Selling cars isn't what it used to be. Today, there are more competitors — and more competing products — than ever before, all vying for the hearts and minds of increasingly finicky customers. Traditional mass media advertising raises awareness, but it doesn't guarantee sales. Consumers don’t shop that way any more. That’s why many OEMs are shifting their attention to lead management. Instead of putting all their effort into generating awareness or brand building, companies are looking to maximize their return on current advertising investments — coordinating activities across multiple channels to drive more customers through the purchase funnel.

Integrated Lead Management is a new book developed by Deloitte to explain the concept of lead management in bite-size pieces, focusing on things that really matter, and highlighting solutions that really work. It offers a perspective on integrated lead management as a pyramid of ten major building blocks, with each capability enabling the ones above it. Although improvements within each building block can produce worthwhile results for both an OEM and its dealers, the biggest pay-off comes from coordinating lead management across the entire extended enterprise — driving customers through the purchase funnel by capitalizing on every available touch point and sales channel. That's something few OEMs can do today. Learn more from the complete report, available as a PDF file attachment in the link below: