Data-Driven Audience Segmentation Empowers More Effective Omnichannel Marketing

Electric vehicles (EVs) are the topic of conversation in the automotive industry, but we’re continuing to see another fuel type pick up speed. With consumer demand shifting and drivers exploring more fuel-efficient options, the automotive market is leaning back into hybrids. In fact, new retail hybrid registrations grew to 11.5% through Q3 2024, from 9.5% through Q3 2023, according to Experian’s Automotive Market Trends Report: Q3 2024. Meanwhile, EVs increased from 7.7% to 8.2% year-over-year and gasoline vehicles declined to 70.4% this year, from 72.7% last year. Despite EVs gaining notable attention over recent years, some consumers may be factoring in the benefits of opting for a hybrid, such as the convenience of driving a longer distance without facing challenges as charging stations remain limited. As more manufacturers adapt to consumer needs and roll out additional vehicles, data shows 9.1% of 2024 model year vehicles in operation were attributed to hybrids, while 6.2% of 2024 model years were EVs through Q3 2024. Having more models enter the market has shifted the hybrid and plug-in hybrid electric vehicle (PHEV) market share, with the Toyota Camry making up 12.5% of the market share this quarter, a notable increase from 2.4% last year. On the other hand, the Jeep Wrangler 4xe went from having 4.5% of market share last year to 2.4% through Q3 2024. With many consumers continuing to have some concerns around EVs such as range anxiety and charging times, they’re seeking a more practical solution for their daily driving needs. The balance of fuel options provides more convenience—making hybrids an appealing choice for those wanting an EV alternative. It’s important for manufacturers to stay ahead of the competitive market as it’s constantly evolving. Leveraging the most current data can provide solutions that address both feasibility and consumer preference. To learn more about vehicle market trends, view the full Automotive Market Trends Report: Q3 2024 presentation on demand.

Electric vehicles (EVs) are sustaining prominence throughout the automotive industry, and data from the second quarter of 2023 shows registrations are still on the rise. According to Experian’s Automotive Consumer Trends Report: Q2 2023, 7.50% of new vehicle registrations were EVs, resulting in more than 2.7 million EVs in operation in the US, an increase from the approximate 1.7 million this time last year. Though, despite the continued growth in EV popularity, data found that 85% of EV owners also have a gas-powered vehicle in their household garage and 11% have a hybrid vehicle. It’s possible that majority of consumers prefer to have a secondary vehicle for comfortability, considering charging stations aren’t as accessible in some states and gas operated vehicles offer more miles. That said, it’s important for automotive professionals to have additional insight when helping consumers find a vehicle that fits their lifestyle, such as if they have plans to keep another vehicle in addition to their EV and the type of vehicle they’re interested in. Luxury EVs dominate market share When looking at new EV registrations by vehicle class in the last 12 months, luxury EVs accounted for 77.73%, while non-luxury made up the remaining 22.67%. It’s notable that Tesla led the luxury EV registration market share in Q2 2023 at 81.61%, followed by BMW at 4.42%, Rivian at 3.76%, Mercedes-Benz at 3.27%, and Audi coming in at 2.52%. For non-luxury EVs, Chevrolet accounted for 24.21% of new registration market share this quarter and Ford was not far behind at 24.00%, followed by Volkswagen at 15.77%, Hyundai at 15.22%, and Kia at 9.17%. Breaking the data down further, Tesla made up four of the top five models for luxury EVs in Q2 2023, which explains the dominance in overall luxury EV market share. This quarter, the Model Y came in at 47.36%, followed by the Model 3 at 27.30%, the Model X (4.42%), the BMW i4 (2.82%), and the Model S (2.53%). Meanwhile, the Chevrolet Bolt EUV accounted for 17.67% of the non-luxury EV market share in Q2 2023 and the Volkswagen ID.4 came in second at 15.77%, followed closely by the Ford Mustang Mach-E at 15.74%, and the Hyundai IONIQ 5 at 11.13%. Despite Tesla comprising the majority of luxury EV market share, something professionals should keep in mind is other OEMs making their way into the market, which will give consumers more models to choose from as the gas alternative vehicles continue to grow in popularity. This will be important data to leverage in years to come when helping a consumer find a vehicle. To learn more about EV insights, view the full Automotive Consumer Trends Report: Q2 2023 presentation.

The deprecation of third-party cookies is one of the biggest changes to the automotive digital marketing landscape in recent years. Third-party cookies have long been used to track users across the web, which allows advertisers to target them with relevant ads. However, privacy concerns have led to the deprecation of third-party cookies in major browsers, such as Google Chrome and Safari. This change will have a significant impact on automotive marketers, as it will make it more difficult to track users and target them with ads. However, there are several things that auto marketers can do to prepare for the cookieless future. Here are some marketing tips when the cookie deprecates: Focus on first-party data. First-party data is data that you collect directly from your customers, such as email addresses, contact information, and purchase history. This data is more valuable than third-party data, as it is more accurate and reliable. You can use first-party data to create targeted ad campaigns and personalize your marketing messages. Work with a third-party aggregator. Automotive marketers can tackle a cookie-less world by using other sources of consumer data insights. For instance, a third-party data aggregator, like Experian, has access to numerous sources, platforms, and websites. Beyond that, we have access to a vast range of specific consumer data insights, including vehicle ownership, registrations, vehicle history data, and lending data. We take all that information and help marketers segment audiences and predict what consumers will do next. Leverage Universal Identifiers. Universal Identifiers provide a shared identity to identity across the supply chain without syncing cookies. First-party data (such as CRM data) and offline data can be used to create Universal Identifiers. Use contextual targeting and audience modeling. Contextual targeting involves targeting ads based on the content that a user is viewing. Contextual targeting is a privacy-friendly way to target ads and it can be effective in reaching relevant audiences. Utilize Identity Graphs. An identity graph combines Personally Identifiable Information (PII) with non-PIIs like first-party cookies and publisher IDS. Identity graphs will allow cross-channel and cross-platform tracking and targeting. Experian’s Graph precisely connects digital identifiers such as MAIDS, IPs, cookies, universal IDs, and hashed emails to households providing marketers with a consolidated view of consumers’ digital IDs. The deprecation of third-party cookies will be a challenge for auto marketers, but it's also an opportunity to rethink marketing strategies and focus on building stronger relationships with customers. Here are some additional cookieless marketing tips: Start preparing now. Don't wait until the last minute to start preparing for the cookieless future. Start collecting first-party data from your customers now. Be transparent with your customers. Let your customers know what data you are collecting and how you are using it. Make sure that you have their consent to collect and use their data. Be creative with your marketing campaigns. There are several ways to reach your target audience without relying on cookies. Be creative with your marketing campaigns and experiment with different strategies. Sample audience segments include: Consumers in market Loan status In positive equity Driving a specific year/make/model 1000+ lifestyle events such as new baby, marriage, new home Geography, demographics, psychographics To take it to the next level, we can use predictive analytics to go beyond what cookie data could provide by predicting who is ready to purchase a vehicle. For example, an auto marketer may have used cookie data to find buyers who had shown interest in a hybrid sedan, but that’s where it ended. When combining audience segmentation with a predictive model, marketers can target and identify consumers in-market and most likely ready to purchase a specific model. In this way, the data-driven insights from a third-party data provider specializing in automotive insights can replace the cookie-driven approach and take it a significant step beyond. The cookieless future is coming, but marketers who are prepared will be able to succeed. By focusing on first-party data, contextual targeting, and partnerships, auto marketers can reach their target audiences and achieve marketing goals.