BARRY EPSTEIN

Before CarGurus launched its financing product, our Consumer Insights team uncovered a key finding - car shoppers want to walk into the dealership with financing taken care of. Handling it ahead of time gives them a sense of confidence. That key insight served as the baseline for the Youtube pre-roll ads my design partner and I concepted. He handled all the graphics, while I took on scripting duties and came up with the tagline "finance in advance." It also extended to the Facebook ads and emails we created. The best part? All of our hard work paid off. Not only did our campaign reach efficiency by driving financing application submissions, it also drove a lift in core lead submissions (the number of people messaging dealers about a particular listing), thus boosting two pieces of our business.