that we
14:05have. Tim, can I, can I ask a question? I'm sorry. This is Ted. Good morning.
14:14The, you know, obviously with the higher or the longer page session that that's great is showing
14:20that they're, we're driving an engaged shopper, but how would you speak to or kind of talk through
14:28explaining the higher or the bounce rate being that if we're showing, if we're looking at this
14:35in a report, I mean, that's, that's more than double. That's almost three times the bounce rate.
14:41Um, what's, what are, what has been clicks doing differently? That's, um, obviously is it, is it a
14:48more broad, um, is it, is it drawn from a broader pool to the site, which is resulting in, um, which
14:56is resulting in that bounce rate? Well, it's a hundred percent. I mean, we're driving more traffic.
15:01We're hitting more people. So you will get people that bounce back off right away and don't stay engaged
15:06on the site. I mean, it's going to happen when you're driving that many people. I mean, if you
15:10look at sessions, I mean, we're at 1200, they're at 388. Yeah. They might, maybe might be hitting some
15:16more engaged shoppers, but at the bottom line is we're sending more people there, but our shoppers
15:21are more engaged when they get there and they're hitting more pages. Interesting. Okay. Thank you.
15:26Yeah. It's another report that you'll see that comes out. Uh, we just break it down by sessions by day,
15:33inventory views by day, uh, total clicks to the VDPs, if it's new or used or SRP pages,
15:39which is a search result pages. Um, and I got to fix this because this came out blurry for some
15:44reason, but this will show you the top use VINs that were sold and the top new VINs. And we can
15:48show all VINs too. That's not a problem. Um, that we say we assisted on, but if you look here,
15:54um, this is a Ford focus on, I know it's blurry, sorry, but it had like 198 VDP views. We sent 177
16:02views for VIN clicks there. This is a, this is a Chevy Silverado with a hundred VDP views.
16:07And this one, we sent 50 of the views there for this used vehicle. So we're always showing
16:12attribution and anything that we're doing. Um, and we should show all the VINs and they can go
16:16through the VINs too. Um, if they wish and be like, okay, yeah, look, this one's sold off the lot.
16:22Look, this one never really had any traffic on it. And we actually sold the vehicle or this one's been
16:25on the lot for, you know, 72 days. And you know, you guys, you guys had 72 views to it.
16:31And we ended up selling it. So there's a lot of different ways to use these reports and use
16:34attribution. What are the packages look like? So, uh, we broke it down and like I said, it comes down
16:42to $2 per guaranteed shopper. So if you look at the platinum package here, it's $8,000 per month.
16:48And we guarantee we're going to send 4,000 auto shoppers to that vehicle, to that vehicle display
16:55page, um, per month. So it's over 30 days. So for that 30 days, we'll send that many shoppers
17:02there on a guarantee of a $2 rate, which it breaks down to, we will actually send more shoppers than
17:07that. So that you're actually will be under $2. Um, and I can say that with confidence because
17:13I've seen it happen over and over and over. It's never, we're never opposite. We never just hit the
17:18the guarantee. We always surpass it. So obviously we're reaching shoppers everywhere online and we're
17:23driving directly to dealers, BDP page views. So we use all inventory. So we basically will use all
17:30their inventory. If they want something excluded out of there, we can do that. Um, I always tell
17:37dealers, don't put, don't have us advertise your cars that are $5,000 or less for pre-owned because
17:42you're going to sell them anyways. Um, so we can exclude stuff like that out of there,
17:46but it's always there. And then we can do whatever the dealer needs. And then obviously we do,
17:50we use GA for the analysis. I mean, that's, it's huge. We go and do a deep analysis of everything.
17:56Um, we can go back and track and track if people came back to the site. So there's a, there's a lot
18:00there. The minimum package that we can do is $2,000. Um, and again, this, you know, you look at the size
18:07of the dealership, how much inventory they have. Um, you know, you put, you put a dealer on the
18:12right package or if they just want to try it out and see how it works. But for $2,000, we're going
18:16to send a thousand auto shoppers to their vehicle display pages. And out of that, they will have
18:21sales. It will, they'll have vehicles that do leave the lot. And we all know dealers make
18:27that $2,000 on one vehicle. So don't let them fool you when they say they don't make any money.
18:32They make it on one vehicle, if not more, especially right now. Oh,
18:39real quick. I'm going to go through the steps here. So like after the sales process,
18:41then I got some Q and A I'm going to run through and then any questions that you might have.
18:45So what are the steps? Um, so once you get a dealer that agrees to it, um, you need to send
18:51the sign IO to the client services team, the client services team is going to enter the order in the
18:56marketron. So step two, they're going to, they have a form they need to complete, which is online.
19:02Um, which that that's where I'll get involved too. Cause I'll get notification of it.
19:06Um, but what we need this information that we need, um, that they'll complete is dealership name,
19:12a dealership contact, the dealership website address, who is their website provider,
19:19uh, who does our inventory feed, uh, who's the provider for that. Obviously your information,
19:23the salesperson, um, and that's how much you sold things like that. Once that's done,
19:30they'll send that form, they'll submit it. Um, and then the next step after that is
19:35the, oops, somebody in here. The next step after that is they will let, um, then clicks know,
19:42and then then clicks will start the process. And I'll go to the next slide has that. We'll start the
19:46process on their side, but the dealership will also need to grant analytics, edit and collaborate
19:50access to us. Um, and that's a must that has to be done because that's how we track everything.
19:56Uh, if they only want to give us a read and analysis, we understand that, but as long as
20:00they put us on there, but we really want to go in and adjust our GA so we can do more,
20:04better tracking and show them better results.
20:06So what happens with the process? So once you click the submit button, it's sent over to VinClix,
20:12they start the process. So VinClix will set up the connection with the website provider
20:18and the inventory feed. So what do I mean by that is we need to obviously put tags onto the website.
20:26So most dealers use like dealerinspired, dealer.com, um, CDK for the website providers. So what will
20:34happen is we'll make contact to the website provider. Um, we'll open a ticket with them
20:38and then we'll send them what we need. The dealership approves it, that we can do that.
20:42And then they throw our feed on there. It's, it's actually super simple. It sounds complicated,
20:46but it's actually really simple. The same thing with the inventory feed. Most dealers use V auto.
20:50So it'd be the same thing that we will set up, we'll make a connection with V auto. V auto
20:55asks the dealer if it's okay, if we can grab their inventory, dealer says yes. And then we have that,
20:59we have that connection to the inventory. Cause that's how we get everything
21:02is through that feed of the inventory feed. So then clicks will help you set up the GA will help
21:07the, help the team set up GA if it needs help on the process should take about 48 hours to 72 hours.
21:14It could be a little bit longer. It just really depends on how fast we can get a connection.
21:18Um, with the, uh, with the inventory and with the website, that's the biggest thing.
21:23And then obviously then clicks, they take care of all the creative, all the placement. There's,
21:27we are, we're asking for no creative, no placement, none of that. Then clicks takes care of all that.
21:32It's pretty much once it gets set up, once they optimize it, it just goes. We'll have reporting
21:38available for you on day 20. Um, you must request a report to your customer service manager. Um,
21:45so if you want one, and if you'd like us to join the call or do a review with you and the dealer,
21:51myself can do it. Um, I have somebody from then clicks that can be on the call and do it. We can go
21:55through that call with you and we just need advanced notes. Just give us a little heads
21:59up so that we can plan it out, but we'll give you on the calls. If you need a report,
22:03mid report, you want to see something, uh, how it's working again, just let us know and we can, uh,
22:09get that for you. So biggest thing of miscellaneous information, we don't want to break in service.
22:15Uh, it's imperative always to scare the renewal two weeks before the end of flight and obviously send
22:20that to the team. Um, if you have any questions, any assistance, it's my email address.
22:25And we'll send this PowerPoint out to you afterwards. Um, I, I, I'll give you my phone
22:30number too. You guys can call me, text me, whatever you want. And then obviously the client services
22:34team is also available for your needs too, at all times.
22:41So let me go through a little Q and A and probably answer a lot of questions you might have,
22:45and then I'll open it up to you. So what is the lowest price package you can sell?
22:50The lowest price is going to be 2000. It's made that minimum package of $2,000.
22:55You have a dealer that says, Hey, I don't want to do two or four. I want to do 3,000. I want to do
22:592,500. You can do that. The breakdown is going to be $2 for every guaranteed shopper.
23:05So if you want to guarantee them 1500 shoppers, then yeah, you can do that at $2 a shopper.
23:11What if the dealer has more than one location? So your dealer says to you, Hey, I want to do this
23:15for, you're doing this for all my dealerships, right?
23:18No, each location stands on its own. So, because each location has its own inventory.
23:24And if they say to you, well, no, our inventory is always one. It still doesn't. It's all stands on
23:29its own. So if they have two or three dealerships, or it's a group each, if they want to try it out
23:34in one, that's fine. But as they add on a store, it's another package. So it's a $2,000 package,
23:39or it's a $4,000 package is what they would need to do. Dealers are going to ask you,
23:44what's your radius that you go out? It really depends, but the average we're at is about 30
23:48miles, but it could be a little bit less and it could be a little bit more. So if you're talking
23:53to a dealer that's in Utah, we might go out 50 miles just because we need to. And you know,
23:58there's just not enough. There's not enough auto shoppers, obviously within the range. So we'll make it
24:02work, whatever the dealer sizes. Now, if you have a dealer that says, listen, I don't want you to go
24:07over 20 miles, then you just got to tell us, then we won't go over 20 miles. So we'll, it's very,
24:12we're very open and willing to make changes. But at the same time, it's a pretty much second goal
24:18product. Can your dealer do a one month program? No, it's three months. So when you're out selling
24:23it, it's always going to be a three month commitment every single time. So if you sell
24:27a $2,000 package, they're going to end up paying $6,000 over three months. So each month that they're on,
24:33you got a dealer that tells you, I want to pay less. The answer is no. I mean,
24:36it's that it's already at a $2. It's, it's very, it's very low price. So it's not,
24:41the answer is no on them. Anybody ask you what inventory does he use? I think I kind of answered
24:46that before. So we use new and use. And like I said, if you have a dealer that says, look,
24:50I don't want you to, I don't want you to advertise my Mustang GTs because they're going to sell them
24:56anyways. Cause they know they're selling it because they're specialized vehicles. Then, you know,
25:00we won't do that. So it's, but it was pretty much the whole new and used inventory is what we're
25:03looking to market. Is there a dashboard? It's coming. We'll have it hopefully in the next few
25:08weeks. So a dealer does want to have a dashboard. We can have it for them. They can go in there and
25:13look at, look at as things are doing it on a daily basis. Do we set goals in GA? Kind of talked about
25:19that already. Yes. We set goals and that's how we show return visitors that if they didn't click
25:23through. Does a dealer have the product already? They might have something like it. There's only
25:30one vendor that's out there. It's LotLinks and that has a product that's very similar. LotLinks
25:35and then clicks are apples to apples or the exact same things. LotLinks is rebranded out there as
25:40Xfin too. So you might hear that. That's actually a LotLinks program. But we're apples to apples in that
25:45case. So can a dealership do multiple vendors? Yeah. They can like the example I showed you,
25:50I have a couple dealers that do multiple vendors. They do both of us at the same time. We're always
25:55going to have better results and that will hopefully show them and then they'll switch
25:58over and spend more money with us. What makes this product better than others? The bottom line is
26:04we're just driving more traffic for less dollars. I mean, that's what it is. We're at $2 per vehicle
26:11display page where your competitor is at $5 per display page. And will they be under $5 sometimes?
26:18Yeah, they will be. Like I said, we'll always be under $2. But on an average, that's where we're
26:23at. And on an average, that's where they're at. But we're always going to drive that we'll be under
26:26$2 or more. Again, I think I talked about this. Does a dealer pay for display and pressure delivery?
26:33No. So again, it's on us at VinClicks to use that budget very wisely because we need to drive
26:40those clicks to them. So we are always, always optimizing the program to make it very efficient
26:47and drive consumers to their vehicle display pages. Because if we don't, it's us that we're
26:52spending the money. We'll be out. Thank you. Take care. Bye-bye.
26:57So, but yes. So that's, again, that's where we're at on that. So again, I put a little
27:04page in here. So if some of you don't know, I'm sure most of you might know, but obviously like VDP
27:10is vehicle display page. DMS is dealer management system. CRM is the customer relations management
27:16system. Inventory feed. That's a company that the dealer uses that feeds its inventory to many sites.
27:22They all have that. GA, obviously Google Analytics, their web provider. So every dealership is going
27:28to have a web provider that manages their websites. And then SRP is search result pages. You'll see
27:33that on some of our reports, but that's just driving them directly to the dealership's website. Sometimes
27:38they'll get driven there. But for the most part, it's always going to be VDP, but you'll see that too.
27:44All right. Hope I didn't bore you guys too much.
27:48Um, you know, open it up for some questions here. Yeah, I have a couple, if I can.
27:56Uh, first off, uh, thanks Tim very much for going through that. Um, I'll first speak to our
28:03opportunity as a team for those that, and I'm saying this, uh, half hearted, but for those that are in
28:13Beasley markets, and we know that our job is hunters. Okay. Oftentimes in the Beasley markets where
28:20they've been selling radio for years and years and years, and we're coming in now, a lot of the auto
28:26companies are already taken. Let's call it what it is. Uh, we have some opportunity with used, uh,
28:32occasionally we'll have opportunity with new, but, um, we haven't seen. I believe in why we're one of the
28:39early adopters to this, to this opportunity, um, is outside of the normal. So as you know,
28:46with digital, we can call anywhere in the country. Um, so I wanted to kind of paint the dream to
28:53everybody and let you know that this is a huge opportunity for our team. It probably will not
28:59always be a face to face in the beginning. Uh, it may be call, maybe zoom, maybe things along those
29:06lines. So, uh, that, that wasn't my question, Tim, that was more of a statement. I apologize,
29:11but, uh, but, um, will the, um, let's see here. Will the reporting roll into our other reporting on tap
29:22clicks? So we can roll on the tap clicks. Um, that is not a problem. So yes, we,
29:29we already talked about that. We can roll in there. They can send the files. They'll send the
29:33file over every night and then that will roll in and we can use tap clicks too.
29:37But that'll take some work and some time to get going on an automated basis. I'm assuming.
29:42Okay. So just an FYI, that would be coming down a pike where all the reporting is in one, uh, right
29:48now they'll be separate. I won't wait until that. Tim, are you available for calls? Um, you know,
29:54if we want to bring you on? Yes, I'm always available on any call. It doesn't just,
29:58all I ask is give me a little heads up. So, yep, absolutely. Now is Vin clicks. Is that the
30:05nationwide name or are we rebranding it ourselves? So we rebranded it to Vin clicks car clicks is the
30:12nationwide name and you will not run in. This is important. You won't run in any pricing differences.
30:19We priced it both the same. They don't really, they're not out really selling it. Um, they're a
30:24smaller. They're, they're not really selling it. And like you would think they're in some markets,
30:29they do have some dealers, but you're not going to run, you won't run into any problems with them.
30:34Okay. I just want to make sure because some dealers may not
30:37may know the car clicks name. They've never heard of Vin clicks. So we're going to resell the dream as
30:42we're, as we're calling it out the first time. Yeah. And you, and you can always just be,
30:46I'm always, to be honest, dealers, dealers are, they're not naive to anything. And you can always
30:51tell people like, look, we, we go out and find the best. That's what we're doing. We have the
30:56best automotive products. We're out finding the best partners and we partner up with them. That's
31:02what we're giving you. So if you really want to tell them that he looked with this has been clicks,
31:06but that's how we, that we sell it. But this was really in the backside. It's really car clicks,
31:10which you've already heard about, or I'm sure you heard of lot links. It's the same thing at a
31:15better price point for you. And that's what we do. I mean, I just, sometimes just to be
31:20straightforward is fine, but yes, obviously you want to try to sell the same clicks.
31:23Is there a list of dealerships that have already been presented here in the Philadelphia market or
31:28just in markets in general? I'm assuming in the Philadelphia market, Steve, just knowing that
31:33we really don't own any of the accounts, all the new dealers are, are pretty much gone.
31:38Right. You know, I, I think this is going to be something, and I don't want to speak for
31:42Tampa or anything, but you know, what, what I think tag and I should really do is,
31:48you know, follow the North South across the country, like we've been doing where our team,
31:53Steve will handle the North tags team will handle the South. And I see our opportunity
32:00personally is outside of the Beasley current markets. Now, some of the used car dealerships,
32:05Tom Schott's had good luck with used cars, uh, and has found some of those as open. Um, Tim,
32:12just so you don't think we're crazy. We're not allowed to call on something that radio is already
32:16calling on. No, I get it. And just so you know, um, you're the second rollout. Philly was actually
32:21the first this week. So there, they have the product and then you get the second rollout too.
32:26So you guys, you guys have a, you gotta think about it there. Your opportunity is huge because
32:31you can go anywhere. You're not just limited, which was just great. Yeah. Now our opportunity
32:37is absolutely huge in this. No doubt. I have a, I have a couple of questions as well. Uh,
32:42I'm going to piggyback on Jacob's question. You know, you said, uh, V auto is where they're getting
32:47all of these information, um, is do like HIN numbers and EIN numbers also get put into there. So
32:54HIN numbers or hall identification numbers, uh, EIN numbers or engine identification numbers for
33:00alternate type vehicles, you know, boats, et cetera, or to just strictly auto.
33:04So we, I use the auto because of most, most dealers have the auto for their inventory feed.
33:10It doesn't matter, um, who's their inventory feed provider. We're getting into the inventory
33:15feed and we're just taking the information that's in there. So if it's just like you said,
33:19if it's just engines and that's what we're serving up that we would serve up that,
33:23that actual app and we're taking the photos, anything that's inside that inventory feed,
33:28that's where we're getting everything from. That's how we're doing it. Does that make sense?
33:33Yes. Yes. Jacob was asking if then ATV motorcycles, RV, boat dealers,
33:39if we'd be able to go to market, um, so I'm assuming yes.
33:46Yeah. As long as they, as long as they have an inventory feed,
33:48a GA account and a dealer website where you should be good.
33:53Okay. And then my, you, you said lot links is also white labeled as what you said it very quickly,
33:58Tim. I just wanted to write it down.
34:00Oh, you're fine. Not a problem. It's white label is X-Vin.
34:03X-Vin?
34:03X-Vin, yeah. X-Vin.
34:05All right. And then to, to Dan's, uh, comment, you know, being local here in Philadelphia,
34:11you know, we are finding success in used car dealerships. Is there a certain inventory number
34:16that you would suggest for the $2,000 spend, uh, and above? So, you know, if I only have five
34:22vehicles that might, may or may not make sense. I don't know the answer to that. So is there a
34:27recommended number of VINs, uh, revolving, uh, for a campaign?
34:31I would say a recommended number of VINs or deal recommended should be at least over a hundred units
34:36on lot. Okay. Because you can't, if you have a dealer that's this second, like a small little
34:41B lot that's stock in 20 cars, you're never going to hit it. I mean, that's what I thought. I just,
34:45so thank you. Perfect. Thank you so much. Thanks, Tim. Yep. Tim, can you talk about the,
34:51the, uh, competitive advantage that we have over lot links or how you would position us versus them?
34:56So with that, with, I know what I know at lot links, um, actually sold the product too,
35:01is we, they charge $75 per VIN. So they're, they are not, they're not using the whole inventory.
35:09They're just using certain units. So they're, they're going to use two or maybe like 30 units
35:14or 50 units. It's all they're going to use. But the main advantages, they do a lot of social
35:20marketing. They do everything else too. And, but I do know that they do more social marketing where we
35:26don't do as much show show. We do more display, um, which that's why we drive higher numbers.
35:32Uh, but the biggest advantage is going to be our price point. And again, it goes,
35:36we're driving someone to the page, your VDP, yeah, and speak that we're driving someone to
35:41the vehicle display page for $2 where their average cost is going to be five. I mean,
35:45that's what it comes down to. Um, other than that, it's you, it really is apples to apples.
35:50You were doing the same thing. Um, it's quick, quick story, lot links and, uh, VIN clicks,
35:57which is where we named it, which was car clicks. They were, they were actually in a partnership
36:00about, I don't know, 13 years ago. So then they split up and they split, they took their secret
36:07sauce. They took their secret sauce with them. So, but the biggest advantage is it's going to be,
36:12we're going to drive more traffic to the sites at a lower cost. And that's what it comes down to.
36:17Yeah. And do we have, do we have any, uh, ways to, to dig deeper into attribution? Obviously
36:25showing VDPs to dealers is great, but are we able to take it a step further and track phone calls,
36:33emails, et cetera? We won't be able to track phone calls or emails, but we obviously, I don't know if
36:39you've seen on that one report. We, we show all VINs that left and how much traffic, traffic we sent to
36:44them, which basically that's, I mean, you're basically showing the sale of the vehicle.
36:50And again, like I think I said, you can't take credit for everything, but when you drove 70%
36:55of the traffic to one VIN and it's gone, it's pretty, I'm pretty sure that, uh, we caused that sale.
37:02Hey, um, oh, sorry. Shady, are you, Shady, you have more?
37:07No, good. Okay. Uh, I just didn't want to cut you off. Um, Hey Tim, we've heard, and maybe this is a
37:16kind of a conversion number because due to, um, the current state of the market with inventory and
37:22the demand and whatnot, but we've heard from some dealers, like they're like, if you can get somebody
37:27on our lot, we're closing 50% of people that we get on to the lot right now. Have you heard,
37:33or is there, is there any kind of benchmarks that you've heard in terms of like site traffic,
37:39site visitors and conversion, um, ratios that just are kind of like, um, you know, industry,
37:47common industry numbers that, that, that, uh, dealerships are seeing like, you know, for every,
37:52uh, you know, forever, every 10 visitors, they're closing, you know, two or three deals, or
37:58do you have numbers like that? I do not. I don't have numbers like that. Okay. Right now that,
38:04um, and I, I think I said this to somebody before is car dealerships. It was like toilet paper last
38:10year. People are so freaked out that they're not going to get a car. They're spending as much as
38:14they can spend in buying it immediately. I have a personal friend that called me yesterday and she's
38:19like, what do I do? My lease is up. I said, I told you two months ago to go get a car. I said,
38:24don't worry about it. You'll get it in a couple of months, just extend your lease. And,
38:27but it's the same thing. It's the same analogy right now as toilet paper was people to get this
38:31frenzy that they need to buy it and they need it now. So yeah, dealers, dealers are making more
38:37money now than they did last year. Right. It's crazy. Uh, because you said this is display heavy,
38:44are we able to put like foot attribution on it or anything of that nature or no, I'm sorry.
38:50Can you repeat that please? Uh, so I think Shay was trying to get to this, uh, additional reporting,
38:56you know, since this is display heavy, are we able to put foot attribution on this?
39:02I can find out for you. Okay. Thank you. Thank you.
39:05Uh, you mentioned on the, um, the, when you were talking there, you mentioned that the, uh, the,
39:13this, the pictures, um, the different inventory shifts on the different sites and things like that.
39:19So they'll, you'll display, you know, different types of cars and things like that. Does the
39:24dealer determine, uh, which, which images show up or is that kind of an automatic thing?
39:29Okay. So the images that will show up is what's going to be in the, in their inventory fee.
39:34So whatever the dealer puts in there, some dealers will put like large dealers or use stock photos
39:38for new cars. Some dealers will actually tip a lot and they have someone that takes a picture
39:42and puts it out there. It's whatever is in their inventory fee. So if you went to the dealer site
39:47right now and pulled up an inventory, uh, vehicle display page, it's whatever that first picture
39:51is going to be. Is that what, that's what we're going to display. Okay.
39:59Hey Tim, it's Matt. Um, so you're just displaying a stock image and I'm going back to that Audi,
40:05uh, I guess, uh, ad that was on the Fox news. It would just be stock image, stock image.
40:11Do you want to visualize that? It just seems a little odd to me. No, I mean, it's good. It's
40:18because that's a new, those are new cars. So it's probably going to be more stock image
40:22on a new car than it's going to be on a pre-owned. The bottom line is we're putting in front of that
40:27consumer what they're actually out there looking for. So we know that they're looking at Audis.
40:32We know that they might want to, uh, they might, what is it? A6, A7. Um, so we'll have those on there,
40:39but as we know, when they click on it, so they clicked on the A6. Now we know that they're looking
40:43at, we're just going to start serving that one vehicle up to them because we know they have more
40:47intent to buy them. So it gets smarter as, as the customer's journey keeps going,
40:51we keep getting smarter and smarter in serving what they need and what they want to see.
40:56Okay, cool. Thanks man.
41:00And we do a little bit of retargeting too. Um, I don't know if I mentioned that earlier. So if
41:05obviously if someone's on the site, we know that they clicked on that, um, Audi A6. We'll retarget
41:10them with that too. So there's a little bit of retargeting in there.
41:12Tim, would any car dealerships have been called on by car clicks directly?
41:21Uh, there could be, there could be, I can try to get out. You know what,
41:26I'm going to ask for a list and I'll send it to you, Dan and Ted, so you have it.
41:29And I think you said before that that was fairly limited. So my next question would be,
41:34are they enlisting other, uh, sales organizations like ours? So could one of my competing digital
41:40agencies here in New York have called on a car dealership with this technology on behalf of
41:44car clicks? No, they're not. We're the only ones are with great. Thank you. So, and they're mostly
41:49there just so you know, they're out of Chicago. So they're mostly Chicago and then a little bit
41:53of Arizona where they're at. So, but I'll get that list and let's get it sent over. So we haven't.
41:56And did we ask better questions in Philly? Of course you did. Thank you. Of course.
42:13Dan, you are so competitive. I got to win at something. All right. That's it.
42:18It's great. Let's make it, let's make it simple. Okay. Don't, don't get, don't get too far in the
42:24weeds on the product. It's, it goes after the low funnel customer. We do it at a very, very well.
42:31The price point is phenomenal. So, I mean, you're selling the price point, you're selling the low
42:36funnel customer. We're putting those people on your site. We can show you the vehicles that came off.
42:41Then we can show you the vehicles that we actually put more traffic to than maybe you're someone else
42:46you're doing it with right now or whatever you're doing. So just make it simple. You know,
42:50the bottom line is the dealer wants to sell cars. So when they're, when you're pitching it to them,
42:55don't get too far in the weeds about data and where it goes. I always, I always use this analogy,
43:00you know, that it's like, well, where do you get your data from? How does it work? Well,
43:03I always tell people, it's like going to KFC and asking the Colonel for a special recipe. He's not
43:07going to give it to you. You know, that's, that makes it, that makes some difference,
43:11you know, or Chick-fil-A. Everyone knows Chick-fil-A, you know,
43:13how do they make their chicken sandwiches so good? I mean, literally, they just put a Chick-fil-A in
43:17by my house and there's a line around the place every day. It's nuts. And, but don't get too far
43:24in the weeds on that. You know, just sell the product for what it is. You're selling it for
43:27price point and you're selling it to drive traffic and you're selling it for them to sell vehicles
43:32right now. You know, and if they say, well, I don't have any vehicles on my lot. They got vehicles
43:36on their lot. They still need to sell cars. They still need to be top of mind. And for the price point,
43:41it's phenomenal. And I keep saying that because it is, it's, it's not, it takes them one, if they
43:46do the $2,000 package, it takes one car sale and it's paid for itself. And they're going to be
43:51displayed everywhere. So. Tim, that was great on that note. We're going to wrap it up.
43:56All right. If anyone has any questions, feel free, like Tim said.