If you’re like most dealers I speak with lately, you’re either looking to add a Business Development Center (aka BDC) or trying to find ways to make your current BDC more successful? If so, then there are just a few simple “must haves” that are truly non-negotiable if you’d like your BDC to succeed today and over the long term.

MUST #1: BDC’s Must be Profit (not Cost) Centers

The primary reason BDCs failed in the past is they simply weren’t very successful at…

What is an appointment worth?

There are a lot of ways to answer this question in the minds of many dealers. In my mind, this is a question about math.

The average dealer closes at least 60% of appointments that are set with the customer via the phone.

That same dealer averages at least 2k per copy…

People like acronyms, they always have. Acronyms are easy to understand.

I want to talk briefly about the acronym - “S.E.O. “. This has been the most common "word" found in subject lines, in every dealer’s email inbox this year. It is a very misunderstood word lately, it doesn't mean to "get customers" . It’s fun to say - and hip to talk about, but what does it mean?  

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OK.... here it is....  the vast majority (and I know you may be the exception!) of talented Sales Reps, and Sales Managers flat out suck on Sales Calls. Don't throw rocks at me yet....

The most common successful Sales Rep is a great influencer.... super at helping customers make good choices and delivering units. In fact, if it weren't for the common disease we seem to share (and I come from the floor), A.D.D., we would all be lawyers. If it weren't for our other…