×
Sign up to receive our industry
trends and insights newsletter.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
October 11, 2024
Decoding BPS: Inside In-Market, Vehicle and Deal Scores
While we recently introduced Mastermind’s redesigned Customer Deal Sheet and updated Behavior Prediction Score® (BPS), offering a clearer, more actionable view of every prospect, it’s the comprehensive insights within these updates that enables dealers to connect with customers in just a few clicks.
Mastermind’s BPS has long been recognized as the automotive retail industry’s gold standard in behavior prediction modeling. To build on this, we’ve incorporated new data inputs and refined our scoring methods, making BPS even more responsive to each customer’s buying cycle.
By breaking down the BPS into In-Market, Vehicle and Deal Scores, Mastermind’s enhanced customer deal sheet provides dealership sales teams with the specific insights they need to prioritize outreach, optimize engagement and close more deals – all in one place.
Behavior Prediction Score®
Automatically ranking prospects on a scale of 1-100 based on their propensity to buy, Mastermind’s enhanced BPS helps dealers engage customers before they officially return to the market. Alongside each prospect’s BPS, dealers can now find all new BPS Predictions, clearly labeled as “Good to Mention” to “Avoid” helping guide sales conversations further.
Each prospect’s BPS is calculated based on three key components — In-Market, Vehicle and Deal Scores — enabling dealership sales teams to quickly answer critical questions including:
- Who should I prioritize talking to?
- What vehicle are they most likely to buy?
- How will they likely transact?
In-Market Score
The In-Market Score provides a clear picture of when a customer or a member of their household is likely to replace their vehicle — up to 90 days before they enter the market.
Within the In-Market tab, dealers can access critical ownership information, including current mileage, warranty status and electric vehicle (EV) data, to prepare offers that align with each customer’s unique circumstances.
With these insights, sales teams can prioritize outreach to customers who are approaching a natural replacement cycle and position themselves as the first option when the customer is ready to buy.
Vehicle Score
The Vehicle Score matches customers with the vehicle they’re most likely to purchase.
The details on this tab enable sales teams to quickly compare vehicle specifications and identify the best replacement options for each customer. By understanding each customer’s preferences, dealerships can present relevant vehicle options that appeal to their needs, increasing the chances of closing the sale.
The Vehicle Score also offers visibility into potential competitive options that might attract the customer, enabling teams to proactively address defection risks and adjust their strategies.
Deal Score
The Deal Score enables dealership sales teams to identify the best deal type — whether it’s a lease, finance or cash offer — based on a customer’s likelihood to engage with different transactions.
On the Deal Score tab, Sales reps can quickly build offers, compare them across various deal types and present them to customers as a starting point for negotiations. This score also highlights each customer’s equity position and whether their current vehicle is a valuable trade-in, providing a comprehensive view of deal structures that can meet the customer’s needs and dealership goals.
—
In today’s market, understanding customer behavior is more important than ever. Dealers need tools that provide a complete picture of every potential sales prospect—and their unique position in the buying journey—to stay ahead of the competition.
By providing deeper insights and streamlining data access, Mastermind equips dealers to prioritize the right prospects, build personalized outreach strategies and drive more effective engagements.
Want to learn more about how Mastermind can help your dealership build the perfect pitch in just a few clicks? Request a demo.
