Automotive Track

Making it Work. Prioritizing and Segmenting Leads in the Auto Marketplace (10:00-10:45pm)

Lead scoring can be a win-win. Sellers are able to better understand what buyers want and buyers are able to double their efforts for the best leads. However, scoring can also create friction: sellers want to protect their brands by ensuring that all leads are contacted and buyers want to return low-scoring leads or vary pricing. This unique panel brings together leaders from within the automotive lead generation, marketing and consulting arenas to discuss how scoring impacts lead pricing, lead management and, ultimately, campaign results.

Sean Fox, COO, Reply!
Katherine Kress, Vice President of Customer Marketing Solutions, Urban Science
Steve Lind, Executive Vice President of Corporate Development, Autobytel

Managing Lead Quality; Turning Insight into Sales (10:45-11:30pm)

In the recovering auto market, every dealer and OEM is trying to grow market share. The successful players are using insights about the shopper – often contained in the lead – to gain competitive advantage.  For the auto industry, the insight available when a lead is received is changing along with the treatment of that lead. How is the industry adapting to the new world where a lead is increasingly a package of insights about buyers' activities and consideration sets?

Anna Zornosa, Vice President, ADP and General Manager, Dealix Division (Moderator)
Cory Cox, Manager of Dealer Digital Marketing, Nissan North America, Inc.
Jim Flint, Corporate Director of  Interactive Sales and Marketing, John Eagle Dealership
Mark Taylor, Director of Business Development, AutoNation
Bill Egan, National Ecommerce Manager, Asbury Automotive Group