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AUTO EDITION 16 MARKET WATCH EMPOWERING AND EFFECTIVE From advertising automation to image recognition; new carsales innovations elevate experience for partners and consumers business.carsales.com.au COVER: 2019 BMW Z4 The information contained in this document is general information only, is current only as at the date it is provided and has been prepared using information from carsales.com Limited’s (carsales) own internal analytics systems available at the time of preparation of this publication and from third parties. carsales takes care to ensure that the material in this document is accurate and complete, however it does not warrant the accuracy or completeness of any representations made in the document or that the material is suitable for any purpose. You are responsible for assessing the material and rely on it at your own risk. To the full extent permitted by law, carsales excludes all guarantees, warranties or representa- tions of any kind in relation to the material and all liability for loss or damage (including indirect or consequential loss or damage) which may be in- curred in connection with your use of or reliance on the material contained in this document. The information contained in this document is © carsales.com Limited and is carsales’ exclusive property. You will not acquire any intellectual property rights in this information. You must keep this document and its contents confidential and must not disclose it to any third party without carsales’ prior written consent. Maximum reach and high impact Own the gateway to Australia's largest and most Discover more → engaged car-buying audience. business.carsales.com.au 2 carsales Auto Market Watch | Edition 16 FROM THE CEO Hello and welcome to Edition 16 of Content milestone reached the perspective of Australian auto carsales Auto Market Watch. In typical intenders, the show delivered plenty to fashion, the mid-year period has passed Europe’s largest auto show, the biennial be excited about. From the Volkswagen at breakneck speed and the automotive Frankfurt Motor Show, has just wrapped ID.3 to the Land Rover Defender, there industry continues to generate headlines up and our Content team was on were a number of hybrid and electric home and abroad. deck to report on the latest unveilings cars revealed that are destined to and industry news. This year’s show make a splash in the Australian new car was notable for the unveiling of new marketplace in the near future. Used car market strengthens electric vehicles (EVs) by European Much has been discussed about the car-makers as they endeavour to meet Back home, in a big milestone, the softening of new car sales over the past tougher emissions regulations. From carsales Content team also celebrated 18 months, as a number of headwinds impact on Australian consumers. Challenging conditions in the new car market are, however, contrasted with the continued strength of the used car market. During the FY19 period on carsales, there was an uptick in buyer enquiries on used cars, a decline in average time to sell and excellent growth in site traffic, all clear indicators of market resilience. However, all Cameron McIntyre indicators are that there has been CEO & Managing Director some recent buyer shift in substituting carsales.com Ltd a new car purchase with a used car. These shifts, as we have seen in the past, present many opportunities for dealers - particularly those that best utilise market intelligence to make smart inventory sourcing and pricing decisions, and promote their inventory online to generate greater exposure The 6000th car review was recently posted to carsales. and opportunity to sell more cars. business.carsales.com.au 3 carsales Auto Market Watch | Edition 16 FROM THE CEO the 6000th review posted to the site. fraud. You can read more about this For nearly two decades, carsales enhancement later in this edition. content has played a key role inspiring need for a brand new car, put together Funneling traffic to listings a shortlist and make a purchase that delivers happy motoring. Finally, for Aussie Rules fans out there, I hope that you have enjoyed the AFL Finals series. You may have Elevating the customer noticed carsales on the field for In FY19 alone, experience the key moments across games in Our Product teams continue to refine Melbourne, Sydney, Brisbane and over 9.7 million our leading desktop, mobi and apps to Perth, with prominent LED signage. increase engagement with car buyers. This signage reinforced carsales as the 1 Video continues to be a focus on #1 destination to buy a new or used minutes of video carsales as the medium becomes car and forms part of our commitment increasingly influential throughout the to keeping the carsales brand front were watched on stages of the car-buying journey. In and centre to auto intenders across FY19 alone, over 9.7 million minutes of Australia, helping to push more traffic video1 were watched on carsales. and views to your inventory. carsales. In another key development utilising To conclude, I hope you enjoy Edition our Artificial Intelligence capabilities, 16 of carsales Auto Market Watch. Look cars uploaded for sale on carsales out for the next edition in December will now have their number plates and as always, contact your carsales automatically blurred from photos, representative to learn more about to protect dealers and help mitigate how we can help you achieve your against instances of number plate business goals. During the FY19 period on carsales, there was an uptick in buyer enquiries on used cars, a decline in average time to sell and excellent growth in site traffic, all clear indicators of market resilience. Source: 1carsales internal data, July 2018–June 2019. business.carsales.com.au 4 carsales Auto Market Watch | Edition 16 Insights and Innovation at the 2019 Australian Automotive Dealer Association Convention Ren Blanning presenting the carsales workshop session – Used Cars: Structuring Your Dealership to Meet Today’s Customer Needs The team at carsales was very proud to Delivering innovation new cars in stock. This enhancement once again sponsor and present insights provides a more seamless new-car at the 2019 Australian Automotive The convention was also an opportunity buying experience and the early results Dealer Association Convention held in to showcase the great progress carsales are positive. Melbourne. Here is a wrap up of key has made as an innovator and provider of tools and products that align your topics that carsales touched on during Finance trial the three days. business with the needs of today’s consumer. Recent examples of this The topic of finance has generated innovation include the ability to upload headlines and scrutiny since last year’s Maximising used cars video to your published inventory on Royal Commission. In an effort to The carsales workshop session—Used carsales, the recent release of an support a dealer’s ability to responsibly Cars: Structuring Your Dealership to upgraded New Car Showroom on the provide finance to prospective buyers, Meet Today’s Customer Needs—was homepage and numerous AutoGate carsales has started trialing an option not only one of the highest rated by enhancements. that enables cars to display both an delegates at the Convention, but also indicative finance rate and payment for A further example of aligning with boasted the highest attendance on the the customer to enquire on. The initial today’s customer needs—while also day. Presented by carsales Head of results of this trial are very positive taking into account the needs of our Executive Business Ren Blanning, the given consumer engagement so early in dealer customers and OEM partners— workshop was clearly topical in today’s their search process. The team at is our revised new car packages. market and resonated with dealers carsales will keep you informed as this carsales—for the first time in over 20 Michael Holmes looking to extract the most out of this functionality is rolled out. years—is empowering dealers to add Executive Director – Dealer department. Expect to see more from their branding details to their brand Ren in this space in the near future. business.carsales.com.au 5 carsales Auto Market Watch | Edition 16 General the Honourable Sir Peter Cosgrove presented at the carsales luncheon Actionable insights Dealer feedback loop A key part of our strategy not only It’s not widely known by our dealer Understand the behaviour of Australian car buyers involves providing good customer customers that carsales initiated a with our key insights service, but delivering to you Customer Loop - a group of 2000 comprehensive and relevant consumer carsales consumers that delivers regular behavioural insights to support your feedback on our site, products, and their business - both in day-to-day operations own buying process. Since inception, this and in your strategic planning. loop has ensured that our investment and innovation aligns with the needs of As part of this commitment, we’ve today’s car buyers. Excitingly, I can recently launched a new carsales announce that carsales will be business site featuring the latest insights developing a Dealer Loop in the near and research and an accompanying future, to ensure our products are Insights Linkedin page. I’m sure you find keeping up with your needs as well. both of these to be valuable and I encourage you to visit and check these Finally, I’d like to wish you all the best for regularly. Please also don’t hesitate to let a strong final sales quarter. Please don’t our team know the insights that you hesitate to reach out if you’d like more need to help you sell more cars. information from us in achieving your sales and profit goals.

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