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EARLY BUYING SIGNALS: BEHAVIOR IS THE TRUEST INDICATOR OF INTENT The average customer shops for a vehicle for 16 weeks prior to purchase. What if you knew they were shopping during week 1? Jornaya's first-party, witnessed, and proprietary data will allow you to know: A U T O M O T I V E Stop Using the Wrong Data Newly available behavioral data is opening up an unprecedented world of possibilities for truly effective 1:1 marketing in automotive. For years, the industry has relied on demographic and identity data to try to figure out who might be in-market for a vehicle. But, adding in behavioral data on top of identity and demographic data provides a three-dimensional view of your prospects. It's simple. You can continue to use multiple, disparate, and often wrong data sources to try to acquire and retain customers. Or you can engage with individuals the moment they start their shopping journey. With the right data, you can know when their behavior indicates they are in- market for their next vehicle, as it is happening. How likely a lead is to become a customer When a "cold" lead suddenly starts showing high intent... even years later When a current customer starts shopping again • How likely a lead is to become a customer • When a "cold" lead suddenly starts showing high intent...even years later • When a current customer starts shopping again Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2018 Jornaya™, Jornaya.com & Lead Intelligence, Inc. All rights reserved. UNDERSTANDING THE AUTO PURCHASE JOURNEY Searched
 on Google Visited OEM
 Website Looked at
 Photos Watched Video
 on YouTube Searched
 on Mobile Checked with Family,
 Friends, and Coworkers Influenced by
 Online Ad Browsed
 Newspaper Ads Visited 3rd Party Site Loan Calculator
 on 3rd Party Site Saw Ad
 on TV Found Dealer
 on Mobile Requested an
 Online Quote Visited
 Newspaper
 Site Filled Out
 A Form Test Drive Used Mobile on the Lot Build/Price
 on OEM Site Search
 Dealer Inventory
 on Tier 2 Read
 Professional
 Review Visited Dealer Website Clicked Display Ad Used Model Comparison Tool Visited A
 Dealership Source: Google, Millard Brown Digital, and Polk Panel Discussion on the Auto Buyers Journey Week 1 Week 4 Week 8 Week 16 Week 12 U N D E R S T A N D I N G T H E A U T O P U R C H A S E 24 touchpoints for car shoppers prior to their buying a car, 19 of which are online 89% of auto shoppers start their research online and spend an average of 16 weeks on their journey. How much of this can you see and react to? Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2018 Jornaya™, Jornaya.com & Lead Intelligence, Inc. All rights reserved. UNDERSTANDING THE AUTO PURCHASE JOURNEY Searched
 on Google Visited OEM
 Website Looked at
 Photos Watched Video
 on YouTube Searched
 on Mobile Checked with Family,
 Friends, and Coworkers Influenced by
 Online Ad Browsed
 Newspaper Ads Visited 3rd Party Site Loan Calculator
 on 3rd Party Site Saw Ad
 on TV Found Dealer
 on Mobile Requested an
 Online Quote Visited
 Newspaper
 Site Filled Out
 A Form Test Drive Used Mobile
 on the Lot Build/Price
 on OEM Site Search
 Dealer Inventory
 on Tier 2 Read
 Professional
 Review Visited Dealer Website Clicked Display Ad Used Model Comparison Tool Visited A
 Dealership Source: Google, Millard Brown Digital, and Polk Panel Discussion on the Auto Buyers Journey Week 1 Week 4 Week 8 Week 16 Week 12 Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2018 Jornaya™, Jornaya.com & Lead Intelligence, Inc. All rights reserved. UNDERSTANDING THE AUTO PURCHASE JOURNEY Searched
 on Google Visited OEM
 Website Looked at
 Photos Watched Video
 on YouTube Searched
 on Mobile Checked with Family,
 Friends, and Coworkers Influenced by
 Online Ad Browsed
 Newspaper Ads Visited 3rd Party Site Loan Calculator
 on 3rd Party Site Saw Ad
 on TV Found Dealer
 on Mobile Requested an
 Online Quote Visited
 Newspaper
 Site Filled Out
 A Form Test Drive Used Mobile
 on the Lot Build/Price
 on OEM Site Search
 Dealer Inventory
 on Tier 2 Read
 Professional
 Review Visited Dealer Website Clicked Display Ad Used Model Comparison Tool Visited A
 Dealership Source: Google, Millard Brown Digital, and Polk Panel Discussion on the Auto Buyers Journey Week 1 Week 4 Week 8 Week 16 Week 12 Confidential and Proprietary. For information purposes only. Please do not copy or distribute further without prior express written permission from Jornaya™. ©2018 Jornaya™, Jornaya.com & Lead Intelligence, Inc. All rights reserved. UNDERSTANDING THE AUTO PURCHASE JOURNEY Searched
 on Google Visited OEM
 Website Looked at
 Photos Watched Video
 on YouTube Searched
 on Mobile Checked with Family,
 Friends, and Coworkers Influenced by
 Online Ad Browsed
 Newspaper Ads Visited 3rd Party Site Loan Calculator
 on 3rd Party Site Saw Ad
 on TV Found Dealer
 on Mobile Requested an
 Online Quote Visited
 Newspaper
 Site Filled Out
 A Form Test Drive Used Mobile
 on the Lot Build/Price
 on OEM Site Search
 Dealer Inventory
 on Tier 2 Read
 Professional
 Review Visited Dealer Website Clicked Display Ad Used Model Comparison Tool Visited A
 Dealership Source: Google, Millard Brown Digital, and Polk Panel Discussion on the Auto Buyers Journey Week 1 Week 4 Week 8 Week 16 Week 12

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