Car Shopper Profiling Benefits

Components of a Fulsome Car Shopper Profile

1. Contact Details

Capture multiple modes of contact, such as a phone number and email address, to ensure you are in a position to establish a line of communication with every prospective car buyer.

2. Demographics

This includes details such as age, household income (HHI), occupation, location, and marital status. Gaining a better understanding of demographics can help you tailor your sales approach and alternate vehicle recommendations. For example, a retired couple that reside in a rural area wouldn’t necessarily need the same car as parents with three kids driving back and forth between the workplace, school and various activities.

3. Shopping Behaviours & Interests 

Tracking online behaviour of prospective car buyers provides valuable insight into their interests, preferences and purchase patterns.

4. Stage in Car Shopping Journey  

Collect and catalogue a variety of important data points, including source, frequently visited pages, average visit duration, actions taken, and number of leads submitted to gain a more profound understanding of the stage of the shopping journey for every lead.

5. Lead Score  

Lead Scoring involves assessing the sales readiness of every lead your dealership receives through a predetermined methodology, enabling you to rank them and settle on a follow-up strategy.

Progressive Profiling

What is Progressive Profiling?

Progressive profiling is the process of obtaining car shopper information that is willingly provided, over time, enabling you to build even more detailed shopper profiles. Unlike traditional techniques of gathering consumer data, which often require extensive forms and questionnaires, delivered upfront, progressive profiling breaks down the data collection process into smaller, manageable pieces, spread across multiple interactions through the sales process.

Progressive Profiling Benefits

1. Increased Consumer Trust  

Progressive profiling ensures consumers are aware of and consent to data collection, giving them control over the information they provide. This level of transparency tactfully builds consumer trust and confidence in your dealership.

2. Up-to-Date Consumer Data

As the data is collected directly through correspondences with the consumer, over time, it becomes increasingly more accurate and reflective of the unique preferences of the car shopper.

3. Increased Conversion Rates

The more you know about your leads, the better you can personalize their shopping experience. We know that 40% of car shoppers prioritize a fair price and a great consumer experience ¹ – all the more reason to level up your game to gain a more profound understanding of the unique traits of your prospects.

How to integrate progressive profiling into your business

Progressive profiling can be activated through embedded cookies on your dealership website to track and collect consumer behaviour and interactions. By assigning a unique cookie to each website user, in situations where they offer their details on one page, you can automate the process and streamline the user experience so that their information automatically populates across subsequent forms and interactions.

Car Shopper Profiling Solutions 

Enriched Lead

What is an Enriched Lead? 

An Enriched Lead contains additional rich information, such as demographic details, behavioural insights, top viewed vehicle, time on marketplace, purchase history, and other relevant data, based on each consumer’s interactions on AutoTrader.ca. These data points provide a more comprehensive understanding of each lead’s preferences and likelihood of conversion, enabling more effective communication.

The Anatomy of an Enriched Lead

Gaining a more profound understanding of each car shopper’s journey can drive business growth. Integrating these valuable insights seamlessly into your Customer Relationship Management (CRM) facilitates easy access to vital prospective customer information, enhancing lead details and empowering your team to make more informed decisions. Overall, this approach can help you engage more effectively with your prospects and boost your sales performance.

How To Leverage Each Component of Enriched Lead Data on AutoTrader.ca

AutoTrader’s Enriched Lead offering provides valuable data to personalize interactions, optimize communication efforts and ramp up your dealership’s close rate. Dealership sales personnel are encouraged to leverage the sophistication of Enriched Lead to guide the buyer down the path to closing a deal for a vehicle available through your store.

Consumer Insights

What is Consumer Insights ?  

Consumer Insights is an industry-first tool that allows you to zoom into each lead record for a detailed view into the specifics of their car shopping journey. By leveraging AutoTrader’s Consumer Insights, your Sales team can optimize their efficiency while gaining an instant boost in confidence when approaching each selling scenario.

Anatomy of Consumer Insights

The Leads Summary table offers a sortable overview of all leads from inventory listings on AutoTrader.ca. Selecting ‘View Insights’ puts you in the driver’s seat to deep dive each car shopper profile, gaining instant insight into interests and search activity. The Consumer Profile details preferences, such as top viewed vehicles, new or used preference, days online, and total leads submitted, along with top viewed models and price distribution. Use the dropdown menu to toggle between dealership specific data or ‘All Dealerships’ for a holistic view across AutoTrader.ca inventory.

Identifying Patterns in Lead Data

With AutoTrader’s attribution service, your dealership can gain instant visibility into an assortment of data points such as source, frequently visited pages, average visit duration, actions taken, and even device used. Through this data, you can identify patterns and create a defined digital journey to optimize your dealership website experience and understand the channels that drive the most traffic, engagement and conversion.

In alignment with our commitment of influencing the most vehicle sales for our dealer partners across Canada, we partnered with Clarivoy, a leader in identity-based targeting and measurement for dealership marketers. The findings reveal that AutoTrader prompted 60% of vehicle sales, while other channels, including Google paid ads, contributed to a mere 6% of closed deals.² This data underscores how AutoTrader.ca and dealership websites complement each other, driving optimal performance and results.

Deal Builder

What is Deal Builder?

AutoTrader.ca’s Deal Builder is a fundamental feature that empowers car shoppers to progress through more phases of the car buying journey online, while simultaneously offering streamlined lead enrichment for dealer partners. In simple terms, a Deal Builder lead provides access to ready-to-buy car shoppers, as, when more aspects of the vehicle purchase process unfold online – for instance, checking vehicle availability, booking an appointment, obtaining a trade-in valuation, all through a focused shopping experience – the follow through to a vehicle purchase is much higher.

Car Shopper Profile Segmentation 

Car shopper profile segmentation is used to organize leads based on commonalities in the comprehensive customer profiles you build for each prospective buyer. By analyzing the profiling information gathered from your consumers, you can bucket them into distinct segments or groups with shared characteristics, preferences, and behaviours.

With lead segmentation you can target groups of users based on the information they’ve provided to you, enhancing the effectiveness of your communication and pitching strategies, while casting as wide of a net as possible.

When effectively deployed within any dealership operation, car shopper profiling not only positively influences customer satisfaction and measures of loyalty, but also enhances the efficiency of marketing and advertising campaigns. Our Enhanced Car Shopper Profiling best practice guide offers insight into crafting fulsome car shopper profiles to help you create personalized experiences for every one of your prospects, driving success in the competitive automotive landscape

Sources: (1) Dig Insights, Vehicle Path to Purchase, July 2022, (n=1,369). (2) Source: Clarivoy Advertising Channel Study, 2022-2023. n=2200 (3) 2024 Case Study, AutoTrader.ca and Dealertrack Data Warehouse. Note: * Average close ratio impact for dealerships using complete MotoCommerce Digital Retailing platform.