1 optimizing the power of your data stu zalud nada used car guide october 24, 2012
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1
Optimizing the Power of Your Data
Stu ZaludNADA Used Car Guide
October 24, 2012
AgendaAgenda
Questions You Should Be Asking:Questions You Should Be Asking:◦What is my situation today?◦Why should I care?◦How do I protect myself?◦What’s in it for me?
Demonstration of a Good Data Relationship
What is My Situation What is My Situation Today?Today?
–Disruptive Cycle
Remarketers
Lenders
USED NEW
3rd Party Activity
• Data in DMS is valuable• Multiple sources accessing• Rarely purge system to remove
expired or unauthorized access• Transaction data drives valuations of
new & used vehicles • Not all transaction data is equal• Know how your data is used
Why should I care?Why should I care?
How Do I Protect Myself?How Do I Protect Myself?
NADA RoleNADA Role•Represent dealers •Educate dealers•Address dealer concerns over data protection & usage•Monitor how it is used
NADA formed Strategic Alliance with JD Power as part of ongoing effort to help dealers use their data to improve operations while satisfying their legal requirements.
NADA PIN Agreement sets the standard for protection and dealer indemnified:
Dealer owns their data
Data confidential and individual dealer data never exposed to OEM or other dealers
Dealers receive valuable, free reports from JD Power to benchmark
Industry moves to the forefront in using transactional data for more informed decision-making
Dealers receive better representation and services from NADA and have the confidence that NADA is in the forefront of an issue of vital importance to dealers
What's In It For Me?What's In It For Me?
PIN collects electronic point-of-sale information directly from dealers’ F&I systems.
Dealers receive access to a web-based reporting portal – which allows them to benchmark themselves vs. their local market.
Demonstration of a Good RelationshipNADA & JD Power PIN Program
PIN Enrollment is FREE and provides access to PowerDealer:
• PowerDealer monitors sales activity for same make and competitors in their marketplace – the data is updated nightly; not monthly
• Compares new, used and F&I performance versus competition
• Allows dealers to find out in “Real Time” the true market value of traded in vehicles
• Gives dealers an overview of the Captive and Non Captive lending sources in their market
By utilizing PowerDealer, Retailers can:
• Measure pricing and inventory strategy performance
• Improve sales and F&I profitability
• Benchmark and track ongoing performance
Why is PIN a Good Data Relationship?
Available Performance Reports
Provides visual dashboard comparison of key metrics & allows for customized goal setting
Key Performance Indicators (KPI)
TRENDS: Provides visual trend of key performance metrics
Identify model level opportunities in your market
Return on Inventory
Identify models under-performing the market (in volume)
Identify models over-performing the market (in volume)
Identify models over or under-performing the market (in gross)
Are you stocking the right model lines? Is there a missed volume or gross opportunity?
Financing/Leasing See what others in market are financing or leasing
with and at what rate and term
Are you working with lenders that provide the terms and rates that help you close deals?
Customer Sales Google Map
Maps out where customers are coming from
Dealer owns their data
Agreement sets the standard for protection and dealer indemnified
Data confidential and individual dealer data never exposed to OEM or other dealers
Dealers receive valuable reports from JD Power to benchmark for free
Industry moves to the forefront in using transactional data for more informed decision-making
Dealers receive better representation and services from NADA and have the confidence that NADA is in the forefront of an issue of vital importance to dealers
PIN = Good for DealersPIN = Good for Dealers
• Supports initial goal – more accurate Used Car Guide
• Data supports dealer advocacy efforts with OEMs and the government
• Better represent the dealer perspective in the media
• Potential for enhanced 20 Group and Dealer Academy offerings
PIN = Good for NADAPIN = Good for NADA
Thank YouThank You Stu Zalud
◦szalud@nada.org◦843.247.3565
Jim Dodd◦jdodd@nada.org◦703.789.7926
Stop by and see us at
Booth #731
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