GT Carts

A local golf cart dealer in Indiana, selling a four to five-figure product that closes at the dealership. We led paid media inside an agency team, on Google Search and Display, May to August 2026.

Buyers research online and buy in store, so the program had to hand the showroom ready-to-buy demand, not clicks. Broad rental searches had pulled budget for weeks with no conversions, while buyers were the real prize. Shoppers needed a clear path to pricing, financing and product detail before committing. And because the sale closes in person, success had to be measured on calls, directions and visits, not form fills.

We split the account by job: separate campaigns for brand, high-intent shoppers, competitor demand, service and rentals, plus Display prospecting. Bids were boosted on the towns that buy. About 25 in-market and affinity signals, a custom buyer segment and remarketing fed the bidding on every demand campaign.

A starved Display campaign was reopened, and the zero-conversion rental leak was closed with tight keywords and negatives.

From May to July, monthly impressions went from about 24,000 to 258,000 (10x), monthly clicks from about 2,936 to 7,769 (+165%), and conversions rose 39% month over month heading into peak season. The reopened Display layer ran at $0.09 per click.

Over the trailing three months, 2,921 high-intent buyer actions came in on about $12,160 of spend, a $4.16 blended cost per action: 898 calls from ads, 738 store visits, 702 requests for directions, 494 brochure downloads and 89 financing enquiries.

Search cost per action stayed low at every stage: brand at $2.09, competitor at $5.19 and descriptive at $5.81, with a 22% click-through rate on brand terms. Every stage of the funnel had its own campaign and its own job, and the account was judged on the signals that close sales.