1. Integrated Video Marketing Strategies to Dominate Your Competition Timmy D. James CHIEF OPERATING OFFICER FLICK FUSION VIDEO MARKETING

2. COO of Flick Fusion Video Marketing 15 years in Automotive Presented at every DD Conference (-1) Author of numerous Online Merchandising & Sales Process articles Introduced “video” into my merchandising strategies as early as 2002 No Selling! There are a lot of video companies exhibiting. We aren’t. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Tim James: Integrated Video Marketing Strategies to Dominate Your Competition

3. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com We all know we need video... Integrated Video Marketing Strategies to Dominate Your Competition …we need to understand “why we need it” to develop the best strategy.

4. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com We all know we need video... Integrated Video Marketing Strategies to Dominate Your Competition INFORMATIONAL & EMOTIONAL VALUE

5. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com We all know we need video... Integrated Video Marketing Strategies to Dominate Your Competition

6. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com There are a lot of different types of video: Integrated Video Marketing Strategies to Dominate Your Competition Pre-Roll Video (SEM) OEM Branding Dealership Branding Promotional Department Introduction Sales/Service Team Introduction New Model Test Drive Inventory Merchandising Lead Follow Up Service Department Upsell Sales/Service Testimonials NOTHING NEW! YOU ARE ALREADY DOING ALL OF THIS WITH PHOTOS & TEXT!

7. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com There are a lot of different types of video: Integrated Video Marketing Strategies to Dominate Your Competition Pre-Roll Video (SEM) OEM Branding Dealership Branding Promotional Department Introduction Sales/Service Team Introduction New Model Test Drive Inventory Merchandising Lead Follow Up Service Department Upsell Sales/Service Testimonials YOU USE VIDEO TO INCREASE THE: INFORMATIONAL & EMOTIONAL VALUE & CONSUMER PREFERS IT

8. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Integrated Video Marketing Strategies to Dominate Your Competition High funnel KPI’s are very important… You DEFINITELY want your branding videos… You DEFINITELY want Pre-Roll Videos to drive traffic to your website… You DEFINITELY want your VSEO from your model comparison and test drive videos… But these are generally “traffic related” video…

9. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Integrated Video Marketing Strategies to Dominate Your Competition High Funnel Mid Funnel Low Funnel Today we are going to focus on three of your most important Low Funnel KPI’s: Getting a shopper to contact you (lead). Getting a lead to set an appointment. Getting an appointment to show up.

10. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Integrated Video Marketing Strategies to Dominate Your Competition Getting Shopper To Contact You Getting Shopper To Contact You (Lead)

11. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Getting Shopper To Contact You (Lead) Videos on your VDP Pages: This is your online presentation layer and should be your #1 priority! This is just like when you have a shopper standing in front of a vehicle on your lot! You have an opportunity to say anything that you want to say to that shopper, standing in front of your vehicle. What are you currently saying? You should accept nothing but excellence. You get more visitors to your online dealership in one (1) day than you get to your lot in an entire month! You have least amount of control of (VDP) Generally gets the least amount of attention and effort

12. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Getting Shopper To Contact You (Lead) Dramatically Improve Your Presentation Layer (VDP Pages) With Nothing delivers the Information & Emotional Value that a video does! Informational Value (THIS IS WHY THE CONSUMER LIKE THEM) Emotional Value (THIS IS WHY MARKETERS LIKE THEM) VIDEO

13. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Getting Shopper To Contact You (Lead) Many “stitched photo” providers have features that add Informational & Emotional value to their automated videos. Adding both Informational & Emotional value that a static page just will not deliver. Start With Stitched Photo Videos: Many “stitched photo” providers have features that add Informational & Emotional value to their automated videos. Adding both Informational & Emotional value that a static page just will not deliver. Many “stitched photo” providers have features that add Informational & Emotional value to their automated videos. Adding both Informational & Emotional value that a static page just will not deliver.

14. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Getting Shopper To Contact You (Lead) INTEGRATE WITH OTHER CONVERSION WIDGETS! USE GEO-TARGETING FOR SHOWROOMING! USE RULE/BEHAVIOR BASED MESSAGING! Add Even More Value To All Videos:

15. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Getting Shopper To Contact You (Lead) Data Integration: Soon you will be able to pass your viewer data in “Real-Time” to your CRM to match with your CRM Data & receive Real-Time alerts. Joe Smith is on Cars.com watching one of your videos right now… - CALL HIM NOW! - One of the advantages of video is that nobody wants to “host” the video! This allows you to generate DYNAMIC CONTENT via your videos in REAL-TIME! Even stitched photo videos have greater Informational & Emotional value!

16. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Getting Shopper To Contact You (Lead) Integrated Video Strategy: Data Push to CRM or other vendors Data-driven Communications Conversion Widgets Use Landing Pages for VDP Pages Sell the Dealership! Sell Yourself! Sell the Car!

17. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Getting Shopper To Contact You (Lead) MUST HAVE the Stitched Photo Videos The integration is another reason that you Carry a 70% to 75% completion rate Increase time on site by as much as 20% Increase conversion rate as much as 20% Use Integration to increase value of videos at a minimum just to compete! Most stitched photo videos:

18. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Who is already doing Getting Shopper To Contact You (Lead) REAL INVENTORY VIDEOS?

19. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Examples: Getting Shopper To Contact You (Lead) Woody’s Klick Lewis Gibson Truck World The ad with the highest level of Informational & Emotional Value wins!

20. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Start somewhere! Getting Shopper To Contact You (Lead) Papa’s Dodge Tynan’s Nissan Jim Hudson The ad with the highest level of Informational & Emotional Value wins!

21. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Getting Shopper To Contact You (Lead) The consumer expects it! To compete as an Online Marketer, you MUST invest the Time & Resources necessary to have GOOD online ads for your inventory. To DOMINATE as an Online Marketer, you MUST invest the Time & Resources necessary to have THE BEST online ads for your inventory. You must start working on your process NOW! There is no “half way” when it comes to merchandising your inventory!

22. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Getting Leads To Set An Appointment “RE-ENGAGE” us Now that we are getting more leads… Let’s get more of those leads to and make an appointment!

23. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Lead Response Video Emails: Getting Leads To Set An Appointment Personalized Inventory Walkaround Video BDC / SALES PERSON VIDEO Generic Personalized

24. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Getting Leads To Set An Appointment Who is doing VIDEO EMAILS? PERSONALIZED WALKAROUND

25. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Personalized Inventory Walkaround: Getting Leads To Set An Appointment Why they “don’t” get used more often: CHECK OUT THE KEYS WALK OUTSIDE AND FIND THE CAR ON THE LOT PULL THE VEHICLE OUT SHOOT THE WALKAROUND PARK THE CAR BACK IN THE LINE WALK BACK INSIDE CHECK IN THE KEYS If not using a mobile app: UPLOAD THE VIDEO TO VIDEO HOST* GRAB THE URL/HTML* EMBED VIDEO URL/HTML INTO THE EMAIL TO SEND* CAN BE A VERY TIME CONSUMING PROCESS!

26. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Getting Leads To Set An Appointment Personalized Inventory Walkaround: With an Integrated Strategy you can take an existing Inventory Video (stitched photo or real video) and simply re-record a personalized audio message over the existing video. Create new video and have it emailed out in less time than it takes to check out the keys and find the vehicle on the lot … and you can leverage all of your other conversion widgets and videos! Create new video and have it emailed out in less time than it takes to check out the keys and find the vehicle on the lot … and you can leverage all of your other conversion widgets and videos!

27. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Getting Leads To Set An Appointment Integrated Video Strategy: Data Push to CRM or other vendors Data-driven Communications Conversion Widgets Use Landing Pages for Emails & Texts Sell the Dealership! Sell Yourself! Sell the Car!

28. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Getting Leads To Set An Appointment BDC/Sales Person Video Email Generic

29. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Getting Leads To Set An Appointment BDC/Sales Person Video Email GENERIC: ExampleExample Don’t say shopper’s name Different videos for different lead “types” Different videos referencing “time of day” Pre-record multiple versions of typical lead responses YouTube is free but you don’t get tracking or integration Upload the videos to your “host” to generate a URL Day One Follow Up Day Two Follow Up Follow Up Email One, Two, Three… Create multiple templates in your CRM embedding the pre-recorded videos

30. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Getting Leads To Set An Appointment BDC/Sales Person Video Email Personalized: YouTube is free but you don’t get the tracking or integration Extreme liability if anyone forgets to mark a YouTube video private Upload to video host Shoot video from Smartphone or any video camera Create templates in CRM and embed video URL on the fly Take longer than “Generic” but carry more INFORMATIONAL AND EMOTIONAL VALUE.

31. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Getting Leads To Set An Appointment BDC/Sales Person Video Email Data Push to CRM or other vendors Data-driven Communications Conversion Widgets Use Landing Pages for Emails & Texts Sell the Dealership! Sell Yourself! Sell the Car!

32. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Who is using BDC/Sales Person Lead Response Videos? Getting Leads To Set An Appointment Generic? RULE 1 : Use the word “video” in the subject line! Emails with the word “video” in the subject line have significantly higher open rates. RULE 2 : Don’t give away too much info in the email body or the video. The call to action of the email body is to watch the video. The call to action of the video is to “call me!”

33. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Getting Leads To Set An Appointment Who is doing VIDEO EMAILS? Lead Follow Up

34. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Getting Appointments to Show Up Who is doing VIDEO EMAILS? Appointment Confirmation

35. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com BDC/Sales Person Video Email Getting Appointments to Show Up Make it personal! Remove any remaining fears… Sell the awesome experience they are going to have at your store… Reinforce any incentives that you’ve offered for the test drive… Hello Sue, this is Tim James from ABC Motors… I’m looking forward to seeing you this afternoon at 2PM. I wanted to let you know that I’m making sure that the 2015 Ford F150 Super Crew that you are stopping in to test drive is looking great for you…and I will have a cold bottle of water waiting for you when you get here. Or shoot me a quick message if you would like a nice cold Coke, Sprite, Mountain Dew, Pepsi, or something else instead…you name it and I will have one here waiting on you. I also wanted to re-iterate that this is a No Obligation visit and….

36. TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com Integrated Video Marketing Strategies to Dominate Your Competition To compete as an Online Marketer, you MUST invest the Time & Resources necessary to have GOOD online ads for your inventory. To DOMINATE as an Online Marketer, you MUST invest the Time & Resources necessary to have THE BEST online ads for your inventory.

37. INTEGRATED VIDEO MARKETING STRATEGIES TO DOMINATE YOUR COMPETITION Thank you! QUESTIONS? TIMMY JAMES | FLICK FUSION VIDEO MARKETING | CHIEF OPERATING OFFICER | t.james@flickfusion.com