Plan B Not Required – Cars.com

BUSINESS SITUATION

Cars.com is an online vehicle research site that offers car shoppers information on new and used vehicles as well as listings of available vehicles at nearby dealerships. Essentially, we're the entry point into consumers' car shopping experience.

However, our business model is not like a typical consumer product or service. We don't actually sell cars or negotiate loans for buyers. We don't make money by the number of people who visit Cars.com or whether they end up buying a car. In addition to ad sales, the majority of our revenue comes from dealers paying us to list their inventory on our site. The more shoppers we get from our site onto dealer lots, via email or phone, the more likely dealers will list with us. So Cars.com actually has two distinct customers – the consumers shopping for a car and the dealers who are relying on us to deliver the buyers.