System, method and computer program product for predicting value of lead

Abstract

Embodiments disclosed herein provide a solution in determining a lead value and making an introduction accordingly. In some embodiments, in response to a consumer's search request for a retail item within a geographical area, a decision system may obtain from a local database a list of dealers capable of provisioning the retail item—such as a new or used vehicle—at various locations within the geographical area. For each dealer, the system may calculate a dealer score across a plurality of tests and set a dollar value to an introduction utilizing the dealer score associated therewith. The performance measures of the tests may be normalized and adjusted utilizing a set of coefficients. The list of dealers may be sorted per dollar value of introduction and presented to the consumer. To provide more accurate dealer evaluations, the system may periodically reset the set of coefficients using sales data.

What is claimed is: 
     
         1 . A method of determining a value of a lead and making an introduction based thereon, comprising:
 receiving at a server computer hosting a Web site a request from a browser application running on a client device of a consumer, wherein the request contains information about a retail item and a geographical area;   extracting the information about the retail item and the geographical area from the request;   obtaining from a database coupled to the server computer a list of dealers capable of provisioning the retail item at various locations within the geographical area;   determining a value of making an introduction between each of the dealers and the consumer;   sorting the list of dealers per their corresponding, individual value of introduction; and   presenting the sorted list of dealers to the consumer via the client device.   
     
     
         2 . The method according to  claim 1 , further comprising:
 for each of the dealers, calculating a dealer score across a plurality of tests, wherein the value of making an introduction between a dealer and the consumer is determined utilizing the dealer score associated with the dealer.   
     
     
         3 . The method according to  claim 2 , wherein calculating a dealer score across a plurality of tests further comprises normalizing performance measures across the plurality of tests. 
     
     
         4 . The method according to  claim 3 , further comprising testing multiple coefficients for each of the dealers. 
     
     
         5 . The method according to  claim 4 , further comprising periodically resetting the coefficients. 
     
     
         6 . The method according to  claim 1 , further comprising periodically re-evaluating the list of dealers utilizing data from previous sales associated therewith. 
     
     
         7 . The method according to  claim 1 , wherein the retail item is a new or used vehicle and wherein the information about the retail item comprises make and model of the new or used vehicle. 
     
     
         8 . A computer program product comprising at least one computer-readable storage medium storing computer instructions translatable by a processor to perform:
 receiving at a server computer hosting a Web site a request from a browser application running on a client device of a consumer, wherein the request contains information about a retail item and a geographical area;   extracting the information about the retail item and the geographical area from the request;   obtaining from a database coupled to the server computer a list of dealers capable of provisioning the retail item at various locations within the geographical area;   determining a value of making an introduction between each of the dealers and the consumer;   sorting the list of dealers per their corresponding, individual value of introduction; and   presenting the sorted list of dealers to the consumer via the client device.   
     
     
         9 . The computer program product of  claim 8 , wherein the computer instructions are further translatable by the processor to perform:
 for each of the dealers, calculating a dealer score across a plurality of tests, wherein the value of making an introduction between a dealer and the consumer is determined utilizing the dealer score associated with the dealer.   
     
     
         10 . The computer program product of  claim 9 , wherein the computer instructions are further translatable by the processor to perform:
 normalizing performance measures across the plurality of tests.   
     
     
         11 . The computer program product of  claim 10 , wherein the computer instructions are further translatable by the processor to perform:
 testing multiple coefficients for each of the dealers.   
     
     
         12 . The computer program product of  claim 11 , wherein the computer instructions are further translatable by the processor to perform:
 periodically resetting the coefficients.   
     
     
         13 . The computer program product of  claim 8 , wherein the computer instructions are further translatable by the processor to perform:
 periodically re-evaluating the list of dealers utilizing data from previous sales associated therewith.   
     
     
         14 . A system for making an introduction on a lead-by-lead basis, comprising:
 a processor; and   at least one computer-readable storage medium storing computer instructions translatable by the processor to perform:
 receiving at a server computer hosting a Web site a request from a browser application running on a client device of a consumer, wherein the request contains information about a retail item and a geographical area; 
 extracting the information about the retail item and the geographical area from the request; 
 obtaining from a database coupled to the server computer a list of dealers capable of provisioning the retail item at various locations within the geographical area; 
 determining a value of making an introduction between each of the dealers and the consumer; 
 sorting the list of dealers per their corresponding, individual value of introduction; and 
 presenting the sorted list of dealers to the consumer via the client device. 
   
     
     
         15 . The system of  claim 14 , wherein the computer instructions are further translatable by the processor to perform:
 for each of the dealers, calculating a dealer score across a plurality of tests, wherein the value of making an introduction between a dealer and the consumer is determined utilizing the dealer score associated with the dealer.   
     
     
         16 . The system of  claim 15 , wherein the computer instructions are further translatable by the processor to perform:
 normalizing performance measures across the plurality of tests.   
     
     
         17 . The system of  claim 16 , wherein the computer instructions are further translatable by the processor to perform:
 testing multiple coefficients for each of the dealers.   
     
     
         18 . The system of  claim 17 , wherein the computer instructions are further translatable by the processor to perform:
 periodically resetting the coefficients.   
     
     
         19 . The system of  claim 14 , wherein the computer instructions are further translatable by the processor to perform:
 periodically re-evaluating the list of dealers utilizing data from previous sales associated therewith.   
     
     
         20 . The system of  claim 14 , wherein the retail item is a new or used vehicle and wherein the information about the retail item comprises make and model of the new or used vehicle.