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One Credit Union Uses Digital Marketing to Help Grow Auto Loans by 40% [Case Study]

Meredith Olmstead
Jun 18, 2019 10:44:00 AM

Last year we shared how one long time client, AERO Federal Credit Union, used digital marketing to help grow their Home Equity Loans by 93%. Today we have another great case study from AERO on auto loans, and the results are also very strong!

Summer months are great for auto loans, so we worked with the team at AERO to create a digital marketing email nurture campaign to cross-sell their auto loan products to existing members. This was not a complicated automation campaign, but by focusing on a helpful and more authentic approach we were able to engage members and stay top-of-mind as they shopped for new and used cars.

Screen Shot 2016-11-28 at 2.00.26 PM.jpg

First we sent members an email that simply linked to blogs on AERO's website about cars, auto loans and how to select the vehicle that is right for your family.

In the email, as you can see, we mention wanting to keep up with member requests and provide resources that members can use to make informed decisions. 

With this email AERO is trying to position themselves as a trusted advisor.

In the second email we included an actual member testimonial from last year about how an AERO auto loan had helped a member's car-buying dreams come true. This testimonial is a true story, in the member's own words, with a photo included that the member provided.

Screen Shot 2016-11-28 at 2.03.30 PM.jpgThis kind of user generated content helps to humanize the Credit Union's message while also continuing to position the CU as someone to be trusted in the car-buying process. 

Download: 12 Decisive Steps to Grow Your Business

Finally we shared two more emails about the current auto loan offer, as well as a few other car buying tips and extras that AERO includes with their loans. We also included an extra email to members who had previously interacted in a positive manner with AERO's auto loan email content, which further targeted the campaign to members that were likely to be interested in an auto loan.Screen Shot 2016-11-28 at 2.09.00 PM.jpg

The results weren't as strong as the previous Home Equity jump of 93%, but year-over-year the total auto loans did increase significantly. 

In the year prior, from May to July, AERO closed $4.12 million worth of Auto Loans, but after this campaign, during the same three months AERO closed $5.78 million worth of Auto Loans. This was an increase of $1.65 million or 40%!

Now not all of these new loans are directly attributable to this digital marketing email campaign, but clearly there was a significant positive impact.

We had 11 members ask to be contacted about an auto loan and 169 members who clicked through to learn more about the promotion.

AERO also used digital ads and social media to share the auto loan campaign, as well as a well-positioned loan rate calculator and a partnership with enterprise car sales, which helps members find cars. All of these factors contributed to a great result for AERO's Spring/Summer auto loan campaign.

Contact Us today for more information or to discuss how we can design a similar campaign for your Credit Union.

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