Is your BDC working?

Transcription

1 Is your BDC working?

2 Introduction & Background 29 years proven automotive consulting experience Recognized as our industries leader with regards to Effective BDC Processes Provides perfected actions plans to ensure success Presents a comprehensive process to ensure a minimum of 30% dealership growth

3 What is the foundation of a strong BDC? Setting Best Practices Creating a Team Atmosphere ESTABLISHING A STRONG NEED FOR LEAD GENERATION COMPENSATNG NOT BY LUCK BUT BY DIRECTED EFFORTS ENTERTWINING A STRONG PRESENCE BETWEEN SALES AND SERVICE ENSURING ALL DEPARTEMENTS WORK EFFECTIVELY TOGETHER SHARED & EFFECTIVE REPORTING

4 What is a BDC? Primary focus is within the area of DEVELOPMENT. An Effective BDC has a solid foundation that focuses within the areas of: Immediate unsold showroom contact Contacting of every past unsold lead Immediate and consistent solid client contact Immediate contact to every internet opportunity Efficient and effective handling of all inbound sales calls Verbal prospecting at the end of every positive conversation Bridging the gap between service to sales Providing a consistent level of customers to both the showroom and service drive Eliminates the question of achieving daily objectives

5 Setting the Right Standards BDC Team Members must have very clear performance standards: Hourly outbound contact of 17 dials; resulting in 3 contacts live; 1 appointment Part time shifts ideal 6 hours Shared Leads = eliminating individual lead ownership BDC Manager s role within a required LIVE T.O. Understanding the 45 minute rule

6 Establishing Effective Compensation Plans BDC Manager Base wage plus commission for: Show Ratio minimum 50% Individual Rep performance Self Generated Sold Appointments Overall dealership growth Lead Rep Receives an elevated hourly compensation and standard bonus Also, receives an extra bonus for the entire team hitting monthly goals BDC Reps Hourly Base Commission for SOLD appointments only Standard to pay the lesser amount for hot leads that purchase. Hot leads are defined as someone who calls-in, walks-in or s-in (within the past 90 days) Self-Generated Opportunities: referrals, over 90 day lead solds, orphans, service to sales, equity, etc.

7 Priority of Contact BDC Team Members Respond IMMEDIATELY To every fresh internet lead, phone up Contacting unsold showroom traffic within 1 to 2 hours of departure Missed Appointments Confirm every appointment set (more than 1 hour in advance) Recent Sold customers Past Solds Service Customers for tomorrow s appointments OwnerConnect-llc.com Service to Sales Orphan Owners Equity campaigns Target marketing THE LIVE & CONSTANT T.O.

8 How do you Sell without a BDC? A BDC supplies you a guarantee of traffic. Without solid and confirmed appointments, how can you ensure you will meet your goals? Showroom traffic has shifted to virtual traffic. 50% of the sales appointments will show and 50% will buy 98% of the service appointments will show and service Build your business model by ensuring the confirmed appointments for each department A non-appointed opportunity is a blessing and a rarity Set a solid business plan from what you can control

9 What are signs of ineffectiveness?: POOR EXECUTION TO VIP PROCESS LACK OF CRM USAGE WARNING NOTES: BDC DO NOT CALL BATTLE GROUND IN SALES MGR MEETINGS US AGAINST THEM MENTALITY CONSUMER CONCERN CALLS

10 Reality An effective BDC will generate a minimum of 20% growth With a realistic growth pattern of over 40% It takes patience. A BDC is not something that is tried Once BDC best practices are introduced --- DON T CHANGE THEM!

11 How do you Compete Today? If you develop an effective marketing campaign - your competition will duplicate it. Immediately An effective BDC is a silent powerful advertising weapon Create your formula: take the # of sold s needed, and do the math!

12 TIME FOR QUESTIONS! How may we help? 1590 West Algonquin Road, Hoffman Estates, IL T E [email protected]