While car sales and football don’t have a lot in common, right now many dealers are practicing what many football teams do when they’re trying to hold onto their lead until the end of the game—the prevent defense. A team with a solid lead will just try to protect that lead rather than going on the offensive to score more points. Unfortunately, this tactic often causes the team to lose because they were playing too carefully.



However,…

As in any department, there are best practices that can be implemented in a business development center (BDC) to help ensure success. Over the years, I’ve developed a long list of best BDC practices and here are 12 from which every BDC can benefit:



1. Daily Team Meetings – Start each day with a team meeting to monitor all goals, update everybody’s average production recap report and warm up prior to going live on the…

Skills are what will separate your dealership’s business development center (BDC) from what customers consider the stereotypical car-buying experience to be, and skills in the BDC revolve around understanding, alignment and communication. Skills can make your dealership stand out from all the other stores in your market.



A BDC should make people feel comfortable and excited about the dealership at the same time. To do that, it’s imperative…

A business development center (BDC) is a dynamic entity that needs to be able to expand and contract. Sometimes it’s necessary to expand in one area while simultaneously pulling back in another. For example, you may need to cut back one lead source and simultaneously increase the number of leads from another source.



When it comes to growth, there are different reasons to expand and several methods of expansion. When BDC ROI reports…

By the time you are at the point of considering how you want to compensate your business development center (BDC), you have committed to the

program and have decided what type of BDC you will have:



• a large, full-service BDC that includes customer service

representatives (CSR) who will team, you have committed to the

set service appointments and conduct CSI follow-up



•a small BDC that only handles sales…

I believe training should happen in every department, every day. If you have a business development center (BDC), it should be mandatory! Contrary to popular belief, training doesn’t have to be a complicated affair. Ongoing, daily training does produce results.



Why do we train our BDC personnel? Because we need to bridge the gap between the sales department and the BDC, and the easiest way to do that is by properly training both sides. The…

Before you can hire, you have to recruit and that doesn’t mean just placing an ad in the local paper. Recruiting for a business development center (BDC) is serious business because these individuals will represent your dealership to the community. They will be your voice, your first impression. If you hire the wrong people, you could inadvertently ask prospects to shop elsewhere.



I am assuming you have already hired an outstanding business…

Often, when dealers are contemplating starting a business development center (BDC) in their dealership I am asked, "Who should run the BDC?" The question I should pose to that dealer is: how good do you want your BDC to be? A business development manager (BDM) is directly responsible and accountable for maximizing sales and profitability of the BDC to agreed levels of performance. To achieve top performance, you have to hire top talent.

Before…

I am told that in the early 70's, finance offices were not in every dealership. They were just beginning to pop up here and there. Today, almost every dealership has a finance department that is responsible for their own production separate from the sales department. A similar thing started happening a few years ago with Internet departments. Now many dealerships have Internet departments separate from the traditional sales staff. Today, business…

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In today's market, many dealerships are leaking money. They are unknowingly minimizing, rather than maximizing, the effectiveness and profitability of their marketing efforts. The source of this leak is a brilliant invention more than 130 years old. It is also the instrument used for endless marketing efforts, oftentimes by some of lowest…