Archive for category Automotive Digital Marketing

Ralph Paglia shared an Instagram photo with you

Ralph Paglia just shared an Instagram photo with you:

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“#TravelLikeRalph After 43 days away, back in circulation feeling lean, clean, mean and ready to rumble! ”
(taken at Automotive Media Partners, LLC)

Thanks,
The Instagram Team

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Ralph Paglia shared an Instagram photo with you

Ralph Paglia just shared an Instagram photo with you:

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“To all my friends attending #AutoCon2013 – Please be sure to stop by and say hello to Danny Alkassmi at the ODO Club booth. Danny and I started selling cars together in January 1981 and he is my car guy brother. He has a fascinatingly effective customer retention and loyalty management system that most dealers will appreciate learning about. http://ODOclub.com
(taken at AutoCon – AutoConnections Conference)

Thanks,
The Instagram Team

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11+ Website Visitor Conversion Optimization Hacks

Getting traffic to your dealership’s site is good, but converting that traffic into customer action is even better… Plus a Google Bonus! 
Below you have 11 conversion rate optimization hacks. Tips and tricks on how to increase your website’s conversion rates, or how to get your visitors to do what you want them to do…
  1. Faster Load Time

Time is money, right? In this case, time is conversion. You don’t want people waiting for your site to load (after all, they are here by choice and not because they have to). So, trust me when I say that they will run to the hills when a site is taking more than a few seconds to load. If they feel like they’re losing their time, you lose your conversions, so make sure to have your website speed optimised.

  1. More Prominent Buttons

This one is a no-brainer, right? Big buttons (as in tastefully big and not disproportionate to the rest of the design) are the hack that will help you push the right buttons of your visitors.

Note that they must be buttons – not a text, not a link, not a zipper, but one big fat button that shows exactly what you want your visitors to do next. Content should be simple, e.g. Request Test Drive, Place Deposit, Reserve This Vehicle, Sign up Now, Get Approved, Read More Here, etc. Feel free to play with the language and maybe make it funny or more casual, e.g. Just Do It, Hit Me, Make My Day, Don’t Tell My Wife/Husband and so on, but always remember that less is more.

Also keep in mind to use a clean, readable font; this applies to the whole site and the buttons themselves. You don’t want the ‘Oh, what does this button do?’ kind of situation.

 

  1. Stronger Headlines

You need to provide strong and catchy headlines to grab people’s attention. Again, remember to use simple language and clean fonts. As catchy as it may be, your headline should be very specific. Your website visitors have to be able to know without a shade of doubt what they’re getting into.

  1. Vivid Descriptions

You will also need more detailed descriptions of the vehicles and services you’re offering. The description should be brief (time is conversion, remember?!) and contain the most relevant information. Do point out what makes your dealership special, but remember not to sound like a braggart. Try to incorporate action-based verbs, and, again, keep the language simple and the font clean. Also, include only relevant information in your descriptions.

  1. More Images

Make your website content more visually attractive by featuring a preponderance of images, especially of the vehicles… Images of cars and trucks with people nearby or in them work far more effectively than images of machinery alone. You don’t want your site visitors to feel like they’re back in school and keep them reading forever. Instead of verbose descriptions, insert a photo to illustrate. But don’t overdo it! Too many photos on your site can be a distraction from conversion relevant content and can have a negative impact on website load times. Also, stock photography hurts you more than helps you, people see stock images as you being too lazy to take acftual photographs. I am waiting for the day when a dealer website declares:

“All Photos are Actual and were taken by ABC Motors for this website… If you are a competing dealer, don’t steal our photos, quit being so lazy and go take your own!”

 

  1. Customer Freebies

This marketing technique is an oldie but a goodie. Plus, generosity is always appreciated. Web-based stores have loads of different options for providing free stuff for their customers. Examples include: offering free delivery to home or workplace, free overnight test drive, buy-1 new Raptor-get-1-free Fiesta, etc. – you know what we mean. Try creating a display case near your showroom with low cost, but branded gifts. Offer your website visitors their choice of a gift from the display case if they request a showroom appointment and then show up.

  1. Discounts on Overaged Units and Low-in-Stock Alerts

Get your website visitors hyped for buying your vehicle, accessories or service. How? By notifying them about any discounts you currently have going on. Also, you could provoke them to Buy Now! by letting them know that the vehicle model on sale you’re offering is low in stock. Or, they should Grab one before it’s gone because there are Only two left!

  1. Customer Reviews and Testimonials

Prove to your website visitors that buying from you will be the right decision by featuring reviews and testimonials from other customers. Don’t overdo this either and don’t make it the most prominent part of your website. It should act as further, yet subtle motivation for people to take the desired action on your site.

 

  1. Guarantees and Returns

Give your website visitors a sense of security by providing detailed vehicle warranty information as well as a link to your 3 day used car return policy. Make sure that all terms and conditions featured in both the guarantee and the return policy are clearly stated and written in a clear and simple language.

  1. Bolder Privacy Policy

Sharing personal information is a big deal. Your dealership website visitors need to be fully aware of where the data they provide will be used. Most users are interested especially to know whether their data will be shared with any third parties. So a link to your privacy policy is also a must. Don’t be shy about stating that UNLIKE AUTOTRADER, CARS.COM AND CARGURUS your dealership keeps information secured, confidential and is simply not for sale.

 

  1. More Payment Options

Let your website visitors reserve a new or used vehicle for a limited amount of time by making a deposit. Deposit refunds, should they change their mind are available when they visit the dealership with valid government issued ID. Provide multiple payment options for your website visitors to make their experience even more comfortable and remember to feature that information on Vehicle Detail Pages (VDP). Show your purchase deposit and payment options as icons in a nice bright place on your front page. Accepting Gold Coins and Bars for payment is always a nice touch.

  1. FAQ

Comply a list of the Frequently Asked Questions related to your vehicles for sale, accessories or service department. After all, you know best what you offer for sale, so make sure to answer all uncertainties that may possibly arise. You can place that list on a designated page or feature some on the front page – it all depends on how F your FAQs are.

 

  1. Fewer Form Fields

If you want your website visitors to fill out lead and other forms, make sure that there are only a few required fields. That brings us back to time is conversion, as you don’t want to lose conversion by wasting your visitors’ time for filling out forms. Keep only the necessary fields mandatory and make all the rest optional to be filled-in by those who feel like it.

  14.  Turn Your VDP into a Lead Generation Machine 

The vehicle details page (VDP) is a competitive asset that drives consumers to the lot. But like all assets, VDPs require care and feeding to bear fruit. In the age of Instagram and YouTube, your VDP needs to feature striking visuals (not boring stock photos) and video. The texting generation also wants snappy, well-written content that sells the vehicle instead of listing features like a catalog. 

In addition, by necessity, dealers must provide more transparency and detail to communicate the value of the product, especially as automobiles become more sophisticated. Consumers want to learn more about the product – from you and from each other. Our own research shows that about eight out of 10 shoppers rely on online reviews to purchase a car. 

VDPs are so important that Cars.com recently added Salesperson Connect to our VDPs, which means Cars.com VDPs now highlight the product, price, place, and person. As a result, we can keep consumers engaged, build trust between them and your dealership, and facilitate a quicker and more personalized path to purchase.

There you have them – I promised you 11, then over-delivered a total of more than 14 conversion rate optimization hacks that will make your dealership website conversions grow like crazy.

Long story short: keep your site clean from cluttering and unnecessary data, remember that real and original is more when it comes to descriptions, photos, etc., and keep things as simple and as fast as possible.

Adapted from an article written by 

Source: WebsiteBuilder.org.uk/11-quick-hacks-increase-website-conversion-rates

CONVERSION OPTIMIZATION BONUS:

Every AdWords advertiser’s ulterior motive is to gain relevant prospects via clicks on his ads. If you are an advertiser yourself, this scenario will definitely sound familiar.

Well, this sets our goal – try and achieve as many clicks on your ads as possible. Now, what if we say that you can achieve your motive quickly and efficiently through an innovative tool called AdWords extensions? Yes, There are a number of AdWords extensions available today that can increase the number of related clicks on your ads drastically.

They help you convert your viewers into potential leads and thereafter, customers.

So what these AdWords extensions are and why should they be used? Let’s find out!

What are AdWords Extensions?

Recognize them by initiating a Google search, for let’s say, shoes online. You will find that some ads take more space when compared to others, all thanks to the AdWords Extensions that help your ad to display more useful information, and therefore the increased length of your ad.

The main idea here is to optimize your PPC campaign in order to communicate maximum information about the product or service to the viewers. You can, of course, opt for Google ads without the extensions. But the ones with extensions have certain advantages and benefits over the other category.

Why Should You Use AdWords Extensions?

Do nothing without a reason! And why should you use AdWords extensions without prior knowledge of how they could be of immense help to you? We here talk about a few of the many advantages that AdWords extensions have to offer.

  • Improved Click through rates

First and foremost, adword extensions lead to better click through rates since the viewers are now exposed to more information pertaining to the product or service and also get options to get in touch with the concerned people immediately.

  • Visibility

Owing to more precise information and more ad space, the ads with extensions tend to be different from the others and garner more attention.

  • More clicks at the same cost

For no additional costs, you get more valuable clicks from the viewers. What else could you ask for?

  • Improved user experience

In general, it has been seen that Google ads with extensions tend to provide a better and smoother experience to the viewers when it comes to navigating around the ads.

Now that you are convinced of the importance of AdWords extensions, it is only natural to look for a few of them that can help you achieve the motive. Read on!

AdWords Extensions You Need to Try

Let’s review the top 6 AdWords extensions and see in detail how they can be of help to you and your campaign.

  • Review Extension

A review extension, in the simplest terms, makes use of third party interference in order to have a good and unbiased review of the products and contents of your page. One of the most full-proof ways of verifying the efficiency of the content of a page is through testimonials and reviews. This ensures that the user who is going through the ad on the page has trusted the content. This brings about a sense of validity and authenticity. This is thus a must-have extension for every online marketer. However, there is one thing to be borne in mind here. It is imperative that you go through and are thorough with the guidelines of Google Review Extensions before you start adding these reviews to your site ad. Third party sites like G2 Crowd, Trust Pilot, Trust Radius and the likes could come into action here.

  • Callout Extension

Callout Extension is one of the most useful extensions to have if your aim is to express everything your service is about in those 2 lines of the advertisement. It gives you the chance to incorporate more words in order to communicate your message clearly. Basically, breaking it down to the simplest level, a callout is any short phrase that gives the user an idea of the service that you are offering. It would mean putting together small sentences like the main idea of the service, the number of hours, delivery time, location of stores and many more such pieces of information that might be essential for the viewer or potential customer to know in those few words. Basically, what this extension does is gives you maximum information in limited words.

  • Sitelinks Extension

This particular extension basically works by adding more links to your ad that ensures that you are reaching out to the potential customer base with as much information about the service as you possibly can. When you add some essential information that surrounds the main service you offer, it increases the credibility of the ad. This also improves on the potential opportunities for the viewer to reach the sites that are most useful to them. For instance, if it is a particular educational course that you are offering to the viewers in the advertisement, then the links added could be of taking additional exams and equivalent ones.

  • Structured Snippets

This type of an extension caters to those businesses that are revolving around many different ideas. For instance, if your business is for food, it could be encompassing a number of different food items and cuisines. When you advertise your services on the internet, you must make sure that you include all relevant points such that the viewer has access to all the information required. This is where structured snippets come into play. Thus, this will give you the option to incorporate the different facets of the service information in one single piece of advertisement. In fewer words, all the necessary details and types are included here with the help of this extension.

  • Call Extension

When you place an advertisement of the service you offer online, your work doesn’t end just at providing the details regarding the service. When the readers come across this advertisement, they would want to get in touch with the concerned people. For this reason, it is necessary to include an option that allows the users to give you a call such that they can get all the required information and request for your services if need be. The Call Extension looks after this aspect of the advertisement. It incorporates the call feature that contains your phone number for orders or inquiries. According to Google records, online advertisements that have phone numbers included have a 6% to 8% higher click through rates. This extension ensures that the viewers do not have to visit the website to get the contact information since this can be done right from the advertisement.

  • Location Extension

The Location extension tries to target businesses that have offices in different areas or multiple locations. In that case, you would need to pinpoint the exact location of the outlet that is going to offer the service mentioned in the advertisement. A Location extension is basically going to incorporate details like the address, phone number and business hours in order to let the users be aware of the contact details. This feature also helps filter out the customers and get the attention of the people who really want the service or the product. For instance, if your service revolves delivery of certain items around the city, if you put in the location, only the interested viewers or the potential customers will focus on the content. Also, sometimes putting the location means making the viewers realize how close the business is to them.

So, once you induct these few adword extensions into your ad, you are likely to get higher conversion rates. The choice of extension basically depends on the type of business you are running. In order to get the most of the information and PPC campaign, the need of the hour is to hire a Google Adwords Professional who can narrow down your options and get the ideal adwords to promote our ad, thus, helping you feature your ad with all the relevant directions and information.

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Which Used Cars Are Trending Demand Exceeds Supply?

Used-vehicle shoppers are feeling pretty sporty this month, judging by Kelley Blue Book’s Hot Used-Car Report.

Sports cars and high-performance models led the month-over-month jumps in shopping activity growth so far in May with two particular used vehicles standing out the most.

Interest in the 2009 Volkswagen GLI soared a whopping 171.9 percent higher month-over-month. Shopping activity connected to the 2010 Mazda Miata MX-5 increased by a healthy margin, too, rising 43.5 percent.

KBB indicated the share of research toward sports cars increased 9.4 percent among total used retail traffic. Research into high-performance models wasn’t far off that pace as interest in those vehicles rose 6.5 percent in April, marking the second consecutive monthly increase.

“It is no surprise that performance-oriented vehicles have been increasing in popularity for the past couple of months,” said Arthur Henry, manager of market intelligence and market analyst at KBB.

“As the days get longer, people have more daylight time to have fun in their vehicles. We have been seeing more interest for import performance vehicles than domestic models. It appears shoppers are choosing vehicles that are better known for handling than power,” Henry went on to say.

The remainder of the Top 10 used models within the Hot Used-Car Report contained a couple other examples of vehicles that can hold their own in terms of sporty styling or performance. The rest of the used vehicles most researched at KBB included:

—2010 Infiniti G: up 17.0 percent
—2011 Honda CR-V: up 15.1 percent
—2007 Jeep Wrangler: up 15.1 percent
—2010 Nissan Maxima: up 13.7 percent
—2011 Honda Pilot: up 12.9 percent
—2011 BMW 3 Series: up 10.5 percent
—2010 Nissan Altima: up 9.3 percent
—2010 Honda Civic: up 6.1 percent

And for dealers who are scratching their heads over why some certain models continue to remain in inventory with summer dead ahead, perhaps the list provided by KBB of vehicles that sustained the largest drops in shopper activity this month might provide some clarity.

That list included a mix of both import and domestic units, as follows:

—2009 Nissan Altima: down 7.5 percent
—2007 Scion tC: down 13.5 percent
—2009 Honda Fit: down 14.6 percent
—2010 Chevrolet Cobalt: down 16.1 percent
—2009 Hyundai Accent: down 17.5 percent
—2009 Lexus IS: down 18.4 percent
—2009 Chevrolet Equinox: down 24.4 percent
—2009 Saturn Outlook: down 27.5 percent
—2011 Mitsubishi Galant: down 28.0 percent
—2009 Infiniti M: down 30.7 percent

Continue the conversation with Auto Remarketingon both LinkedIn and Twitter.

[Sent from Ralph Paglia’s iPhone]Cell: 505-301-6369
http://RalphPaglia.com
http://LinkedIn.com/in/RPaglia
http://Twitter.com/RalphPaglia
http://Facebook.com/RPaglia
http://GPlusRalph.com
http://Slideshare.net/RalphPaglia

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ADM Community Ranked 10 of 100 Top Auto Blogs by Independent Source

The dramatically tall Infographic that appears below showcases an independently produced and ranked directory of the Top 100 Automotive Blogs selected for recommendation to visit, subscribe, join and follow in 2013…

When the author (Ron Mays) who assembled and created the infographic that shows this ranking of the “Top 100 Automotive Blogs and Networks for 2013” first contacted Ralph Paglia, we did not know what to expect. Ralph provided Ron Mays with the information he requested. When the list was announced by CouponAudit and the below Infographic published, all of us associated with the Automotive Digital Marketing Professional Community were pleasantly surprised to see that the ADM Professional Community came in at number 10 out of 100 sites that were selected and ranked.

The infographic that Ron Mays and the CouponAudit team created to display this ranking of auto industry and car business networking UGC sites is available below:

Top 100 Fashion blogs to follow

An infographic by the team at CouponAudit

In above infographic, you can view top 100 Auto Blogs to follow in 2013, which CouponAudit ranked according to quality of posts.

Visit and join the Automotive Digital Marketing Professional Community at www.automotivedigitalmarketing.com

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Social Media Marketing Metrics That Matter

9 Social Marketing Metrics That Actually Matter

BY SCOTT GERBER3 days agoThumbs-up

Even the most social-savvy business owners can get caught up in the numbers game: counting and recounting likes, followers, fans, retweets, shares. Not to say those numbers don’t correlate to how well your business connects with customers online, but 100 shares doesn’t necessarily mean 100 sales — and it certainly doesn’t measure the potential value of those 100 shares.

For example, were any of the 100 fans sharing that post actually influencers? Did the fans in question sign up for your list, or share and forget? Are your likes and follows actually impacting your sales? Many business owners wouldn’t know how to start answering those questions.

SEE ALSO: 25 Most-Followed Users on Instagram

To find out which social metrics are really worth monitoring, we asked a panel of successful young entrepreneurs to share which numbers they’re tracking right now on Facebook, Twitter and other social media sites. Here’s what they had to say.

1. Facebook Engagement

We came up with a metric that we call “Facebook Engagement Ratio,” which is the number of people talking about us, divided by the number of likes. We believe this is a more accurate measure of engagement than just counting likes. And we track it on a weekly basis, compared to our competitors.

Kit Hickey, Ministry of Supply

2. Not Just Vanity Metrics

Early on at Contently, we observed our content marketing clients struggle with not only how to measure results, but also knowing what they should track in the first place. So we built a social content analytics tool that tracks three scores: reach, engagement and influence. Each score is a mashup of various metrics. Reach comes from pageviews and social impressions, essentially asking, “Who was exposed to your content?” Engagement is total minutes spent with your content, generated by active time on page and pages per visit: “Who actually consumed your content?” Influence is “Who took an action because of your content?”; i.e., shares and subscribers. This way, we create a funnel for measuring both social and longform content, boiling it down to insights that actually map a brand’s goals.

Shane Snow, Contently

3. Metrics vs. Influencers

Metrics and thought leaders are two different ends of the spectrum. When you’re looking at metrics and data, you’re looking at the whole or segments of it. When you’re looking at influential thought leaders, you’re looking at building relationships with individuals. Keep the two ideas separate — woo your influencers by building real relationships. Then use metrics to see how you’re doing with the masses.

Laura Roeder, LKR Social Media

4. Virality vs. Likes

Measuring social metrics by “counting likes” on a single Facebook post doesn’t work. You must measure by“virality.”. A post that gets 17,000 likes (the number of unique people who see your post) may only get 0.1% virality (the percentage of people who create a story from your post, out of the number of unique people who see your post), while another that receives 10,000 likes, but gets 9.97% virality — this is a far better post. To go viral, you must connect with your fans’ passion and excite them. This is the toughest challenge of all.

– Nicolas Gremion, Free-eBooks.net

5. Repeat Engagment


For us, the real social media win is when someone becomes a fan and then stays one over time — someone who consistently shares, likes and tweets our content. What we measure is basically our number of super fans.

Derek Flanzraich, Greatist

6. The Stories That Metrics Don’t Show

We measure our social media marketing in stories. How many stories can we tell others as a result of what we did online? Did an influencer retweet one of our tweets this month, which resulted in X amount of sales/followers/traffic? Did our social media monitoring tool discover someone using our products who wasn’t even aware that it was our product? Is that same person now a fan of ours? Did he buy more stuff after he rediscovered our brand? Did our social media community teach us something that we didn’t know about our own brand this month? All of these questions can bring out a story that shows why social media metrics don’t always tell the full story of how you’re doing online.

Brett Farmiloe, Markitors

7. Conversions are all that matter

There is only one number that matters and that is how many conversions you are getting. Whether you have 100,000 fans or 100, what really matters is how many of those people you can make customers. Business is not a popularity contest, and in many cases having lots of attention and hype can detract from your brand and distract both your customers and team.

Matt Wilson, Under30Media

8. Content Distribution

Rather than measure whether we are reaching the “right” thought leaders, we focus on scaling our social media to reach both small and large influencers alike. Our goal is to build relationships, so we try to spread relevant content that we think will match us with a person’s specific interests. It truly is a one-to-one model, extremely time-intensive and difficult to build. When we do achieve that goal, that person is able to trust us as a source of interesting and insightful content, so ideally, he starts spreading the word and the cycle continues.

Patrick Curtis, WallStreetOasis.com

9. Unique Relationships With Followers

Relationships rule all when it comes to social influence. Social marketing strategies focused solely on increasing likes or follows don’t say much for a brand as a whole. Instead, brands should be focusing their attention on developing unique one-on-one relationships with every single follower — especially the thought leaders in their sectors.

Heather Huhman, Come Recommended

Image via iStockphoto, zakokor

Scott%2520gerber-572SCOTT GERBER

Scott Gerber is the founder ofYoung Entrepreneur Council,an invite-only organization comprised of the world’s most promising young entrepreneurs. In partnership with Citi, the YEC recenty launched …more

[Sent from Ralph Paglia’s iPhone]

http://RalphPaglia.com
http://LinkedIn.com/in/RPaglia
http://Twitter.com/RalphPaglia
http://Facebook.com/RPaglia
http://GPlusRalph.com
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REMINDER: Post’s contact info

Ralph Paglia
Ralph asked us to reach out and confirm they have your latest info

Here’s what they have for you now:

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Post’s contact info

Ralph Paglia
Ralph asked us to reach out and confirm they have your latest info

Here’s what they have for you now:

email.png
phone-red.png Mobile Number

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Which Used Cars Are Trending Demand Exceeds Supply?

Used-vehicle shoppers are feeling pretty sporty this month, judging by Kelley Blue Book’s Hot Used-Car Report.

Sports cars and high-performance models led the month-over-month jumps in shopping activity growth so far in May with two particular used vehicles standing out the most.

Interest in the 2009 Volkswagen GLI soared a whopping 171.9 percent higher month-over-month. Shopping activity connected to the 2010 Mazda Miata MX-5 increased by a healthy margin, too, rising 43.5 percent.

KBB indicated the share of research toward sports cars increased 9.4 percent among total used retail traffic. Research into high-performance models wasn’t far off that pace as interest in those vehicles rose 6.5 percent in April, marking the second consecutive monthly increase.

“It is no surprise that performance-oriented vehicles have been increasing in popularity for the past couple of months,” said Arthur Henry, manager of market intelligence and market analyst at KBB.

“As the days get longer, people have more daylight time to have fun in their vehicles. We have been seeing more interest for import performance vehicles than domestic models. It appears shoppers are choosing vehicles that are better known for handling than power,” Henry went on to say.

The remainder of the Top 10 used models within the Hot Used-Car Report contained a couple other examples of vehicles that can hold their own in terms of sporty styling or performance. The rest of the used vehicles most researched at KBB included:

—2010 Infiniti G: up 17.0 percent
—2011 Honda CR-V: up 15.1 percent
—2007 Jeep Wrangler: up 15.1 percent
—2010 Nissan Maxima: up 13.7 percent
—2011 Honda Pilot: up 12.9 percent
—2011 BMW 3 Series: up 10.5 percent
—2010 Nissan Altima: up 9.3 percent
—2010 Honda Civic: up 6.1 percent

And for dealers who are scratching their heads over why some certain models continue to remain in inventory with summer dead ahead, perhaps the list provided by KBB of vehicles that sustained the largest drops in shopper activity this month might provide some clarity.

That list included a mix of both import and domestic units, as follows:

—2009 Nissan Altima: down 7.5 percent
—2007 Scion tC: down 13.5 percent
—2009 Honda Fit: down 14.6 percent
—2010 Chevrolet Cobalt: down 16.1 percent
—2009 Hyundai Accent: down 17.5 percent
—2009 Lexus IS: down 18.4 percent
—2009 Chevrolet Equinox: down 24.4 percent
—2009 Saturn Outlook: down 27.5 percent
—2011 Mitsubishi Galant: down 28.0 percent
—2009 Infiniti M: down 30.7 percent

Continue the conversation with Auto Remarketingon both LinkedIn and Twitter.

[Sent from Ralph Paglia’s iPhone]Cell: 505-301-6369
http://RalphPaglia.com
http://LinkedIn.com/in/RPaglia
http://Twitter.com/RalphPaglia
http://Facebook.com/RPaglia
http://GPlusRalph.com
http://Slideshare.net/RalphPaglia

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