Hartville Golf Carts Case Study: From a Thanksgiving Launch to 98,000 Users a Year, a Small Ad Budget and a Rebuilt Sales Process

Hartville was running basic Google smart campaigns that produced low-end results: lots of clicks and impressions, not many real buyers. We rebuilt their advertising from the ground up. Across Hartville and its sister dealership, Mentor, the combination that has worked best is a Performance Max campaign running most of the budget alongside a tightly structured search campaign built on a focused keyword list.

Then we turned to what happens after the lead arrives. We rebuilt their CRM to automate the sales process and the follow-up on every inquiry, and added tracking and reporting so fewer customers are lost to slow or missed follow-up. We replaced "everyone does it their own way" with a structured, teachable, repeatable sales process, and every week we train the sales team on their numbers, find where each person is weakest, and work on it, so the dealership can sell more with the same number of leads and give customers a better experience.

On roughly $95 a day in total ad spend, the campaigns are producing about 110 tracked conversions a month, phone calls and lead actions, at around $26 each. The ad account is now one of the most efficient in our portfolio, on a budget that is modest for a dealership this size. A larger tracking overhaul is coming that will let us follow leads all the way through showroom visits and sales, so we can show exactly what each ad dollar returns.