Automotive · Research

Dealer Prospect Intelligence: In-Market Buyer Probability

In-market vehicle buyer identification at the dealer-proximity level is the operational unit of automotive acquisition. Predictive intelligence applies model-level intent + dealer-proximity scoring + life-event triggers to produce a probability cohort that materially compresses test-drive cost.

Updated 2026-05-13 · v4.7 model

Model-level intent

Category-level signals (someone shopping for an SUV) are far less useful than model-level signals (someone actively comparing two specific trims). Model-level intent inference uses behavioral content engagement, comparison-site activity, and configurator behavior. Decay half-life in this vertical is 7–21 days.

Dealer-proximity probability

Vehicle buyers convert at the dealer they visit. Proximity probability — the likelihood a prospect will visit a specific dealer given their geo-behavioral pattern — is a core signal. Targeting at the dealer level rather than the brand level reduces wasted impression spend.

Life-event triggers

Life events drive automotive purchase decisions: new family member, new job, relocation, lease expiration. Life-event signals are integrated into the automotive intent model.

Calibrated decay reference

Signal half-life — production model

Conversion velocity reference

Predictive cohort vs. cold list

Citations

· Cox Automotive — Car Buyer Journey Study, 2024.
· JD Power — Automotive Mobility Survey, 2023.

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