JR TOC Review

Over the years, one of the lessons that I’ve learned is, to prepare for the future you must understand the past. The same lesson can and should be applied to the automotive industry. As manufacturers, aftermarket companies and retailers continue to move their businesses into 2014 and beyond, it is always beneficial to take a moment and assess what happened in years past. For example, according to Experian Automotive’s Quarterly Report: A look back at the 2013 automotive market share trends, the overall automotive market decreased slightly, with approximately 900,000 vehicles taken off the road from a year ago. Additionally, there were 98 million vehicles within the aftermarket “sweet spot” (vehicles between model years 2002-2008), which means a good number of opportunities (vehicles out of warranty) are available for aftermarket companies. However, with a shortage of model year 2009 vehicles due to low sales volumes, we can expect this number to decrease next year. Register for quarterly updates: http://ex.pn/1lTNnTw Findings from the report also showed that total vehicle sales were up in 2013, increasing by nearly 3 percent from a year ago. Furthermore, new vehicles sales continued to increase its share of total sales, reaching 28 percent of vehicles registered in 2013, up 6 percent from last year. From a regional perspective, while all regions saw an increase in vehicles sales compared to last year, the Western region experienced the strongest growth, improving by more than 4 percent. Both the Southern and Northeast regions saw a 2.6 percent growth rate in sales, while the Midwest saw a 2.3 percent improvement. Additionally, General Motors emerged as the manufacturer of choice when it came to new vehicle purchases in the Midwest and Southern regions, while Toyota was the top manufacturer in the Western and Northeast areas. Other findings from the report include: • The top three states for hybrid vehicles were California (7.9 percent of all state registrations), Oregon (7 percent of all state registrations) and District of Columbia (6.9 percent of all state registrations) • Top five vehicle segments in the United States made up nearly 50 percent of all vehicles on the road in 2013 • In 2013, the average age of vehicles on the road was 10.4 years, remaining flat from last year • General Motors had the highest market share in 2013 at 17.9 percent, followed by Ford (15.6 percent) and Toyota (14.4 percent) • The Midwest was the only region to have domestic brands make up a larger percentage of its new vehicle registrations (62 percent); South (48 percent); Northeast (39.5 percent); West (38.4 percent)

Experian Marketing Services, a global provider of integrated consumer insight and targeting, data quality and cross-channel marketing, today announced the release of The 2014 Digital Marketer: Benchmark and Trend Report, the marketing industry’s go-to resource, now in its sixth year, for key industry benchmarks, consumer insights and data. In addition to benchmark and trend data, the 2014 edition features the results of a new cross-channel marketing survey conducted by Experian Marketing Services in more than 20 countries throughout Europe, North America and Asia. According to its results, the survey shows that 80 percent of marketers plan to run cross-channel marketing campaigns in 2014 and more than half of marketers plan to integrate their marketing campaigns across four or more different channels. “This is the year in which marketers move beyond being creative brand managers and invest in the technologies, the tools and the people necessary to make real, cross-channel interactions happen,” said Ashley Johnston, senior vice president, global marketing, Experian Marketing Services. “In today’s world, consumers are seamlessly transitioning between various devices and channels. Marketers need to understand how best to communicate with their customers through these channels to provide a relevant and personal experience for those customers. The 2014 Digital Marketer provides recent, actionable data to help marketers better formulate those seamless interactions and evolve their campaign strategies to connect with their customers.” Survey results from throughout the 2014 Digital Marketer featured key findings, including: • Only 28 percent of marketers work on teams that are integrated fully. The majority of marketers work on teams that are organized by marketing channel or somewhat integrated. • Marketers with fully integrated teams cite budget and understanding customer behavior as their primary barriers to cross-channel marketing. However, one in five marketers from integrated teams still cite organizational structural as a top barrier. • Sixty-one percent of marketing leaders cite collecting and managing data as a top business challenge. • Thirty-three percent of marketers cite linkage, or no single customer view, as a leading barrier to cross-channel marketing. The 2014 Digital Marketer: Benchmark and Trend Report addresses key consumer trends and digital marketing tactics, providing suggestions for ways brands should best employ technology, data and insights to engage consumers and meet their financial goals. The 2014 Digital Marketer: Benchmark and Trend Report is available via a free download at http://ex.pn/PpijOx.

As a child, one of the things we all learn is cause and effect. If someone is hungry, then they eat food. If someone is tired, then they take a nap. So logically, one can infer that since we are seeing a recovering housing market, more people will want to buy houses, thus creating a need for more homes to be built. But that’s what makes the findings from Experian’s Q4 Metro Business Pulse analysis all the more intriguing. Although the housing market is showing signs of improvement, the construction industry continues to struggle with below-average business credit health, including a lower-than-average risk score, paying their bills more days beyond contracted terms, had higher bankruptcy rates and had a greater percentage of delinquent debt than other industries. However, despite the direction of the industry as a whole, there were pockets of progress, especially in areas hit hardest by the housing collapse. For instance, construction businesses in Phoenix, Ariz. had among the lowest delinquency rates across the industry (lower than approximately two-thirds of the industry). Not so surprisingly though, other areas hit hardest by the housing bust were not as successful. Areas such as, Las Vegas, Nev., Miami, Fla., Fort Myers, Fla., and Orlando, Fla., all continued to struggle across most business credit health categories. In addition to having lower-than-average risk scores and high delinquency rates, the collective grouping paid their bills the most days past due, totaling roughly 92 days beyond contracted terms. To see detailed findings from the report, as well as other business credit trends seen throughout the quarter, register for Experian’s Quarterly Business Credit Review Webinar on March 18, 2014, at 1 p.m. Eastern time.

In a world where customized advertising is delivered directly to the right group of people in the most targeted ways, it’s hard to remember that life wasn’t always this convenient. Because marketing information service providers (aka: “data brokers”) play such an important role in our lives and our economy, I thought I’d share five little-known facts about the marketing data industry. 1.       Marketing information service providers don’t operate in secret – they’re fully transparent and act with consumers’ permission. Data-driven marketers are far from the “shadow industry” some envision. This industry represents a significant portion of America’s economy, employing about 675,000 people and contributing $156 billion in revenues annually. That’s not the profile of an industry in hiding. What’s more, the marketing data industry generally collects consumer information with the permission of the consumer, following the Direct Marketing Association’s ethical guidelines. They’re required to provide notice to consumers and honor a person’s choice to opt out, and they limit the use of the consumer information they collect to marketing purposes only.  2.       The industry provides valuable benefits to society. Responsible information sharing enhances economic productivity and protects against fraud and identity theft. It also facilitates access to fair and affordable credit and ensures that companies can effectively reach consumers with relevant products and services. Most consumers in a recent Experian survey weren’t concerned about the use of their data, and in fact recognized certain benefits, such as coupons, lower prices and retail discounts. Also consider: consumers’ ability to search the Internet or check the weather report for free is driven in large part by the profits available through targeted online advertising. At Experian, much of our marketing data is derived and based upon the extremely intelligent and talented work of data scientists, and the responsible usage of this data is a key ingredient to our nation’s productivity, innovation and ability to compete in the global marketplace.  3.       The majority of companies use consumer data responsibly – and for the few who don’t, the problem isn’t the data, but instead a rogue entity violating the law. In any industry, a few bad apples can leave their mark, but the good news is that those who use data inappropriately are few and far between. Laws governing unfairness and deception can be used to stop the bad schemes of predatory lenders and fraudulent marketers. In fact, we feel strongly that regulatory agencies should enforce existing laws against companies engaged in unfair or deceptive marketing and lending practices. 4.       Marketing information service providers are bound by a comprehensive set of legal and self-imposed regulations that protect consumers. A number of laws provide comprehensive protection for consumers, such as the Federal Trade Commission Act, the National Do Not Call Registry, the Controlling the Assault of Non-Solicited Pornography and Advertising (CAN-SPAM) Act, the Children’s Online Privacy Protection Act (COPPA), the Gramm-Leach-Bliley Act, fair lending laws, and state laws and regulations. But beyond these requirements, the industry’s robust self-regulation standards, including those from the Digital Advertising Alliance, are highly effective and provide meaningful choices to consumers. Additionally, strict adherence to the Direct Marketing Association’s long-standing guidelines for ethical business practice assures marketers maintain consumer relationships that are based on fair and ethical principles. At Experian we also have adopted an internal "Privacy by Design" process. This brings together representatives from across the company; all working together to ensure that every new product innovation is designed with the consumer's best interest in mind. 5.       Data-driven marketers aren’t the only entities that analyze data and create segment markets. Whether its hotel chains offering discounts to loyalty program members or airlines offering variable pricing, dynamic marketing has been a staple within our economy for decades. The vast majority of data analysis and market segmentation is conducted by companies analyzing their own customer data – so market segmentation is not only the province of third-party data providers. The bottom line: marketing information service providers are crucial to how we do business in the U.S., and are part of what fuels the American economy. In addition to promoting economic growth, responsible data usage ensures companies can effectively reach consumers with products and services that are most relevant to them.

The FTC has advocated for the creation of a central website where marketing information service providers (FTC calls them “data brokers”) would be listed, with links to these companies, their privacy policies and also choice options, giving consumers the capability to review/amend the data that companies maintain. The FTC claims that such a website would bring needed transparency to the practices of companies that are not well-known to consumers. However, the proposal raises many more questions than it answers. The FTC first discussed this proposal in its 2012 report, entitled “Protecting Consumer Privacy in an Era of Rapid Change: Recommendations for Businesses and Policymakers,” and FTC Commissioners and staff have repeatedly cited the need for a centralized  website in testimony before Congress and speeches to stakeholder groups. The proposal was also referenced in December 2013 reports issued by the Government Accountability Office (GAO) and Senate Commerce Committee. The concept seems simple, but it would almost certainly have the unintended effect of confusing consumers and eroding trust in e-commerce. Experian believes there are alternatives that would work better to improve consumers’ understanding of the role information providers play in the US economy, and how consumers can control the use of data held by these companies. No clear definition of a “data broker” The FTC’s central website proposal is based upon the mistaken presumption that there are only a few large companies in the marketplace that would be subject to these requirements. Unfortunately, the FTC has been unable to clearly define “data broker” in a manner that does not sweep in companies occupying large swaths of the economy. In December 2013, the GAO admitted as much, noting that “determining the precise size and nature of the industry can be difficult because definitions for resellers vary.” The Direct Marketing Association (DMA) estimates that even a narrow definition of a marketing information service provider is likely to include more than 2,500 companies from all sectors of the economy. Of course, more broadly, tens of thousands of US businesses that share and use consumer data to deliver products and services to their customers will be significantly impacted. Simply put, the entire data industry – extremely vital to the US economy — cannot be neatly or accurately identified and then subjected to unrealistic requirements of a single website. A single website doesn’t provide consumers with meaningful disclosure Due to the lack of a narrow definition of a “data broker,” the potential scope of coverage is unlimited. As the GAO found in its report, the industry for consumer data is generally separated into four broad categories. These categories are truly industries in themselves, including:  those providing fraud prevention services; those helping businesses make credit eligibility decisions; those providing consumer look-up services (i.e. telephone directories); and those that provide information for marketing and advertising purposes. As a way of limiting the scope of the proposal, the FTC has suggested that only the leading “data brokers” would be required to be included on the centralized website. This is counterintuitive, as it is these very industry leaders that have comprehensive compliance and disclosure measures already in place. It is also these industry leaders that follow robust laws (such as the Fair Credit Reporting Act), regulations (such as FTC’s Section 5), and also adhere to strong self-regulations (such as those required by the Direct Marketing Association). Further, having only a fractional portion of the industry make disclosures would not help promote greater transparency. Instead, the companies that consumers are least aware of – literally dozens and dozens of smaller data providers with long histories of questionable practices — would be free to operate outside the norms of self-regulation and best business practices. Again, these are the companies upon which the FTC truly needs to set its sights through enforcement of existing laws and regulations. The proposal’s content and format requirements remain undefined The FTC’s proposal is premature in other respects as well, raising questions about what information companies would be required to provide to consumers and in what formats. For example, here are just a couple of key considerations not currently addressed by the FTC’s proposal: Would data brokers be required to provide consumers the right to view and correct data about them? How would the data be presented to consumers? Would it be in standardized formats?  Would it include an explanation of the context of how the data is used? This gets at the heart of enabling consumers to view the data in a way that is informative, meaningful and easy for them to understand, and yet the FTC hasn’t addressed them in its proposal. Better alternatives exist to increase transparency There are much better options available to consumers that would allow for enhanced transparency. These alternatives would also avoid great expenses that would be borne by both the government and a vital industry in the operating of a website with little or no benefit to consumers. First, companies that collect and share consumer information for marketing purposes should voluntarily adhere to the DMA’s ethical guidelines, which require companies to provide robust notices to consumers and honor consumers’ choices to opt-out of having their data used for solicitations. The guidelines also require that marketing information be used only for marketing purposes. In addition, consumers who wish to have their data removed from marketing databases can choose to do so through existing opt-out mechanisms. These are available through numerous venues, including both companies’ own websites (see Experian’s own opt-out website), as well as through the DMA. We also believe that regulatory agencies should enforce existing laws against companies engaged in unfair or deceptive practices marketing and lending practices. Finally, Experian continues to play a leading role in improving the industry’s efforts to increase transparency and consumer understanding. For example, we’re working with DMA to improve its self-regulations in this area. Revisions to the guidelines will provide an immediate, workable, and enforceable way to increase the transparency and consumer understanding of data broker practices.

Every organization that touches consumer data is responsible for creating and maintaining consumer trust writes Rick Erwin, President of Targeting at Experian Marketing Services, in a recent issue of Direct Marketing News. Erwin, a direct marketing industry veteran and DMA board member, challenges the data industry at large to adopt strict guidelines and business principles that further consumer trust and effective data stewardship. Most organizations within the data industry realize the need for greater consumer education around privacy, but how do we address that need and put it into practice? At Experian Marketing Services, for example, we are guided by balance, accuracy, security, integrity and communications, the five tenets of our Global Information Values. These values aren’t visionary standards that we strive to meet; they dictate how we do business, daily. Data-driven marketing is an important sector of business and can add significant value to the end consumer. But, as Erwin emphasizes, building consumer trust for data-driven marketing requires that all companies within the data and ad tech ecosystem adopt and implement similar principles. You can read more about the five Global Information Values and how they come to life at Experian Marketing Services in Erwin’s article, “We’re all links in the chain of customer trust.”