The prospect of the automotive business development center is appealing, with the promise of an appointment generation machine that will supercharge your sales floor. That said, building and sustaining a successful BDC is a difficult process for every car dealership. The processes that need to be implemented and the staff that need to be hired present unique problems that dealers have to overcome.
My own experience has been meandering. When I first hired my first BDC rep, I had no idea what I was doing, as I had very little guidance on what to look for. Luckily my first hire turned out to be a superstar, but that was just a roll of the dice. As I scaled the BDC to three members, I started to face new difficulties, and at the same time, I found very few resources available to learn from others.
That’s why I started Car Sales Story, to provide a home for automotive training, with an initial focus on automotive BDC training. Recently I’ve expanded into providing online courses, with my first one being “Mastering Your Lease Portfolio.”
Now, in the last 14 months that I’ve built that site, I’ve faced a deluge of the same questions over and over again. This article is designed to address those common questions, as addressed in the recent Refresh Friday.
Question #1: How Should BDC Reps Handle Out-of-State Leads
Out-of-State leads are fantastic opportunities to make profitable car deals. That said, there is generally not an opportunity to set an appointment. Since I recommend paying BDC reps both on appointments set and cars sold, this should not be a problem! The BDC rep should contact the out-of-state lead, discover the needs, and present the opportunity to a sales manager. If the customer becomes a deal, then the BDC representative should be paid on the sale.[Read more…]