Overhaul near end for Edmunds.com

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Car-information site Edmunds.com is in the midst of a major facelift, which will put the finishing touches-including the addition of its first-ever outside advertisers-on changes to its business model started last year.

American Honda Motor Co., General Motor Corp.'s Buick and DaimlerChrysler's Chrysler division began test-driving the site's ad models last month, as a precursor to fully opening the site to advertisers in May with a tracking system being created by DoubleClick.

"Edmunds is a good place to have Honda exposing its messages to people close to purchasing an automobile," said Bill Hagelstein, exec VP on the Honda and sibling Acura accounts at Rubin Postaer & Associates, Santa Monica, Calif. Honda and Acura, via the agency's RP Interactive sibling, also advertise on other third-party car sites because shoppers visit them for data.

With the goal of facilitating dialogue between visitors and advertisers, Edmunds.com President Jeremy Anwyl says he is open to exploring ad models that get away from the banner format that is meeting increasing disfavor on the Web. He is also taking care to ensure that visitors can easily discern between advertising and editorial content.


He said Edmunds.com plans to maintain its credibility by not, for example, running a carmaker's ad on a page featuring one of its cars or trucks. And, to ensure visitors know the source of the carmakers' information, there will be clickable ad buttons that read "message from the manufacturer."

He estimated that Edmunds.com would be able to charge carmakers a $100 cost per thousand. Currently, Edmunds.com gets 45 million page views monthly, which he expects to jump to as high as 70 million with the redesign. About 90% of the 3 million-plus monthly visitors to the site are in the market to buy a vehicle.

The privately held site should also drive additional promotional support through the launch later this year of a syndicated radio program, "Freewheeling Edmunds," with race car driver Lyn St. James.


Edmunds.com's business model first started to change last summer, when its multiyear, exclusive contract to link the pricing area of its site to Autobytel.com expired. Today, nearly 400 partners, including Autobytel, AutoTrader.com and CarsDirect.com, have deals to use Edmunds.com's True Market Value system of prices for used vehicles. Although Edmunds.com is not a transactional car site, the company generates more than 90% of its revenue from its online referrals and less than 10% from the new and used car-pricing book it started publishing in 1966.

Anwyl anticipates that the new revenue will result in the site returning to profitability this fall. Edmunds.com was profitable until the end of 1999, when it attracted financing from Cox Enterprises, CNET and some smaller investors to fund the current expansion, resulting in a huge staff increase from six employees to 220.

Car shoppers visit third-party sites more often than the carmakers' and Edmunds.com is the fourth-most-visited car site, while Kelley Blue Book's Kbb.com is tops, said Tom Healey, a partner at consultancy J.D. Power and Associates. Eighty-nine percent of car shoppers visited an independent site in 2000 vs. 87% in 1999. Meantime, 75% of vehicle shoppers visited car marketers' sites last year vs. 69% in 1999. Non-Internet users pay $300 more per vehicle, he said.

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