How C-4 Analytics Increases Efficiency and Unlocks Sales Growth
At the 2026 NADA Show, Rob Stoesser from C-4 Analytics walked through the three critical roadblocks that hold back 95% of dealerships today. By addressing these issues, dealers can unlock sales and share growth while reducing ad spend by 31%.
The Three Problems Holding Dealers Back
To achieve true efficiency, dealerships must solve these three interconnected challenges:
1. The Product Problem
Many digital vendors treat their services as "products"—something designed once and sold thousands of times with as little change as possible.
- Examples: Websites, SEO, and paid media packages often lack the customization needed to succeed in a specific local market.
- Symptoms: You can't reach your rep, changes take weeks, or you find yourself telling the vendor what to do.
- The Reality: Using "templated" content (like the same "individual customer with paramount concern" sentence that appears on 49+ million web pages) means you aren't unique. You need full customization to your specific market and competitors.
2. The Fragmentation Problem
Fragmentation occurs when a dealer hires multiple vendors who work independently without communicating.
- The Silo Effect: Each vendor (one for the site, one for SEO, another for SEM) works alone in a silo.
- The Friction: This lack of coordination leads to missed goals because no one is pulling in the same direction.
- The Solution: You need a fully-integrated solution where every service is integrated to support your primary business goals.
3. The Strategic Planning Problem
Expecting strong performance from templated products bought from siloed vendors is delusional. Without control over the first two problems, true strategic market planning is impossible.
- Symptoms: Monthly meetings focus on data instead of strategy. You want to take sales from rivals but your team can't help.
- The Vision: Once you have customized products and an integrated team, you can execute a tailored plan that addresses pump-in/pump-out problems, competitor reputation, and specific funnel analysis.
Taking Action: The Strategic Marketing Plan
A high-efficiency plan includes more than just digital tactics; it requires deep research into your business goals, sales effectiveness, and market penetration.
Key elements of a C-4 Strategic Plan include:
- Defining your unique "Why Buy" value proposition.
- Analyzing OEM reports to see which competitors are taking your deals.
- Continuously refining your media mix based on real-time market dynamics like interest rates, inventory, and competitor pricing.
By fixing the Product, Fragmentation, and Strategic Planning problems, dealerships can eliminate frictional loss and ensure every ad dollar goes further.
Watch the Presentation
Check out the full NADA 2026 presentation below to see how C-4 Analytics helps dealers sell more and save more.