20% Traffic 1500 2500 Interactive Web Site Sales (71%) 5 (1.7%) 25 Case Study #1 Phase 1 1. Market Strategy 2. Marketing Budget 3. Advertise Internal Customers (Meeting) 4. Advertise Customer Base (Direct Mail,Telemarketing) 5. Advertise Market (URL Everywhere) 6. Showroom Merchandising 7. Direct 3rd Party Leads to Automark Website 8. Search Engine Strategy & Active Management Traffic 1500 2500 20% Closing % Interactive Web Site Sales (71%) 5 (1.7%) 25 CLOSES LEADS Toyota of Kirkland; December 2001 through May, 2002 (70%) 7 (40%) 10 Process Appts. Show Appointments

20% Traffic 1500 2500 (71%) 20 (4%) 100 Interactive Web Site Sales 1. Easy Navigation – Launched Automark site 2. Research – Toyota Technology framed into Automark site 3. Find a Car (Inventory Updated from DMS) 4. Used Vehicle Photos Posted 5. Trade Evaluations (KBB) 6. Financing (Toyota Technology framed-in) 7. Weekly Ads uploaded (new specials) 8. Site Forms Customized for higher submission 9. Site Text customized for search engines 10. Pop-up Window customization Case Study #1 Phase 2 Traffic 1500 2500 20% Closing % (71%) 20 (4%) 100 Interactive Web Site Sales (71%) 5 (1.7%) 25 CLOSES LEADS Toyota of Kirkland; December 2001 through May, 2002 (70%) 28 40 (40%) 45 40 (70%) 7 (40%) 10 Process Appts. Show Appointments

23% Traffic 1500 2500 (71%) 23 (4%) 100 Interactive Web Site Sales Case Study #1 Phase 3 Traffic 1500 2500 23% Closing % (71%) 23 (4%) 100 Interactive Web Site Sales (71%) 5 1. Lead Management Tool – Process Training 2. Auto Responder w/links to Automark features 3. Personal Responses w/links to info site features and specific Automark functions 4. E-Mail Templates – Improved verbage 5. 2-Way Pagers 6. Telephone Contact using Phone Script Training 7. Recruited, Hired & Trained 2 ISM’s (1.7%) 25 CLOSES LEADS Toyota of Kirkland; December 2001 through May, 2002 (70%) 32 (45%) 45 (70%) 7 (40%) 10 Process Appts. Show Appointments

28% Traffic 1500 2500 (71%) 28 (4%) 100 Interactive Web Site Sales Case Study #1 Phase 4 Traffic 1500 2500 28% Closing % (71%) 28 (4%) 100 Interactive Web Site Sales (71%) 5 (1.7%) 25 CLOSES LEADS 1. Confirmation Call 2. Confirmation E-Mail Template: Map to Dealership Custom Directions Links to Automark web forms - streamlined buy process Toyota of Kirkland; December 2001 through May, 2002 (89%) 40 (45%) 45 (70%) 7 (40%) 10 Process Appointment Shows Appointments

30% Traffic 1500 2500 (75%) 30 (4%) 100 Interactive Web Site Sales Case Study #1 Phase 5 Traffic 1. Agenda Review upon arrival 2. Vehicles pre-selected & ready to drive 3. ISM introduces Sales Specialist 4. SS works deal – T/O to ISM if no close 5. “After Best Deal” Coupon 6. 1st Service Appointment scheduled using Automark web site forms 1500 2500 30% Closing % (75%) 30 (4%) 100 Interactive Web Site Sales (71%) 5 (1%) 25 CLOSES LEADS 7. Updates on Promotions 8. F&I Process – Online Menu 9. Pricing Process – Weekly Grid 10. Welcome Board - Appointments Toyota of Kirkland; December 2001 through May, 2002 (89%) 40 (45%) 45 (70%) 7 (40%) 10 Process Appts. Show Appointments

30% What is the name of this Dealership? Traffic 1500 2500 (75%) 30 Toyota of Kirkland Kirkland, WA Was: Cobalt (09/2001) Now: Automark (10/2001) RTS Catalyst: 17 days (5+12) December, 2001 Internet sales = 18 August, 2002 Internet Sales = 70 August, 2002 Total Volume = 275 Owner: Michael O’Brien IMD: Mark Burshears Case Study #1 Summary Traffic After 9 months of Automark & TAS What is the name of this Dealership? 1500 Before Automark & TAS Consulting 2500 30% Closing % (75%) 30 (4%) 100 Interactive Web Site Sales 20% Closing % (71%) 5 (1.7%) 25 CLOSES LEADS Toyota of Kirkland; December 2001 through May, 2002 (89%) 40 (45%) 45 (70%) 7 (40%) 10 Process Appointment Shows Appointments