System, process, and computer program product for evaluating leads

• US 8,484,067 B2
• Filed: 06/30/2009
• Issued: 07/09/2013
• Est. Priority Date: 06/30/2009
• Status: Active Grant

• Current Assignee: ADP, Inc.
• Original Assignee: ADP, Inc.
• Inventors: Smith, Iain
• Primary Examiner(s): LOFTIS, JOHNNA RONEE
• Application Number:
  US12/494,973
• Publication Number:
  US 20100332291A1
• Time in Patent Office: 1,470 Days
• Field of Search: 705/7.29, 705/7.36
• US Class Current: 705/7.29
• CPC Class Codes: G06Q 30/02 Marketing; Price estimation or determination; Fundraising
• CPC Class Codes: G06Q 30/0201 Market modelling; Market analysis; Collecting market data
• CPC Class Codes: G06Q 30/0601 Electronic shopping [e-shopping]

Abstract

System, process, and computer program product for evaluating a lead are provided. A process for evaluating a lead may include determining whether each incoming lead is duplicative, determining a score for each lead, valuing each lead based on the lead score and outcome data, and determining sales capacity and the motor vehicle dealer'"'"'s existing need for leads. The process may also include applying business rules to each lead using a processor, where the business rules may include the real-time optimization of sales capacity and lead need of a motor vehicle dealer. The process may further include routing each lead based upon the satisfaction of the business rules.

Claims

1. A process for evaluating motor vehicle leads for a motor vehicle dealer, the process comprising:

determining a score for each lead;

determining a value for each lead at least based on the score of the lead and outcome data stored in an outcome database, the outcome data comprises at least one of closing rates and profitability data on lead closings for the motor vehicle dealership;

determining at least sales capacity and lead need data of a motor vehicle dealer;

using a computer processor to apply business rules to at least the score and value of each lead, the business rules comprise at least the real-time optimization of sales for the motor vehicle dealer based at least partially upon the at least sales capacity and lead need data of the motor vehicle dealer; and

routing each lead based upon the satisfaction of the business rules.

2. The process of claim 1, further comprising purchasing one or more leads.

3. The process of claim 1, wherein determining at least sales capacity and lead need data of a motor vehicle dealer comprises determining the number and type of leads needed by the motor vehicle dealer.

4. The process of claim 1, wherein determining a score for each lead comprises supplementing each lead that lacks at least a portion of contact and qualifying information.

5. The process of claim 1, wherein determining at least sales capacity and lead need data comprises at least determining the number of sales people that work for the motor vehicle dealer, work hours per sales person, and number of deals in process at the motor vehicle dealer;

and

wherein the business rules are based at least partially on the number of sales people that work for the motor vehicle dealer, the work hours per sales person, and the number of deals in process at the motor vehicle dealer.

6. The process of claim 1, wherein determining at least sales capacity and lead need data of a motor vehicle dealer comprises at least determining vehicle inventory data of the motor vehicle dealer.

7. The process of claim 1, further comprising instructing lead providers to exclude sending leads on a disfavored vehicle.

8. The process of claim 1 wherein determining at least sales capacity and lead need data further comprises determining sales data pertaining to sales people of the motor vehicle dealer;

wherein the business rules correlate lead types to sales people based at least partially on the sales data; and

wherein using the computer processor to determine whether the lead satisfies the business rules further comprises using the computer processor to determine which sales person to route the lead to based on the score of the lead, the value of the lead, and whether the lead satisfies the business rules.

9. The process of claim 1, wherein determining at least sales capacity and lead need data of a motor vehicle dealer comprises downloading the instantaneous status data for the motor vehicle dealer.

21. The process of claim 1, wherein determining the value for each lead includes determining the value for a lead based on the closing rate and the profitability data of lead closings having at least one attribute in common with the lead, the at least one attribute including one or more of the score of the lead, a lead provider, a lead cost, and a type of vehicle requested.

10. A system for performing a process for evaluating motor vehicle leads for a motor vehicle dealer, the system comprises a processing element capable of at least one of performing and facilitating performance of the process, the process comprising:

determining a score for each lead;

determining a value for each lead at least based on the score of the lead and outcome data stored in an outcome database, the outcome data comprises at least one of closing rates and profitability data on lead closings for the motor vehicle dealership;

determining at least sales capacity and lead need data of a motor vehicle dealer;

using a computer processor to apply business rules to at least the score and value of each lead, the business rules comprise at least the real-time optimization of sales for the motor vehicle dealer based at least partially upon the at least sales capacity and lead need data of the motor vehicle dealer; and

routing each lead based upon the satisfaction of the business rules,

wherein determining the value for each lead includes determining the value for a lead based on at least one of closing rates and the profitability data of lead closings having at least one attribute in common with the lead, the at least one attribute including one or more of the score of the lead, a lead provider, a lead cost, and a type of vehicle requested.

11. The system of claim 10, wherein the process further comprises purchasing one or more leads.

12. The system of claim 10, wherein determining a score for each lead comprises supplementing each lead that lacks at least a portion of contact and qualifying information.

13. The system of claim 10, wherein the type of lead comprises the make and model of a corresponding motor vehicle.

14. The system of claim 10, wherein determining at least sales capacity and lead need data of a motor vehicle dealer comprises determining vehicle inventory data of the motor vehicle dealer.

15. The system of claim 10, wherein the process further comprises instructing lead providers to exclude sending leads on a disfavored vehicle.

16. The system of claim 10, wherein the process further comprises determining whether each received motor vehicle lead is duplicative.

17. The system of claim 10, wherein determining at least sales capacity and lead need data of a motor vehicle dealer comprises determining the number and type of leads needed by the motor vehicle dealer.

18. A computer program product for performing a process of evaluating motor vehicle leads for a motor vehicle dealer, the computer program product comprises at least one non-transitory, computer-readable storage medium having computer-readable program code portions stored therein for at least one of performing and facilitating performance of the process, the process comprising:

determining a score for each lead;

determining a value for each lead at least based on the score of the lead and outcome data stored in an outcome database, the outcome data comprises at least one of closing rates and profitability data on lead closings for the motor vehicle dealership;

determining at least sales capacity and lead need data of a motor vehicle dealer;

using a computer processor to apply business rules to at least the score and value of each lead, the business rules comprise at least the real-time optimization of sales for the motor vehicle dealer based at least partially upon factors that affect the at least sales capacity and lead need data of the motor vehicle dealer;

the factors comprise at least one of a particular sales person'"'"'s number of active leads, the sales person'"'"'s past success in closing sales, and number of active deals, by salesperson, in progress within the dealership, showroom traffic arriving at the dealership as a result of dealership advertising, and dealership vehicle inventory; and

routing at least one of the leads to the sales person based upon application of the business rules.

19. The computer program product of claim 18, wherein determining at least sales capacity and lead need data of a motor vehicle dealer comprises determining the number and type of leads needed by the motor vehicle dealer.

20. The computer program product of claim 18, wherein the process further comprises determining whether each received lead is duplicative.