Advice needed

Im starting a BDC department and I need some advice on some different techniques i can use to make this operation successful. any advice?

6 members like this

Comment

Comment by Randall Welsh on March 25, 2013 at 7:02pm: Ron makes a valid point. Determine the need first. Be aware of programs in place that may do the bulk of the work automatically in the background. Then if you trim the BDC number of employees, now they can focus on what is really important. Retention, leads, declines, and those non responders or lost souls.

rwelsh@cimasystems.NET

Comment by Henry J. Doig on March 25, 2013 at 6:46pm: Frank,

Get your building blocks together first. What leads are coming your way right now. Who do you have handling them and how many. How will you track your leads? What type of lead management system are you going to use? How will you assign your leads? How much do you have budgeted for your leads? How will you hold your people accountable? What type of job description do you have in place? What do you sell now without a BDC department? What is your forecast with a BDC? Line up a realistic business plan that you can execute or look for outside help. Doing it right is all that matters, playing at it will drive you crazy! Go to Automotive Digital Marketing and see what Ralph Paglia has there, use to have some pretty decent doc's,BDC mamanger pay plan and ISS job description.

Hank

Comment by Jason Mickelson on March 25, 2013 at 6:45pm: Is prayer out of the question? New and/or experienced people need God on their side because this is a tough job even if you know what you are doing. Simply calling people on the phone is the first step, but that is only the beginnning. Rule #1 is help people when you have them on the phone or email with them.

Also, our numbers show that 1.5 out of 10 phone calls will be answered. That is assuming that you are making 3 calls a day for the first several days and calling your customers who you previously engaged. My advice, set up 3 times a day to call your new leads that you have not contacted. Do this for five days after the lead arrives and then try every other day for another week. Make sure to leave a message once a day. We will call them once a week after that until day 90. There is not a magic way to skin this cat. Study the questions you ask and keep trying!

Comment by Barrett Schrader on March 25, 2013 at 6:28pm: Tommy,
Ah makes more sense now!
Well if you're ever looking for professional help we work all over your area as well as hold BDC Boot Camps right outside of Charlotte.
Make it a great month end!

Comment by Tommy Russell on March 25, 2013 at 6:24pm: Barrett,

1 ISM, 7 salespeople, 4 BDR's for sales and service. All full time.

Comment by Barrett Schrader on March 25, 2013 at 6:17pm: Tommy, are those Full Time employees? You seem overstaffed.
Each Rep should make at least 100 outbound calls, speak to 30-40 customers and generate 8-10 appointments per day which we know half will show- those results from 12 people would create some major results!

Comment by Tommy Russell on March 25, 2013 at 6:11pm: Frank,

I'd be more than happy to help. We have a 12 person BDC that sells 150 units a month cradle to grave. You can reach me at 843-553-1000 ext. 420.

Tommy Russell

GSM

Hudson Nissan

Comment by Mr. Natural on March 25, 2013 at 6:04pm: It's all about the basics. If you have leads or not, the basics are the same. Evaluate and answer the leads(if you get leads) Make phone calls, send emails, engage the customer. don't talk about price or provide foundation for objections. Start a dialogue, make a friend, build trust, set the appointment. Don't buy anything, get the basics running first. Go well!!!

Comment by Ron Rozier on March 25, 2013 at 5:55pm: Frank the first you really need to determine is if your dealership reallyneeds a BDC department. It is just my personal opinion but some smaller dealerships do not need a fully staffed BDC department. However if you really feel that you dealership has a real need to have a BDC I would highly recommend hiring a qualified BDC consultant, it will cost you less in the long run to set up the BDC right the first time. I am not a BDC professional, my expertise is more in management and sales process management. But if you want some ideas from an old school car guy that has had very successful BDC's,. please contact me and I will try and help you anyway I can.

Comment by Barrett Schrader on March 25, 2013 at 5:52pm: Get Help and don't try doing it on your own!