1. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com Video Marketing: Tips, Trends, and Best Practices Timmy D. James

2. Picture is worth a thousand words!

3. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com Picture is worth a thousand words! That’s 3,600 typical web pages! If you write an average of one web page an hour, it would take you 150 days of writing to achieve the impact of one minute of video

4. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com As a Marketer, we are “story tellers”! We have a very limited amount of time to create the emotion and motivate the behavior that we desire. Here’s why you should use our website for your research. Here’s why you should buy a particular Make/Model vehicle. Here’s why you should buy it from my dealership. Here’s the exact vehicle you should buy. Here’s why you should contact us via this “form” or that “form”. Here’s why you should buy it from me (Sales Person). Here’s why you should come back to us for service after you buy. Several other dealers trying to create the same emotion and motivate the same behavior!

5. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com As a Marketer, we are “story tellers”! We have a very limited amount of time to create the emotion and motivate the behavior that we desire. Tell The Best Story With A “Video”! 2 Reason Why: Reason 1: 3600 Typical Web Pages!

6. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com Video not only makes it easier to tell a better story… Reason 2: Consumers Want Video! More Information, Better Information, Less Work For Them

7. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com Model Level Test Drive Promotional Inventory Dealership Value Proposition Sales Testimonial Sales Team Introductions Service Department Introduction Auto Responder Lead Response Appointment Confirmation Sales Testimonial Video Delivery Video Service Department Thank You Service Department Confirmation Service Department Recommendations Service Department Testimonials Many different kinds of video. We don’t have time to dive into each of these today:

8. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com ExposureLeadsShow Get shoppers emotionally attached to “your” vehicle! Purpose of your videos:

9. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com Before We Get Started: Question: What is your dealership’s most important ad today? Answer:

10. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com Before We Get Started: Question: What is your dealership’s most important ad today? Answer: Your Inventory VDP Page(s)! How much money do you spend to get eyeballs on your VDP’s? - Website - 3 rd Party Sites - SEM Can be seen by more people in 1 Day then your other ads in an entire week, maybe even month.

11. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com Before We Get Started: Question: What is your dealership’s most important ad today? Answer: Your Inventory VDP Page(s)! You must have the “best ad” for your inventory! You must tell the “best story”! What makes this vehicle special? Why should the shopper visit you “now” to test drive it? Why should the shopper trust you? Information & Emotion!

12. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com Inventory Videos The #1 Most Important Video! The shopper needs to “see the car” to get “emotionally attached”! You do everything possible to get the car in front of the shopper! On The Lot: Every Sales Process Includes and Focusses on “The Walk Around” On The Internet: You CAN Duplicate The Same Emotion!

13. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com Inventory Videos The #1 Most Important Video! Stitched Photo vs. Live Walkaround

14. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com Who is currently shooting Live Video Walkarounds for VDP’s? Look Around! Listen to what THEY have to say!

15. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com Inventory Videos: Live Inventory Videos Viewed 600% More than Stitched Photos 2011 2014

16. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com We don’t have the time! We don’t want to spend more money! We don’t want to change our process! Same situation with Photos & Vehicle Descriptions Not Long Ago: Today it’s Video! Progress is not going to stop because it’s not convenient for you to change!

17. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com We don’t have the time! We don’t want to spend more money! We don’t want to change our process! You heard from your peers! Live Video Walkarounds May Be The #1 Biggest Thing You Can Do To: - Gain Competitive Advantage - Increase Conversions/Leads from ALL Touch-points - Increase your Gross Per Sale - Save Your Job

18. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com What is your Inventory Process? Outsource: Pay the extra money!!

19. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com What is your Inventory Process? Outsource: Pay the extra money!! Have them distribute to all touch-points!

20. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com What is your Inventory Process?

21. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com In-house: (You already have someone shooting photos or don’t want to pay the extra money)

22. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com In-house: (You already have someone shooting photos or don’t want to pay the extra money) Shoot Video Upload to YouTube Embed YouTube Video on webpage Upload to multiple touch-points ------------------ Very Time Consuming Limited exposure Lower video quality Shoot Video Upload to them (may be automated) ----------------- Gets distributed to more touch-points All you do is shoot the video May cost a $100 - $200/mo Higher video quality

23. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com In-house: (You already have someone shooting photos or don’t want to pay the extra money) Good: Shoot Live Video & Extract Photos (Automated Audio) Better:Shoot Live Walkaround & Extract Photos Best: Shoot Photos & Shoot Live Video Walkaround

24. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com In-house: Good: Shoot Live Video & Extract Photos (Automated Audio) This is a GREAT first step! Low pushback “same” people with “same” process - Shoot video instead of taking photos (faster than taking photos) - Audio automatically added to video - Still Images extracted from video

25. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com In-house: Better: Shoot Live Walkaround & Extract Photos This is a GREAT 2 nd & 3 rd step! 2 nd Re-record audio from “inside” to replace previous video 3 rd Shoot walkaround at the vehicle

26. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com In-house: Better: Shoot Live Walkaround & Extract Photos This is a GREAT 2 nd & 3 rd step! May be uncomfortable on the 1 st, 2 nd, 10 th ….WILL GET BETTER! “Sell The Car”! Talk about what is “unique” Create Urgency

27. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com In-house: Best: Shoot Photos & Shoot Live Video Walkaround Highest Quality Photos Possible Best Video Walkaround Possible

28. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com Who is currently shooting Live Video Walkarounds for VDP’s? Are You Shooting Videos & Taking Photos? Look Around! Listen to what THEY have to say!

29. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com In-house: Today you can actually shoot a live video and extract your photos from the video! Current: Shoot Photos & Use Stitched Photo Videos Good: Shoot Live Video & Extract Photos (Automated Audio) Better:Shoot Live Walkaround & Extract Photos Best: Shoot Photos & Shoot Live Video

30. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com

31. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com

32. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com Show Purpose of your videos: Forget the stats: What puts the “Sold” Sign On The Window?

33. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com Only 25% - 35% of Leads Set Appointments Only 50% of Appointments Actually Show By default more leads = more shows… But what if we could increase: - % of Leads that Set Appointments - % of Appointments that Show 1, 2, 3 Step Process for Video Can’t “sell ‘em” until they are on the lot!

34. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com Step 1: Video Auto Responder Easy Better experience than “text” auto responder Start with simple Introduction & Thank You from Owner or GM Include “other” videos: - Dealership Branding (Value Prop) Videos - Video Testimonial - Service Manager Introduction - Promotional Videos

35. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com Step 1: Video Auto Responder Step 2: Video Lead Response Take Existing Video Don’t have to walk out to the vehicle every time. (Biggest Pushback) Include “other” videos: - Dealership Branding (Value Prop) Videos - Video Testimonial - Sales Person Introduction Video - Original Live Walkaround

36. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com Step 1: Video Auto Responder Step 2: Video Lead Response Step 3: Video Appointment Confirmation Make it personal! Include “other” videos: - Dealership Branding (Value Proposition) Videos - Video Testimonial - Sales Person Introduction Video - Service Department Introduction Video

37. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com Multi-Video Template Whenever Possible! Leverage the power of your other videos: Main Video Supporting Videos Sell The Dealership! Sell Yourself! Sell The Car!

38. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com Use a script: This is __________ of ____________ and I’m here with ______________ from _______________. Could you share with us what kind of vehicle you purchase from us here today? Awesome, what was your favorite feature of the _________________? And did you compare the ____________ to any other vehicles during your search? Very good, and what was it about the ____________ that made you choose it over the ______ and ___? We really appreciate you shopping with us here at ___________ and are proud that we could earn your business. Is there anything about your experience that you would like to share? Well thank you again __________ another happy customer for life here at ________ where (tag line).

39. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com Use a script: If you have a customer with a Dynamic Personality who just takes it an runs with it…. Let them! You never know what can go viral!! For Department Videos, Value Proposition Videos, Test Drive Videos & Sales Team Intro Videos, Etc.: - Mention Awards - Establish an expectation - People Buy From People They Like & Trust…Sincerity Rules!

40. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com Exposure Model Level Test Drive Promotional Inventory Dealership Value Proposition Sales Testimonial Sales Team Introductions Service Department Introduction Auto Responder Lead Response Appointment Confirmation Delivery Video Service Department Confirmation Service Department Recommendations Service Department Testimonials Challenge is: 1)Getting the content 2)Getting the content on as many touch-points as possible Videos are worthless if they aren’t seen!

41. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com Exposure Videos are worthless if they aren’t seen! Now that you’ve invested the time to get the great content: -Increase conversion/leads from all other touch-points -Gain visibility into buying cycle -Communicate with shoppers throughout the buying cycle Website Cars.comFacebookEmail Know who watched what video and where: Throughout the entire buying cycle!

42. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com Three Options: License Content Professionally Produced Produce In-House Model Level Test Drive Promotional Inventory Dealership Value Proposition Sales Testimonial Sales Team Introductions Service Department Introduction Auto Responder Lead Response Appointment Confirmation Delivery Video Service Department Confirmation Service Department Recommendations Service Department Testimonials

43. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com License Content: - Costs very dramatically. - Most come with limited distribution. - Some come with automated VSEO. Professionally Produced: - Don’t have to be expensive! (Ask your Ad Agency!) - Distribution depends on who is hosting. - Can get automated distribution and automated VSEO if hosted by industry video provider. Produced In-house: - Consumer trust “you” more than they trust a commercial! - Sincerity Rules!! - Distribution depends on who is hosting. - Can get automated distribution and automated VSEO if hosted by industry video provider.

44. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com If the pushback is $ then: Produce In-House Host on YouTube Do the best you can with the tools you have Great way to get started! Something is better than nothing! Sincerity Rules!! You will be amazed at how easy it is to create effective videos!!

45. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com ExposureLeadsShow Get shoppers emotionally attached to “your” vehicle! Points of Presence (POP’s) Video Views Leads by Touch-Point Organic Ranking Visitors by Touch-Point Email Open Rate Lead/Appointment Lead/Show

46. Timmy D. James | Flick Fusion Video Marketing | Vice President of Sales | t.james@flickfusion.com lt.james@flickfusion.com ExposureLeadsShow Get shoppers emotionally attached to “your” vehicle!

47. Contact Info Full Name: Company: Job Title : Email: t.james@flickfusion.comt.james@flickfusion.com Timmy D. James Flick Fusion Video Marketing Vice President of Sales Share an important takeaway you received from this session using hashtag #DD17 for a chance to win an iPad.