Upfront
Editor Steve Noe
snoe@specialtyim.com
1030 W. Higgins Road, Suite 230, Park Ridge, IL 60068
Phone: (847) 720-5600 • Fax: (847) 720-5601
www.outdoorpowerequipment.com
OPE Staff
Make your online presence felt
I
f you've paid little or no attention to the online presence of your dealership, you may
want to reconsider that stance, and sooner rather than later.
According to GE Capital Retail Bank's second annual Major Purchase Shopper
Study, nearly four out of every five consumers (81 percent) start their major purchase
search process online from home. Adding to my sense of urgency for you is that figure
increased 20 percent during the past year.
Fascinated by the findings of this study, which examined 12 segments including lawn
and garden equipment (see story on page 8), I followed up with GE's Cristy Williams to
see if she could provide me with more specifics about the study's findings for the lawn
and garden equipment segment. She kindly shared the following:
• 53 percent of OPE shoppers define their purchase as a "need"
• Top purchase triggers for OPE:
- 35 percent said "old model broke"
- 34 percent wanted a "new/upgraded model"
- 18 percent moved into a new home
• OPE shoppers spend an average of 65 days gathering information before making
their purchase (up by 14 days from the 2012 study), and they visit more blogs and
message boards during their evaluation
• Keywords during OPE shoppers online research include "product name and
reviews"
• Rated "extremely important" to OPE shoppers with GE Capital Retail Bank cards
(versus total GE Capital Retail Bank cardholders):
- Ability to buy online: +14 percent
- Easily access product information on retailer's website: +13 percent
- Has online reviews I can trust: +9 percent
• 60 percent of OPE shoppers purchased on their third visit to the retailer, 25 percent
on their second visit, and 16 percent on their first visit
• 21 percent of GE Capital Retail Bank cardholders spent more than planned on
their OPE purchase
• 71 percent (the highest of any segment) of OPE shoppers were aware that financing
was available for their purchase
As you can see from the study's findings, establishing and maintaining an online presence is becoming increasingly important in our industry, which is why we have covered
this subject at great length for the past two years, and will continue to do so in 2014.
To read any articles that you may have missed or would like to reference, visit our
website at www.outdoorpowerequipment.com and search for them in our "Articles and
Archives" and "Digital Archives" sections.
Best of luck with expanding your online presence!
OP
E
6
OUTDOOR POWER EQUIPMENT
www.outdoorpowerequipment.com
Associate Publisher
Editor
Art Director
Production Manager
John Kmitta
Steve Noe
Brian Snook
Karen Kalinyak
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e-mail cnaughton@specialtyim.com
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Cheryl Naughton, (678) 292-6054;
e-mail cnaughton@specialtyim.com
Editorial Advisory Board
Former Executive
Director, EETC (retired)
Senior Advisor,
Servantage Dixie Sales
Pres., Plano Power Equipment
and Whipper Clipper
Director of Sales and Marketing,
Central Power Distributors, Inc.
Jim Roche
Jim Starmer
Glen Whitt
John D. Hedges
Circulation
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