BDC Manager and Rep Pay Plan Examples

I've been asked this question so many times, so I decided to put together my own personal guide to share. Do with it what you will. Accept it, challenge it, modify it, it's at least a starting point. It's attached as well. Enjoy!

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BDC REPS:


APPOINTMENT/SOLD PLAN
$10 - $12.50 per hour, OR full-time at $400/$500 salary $10 appointment shows + $20 sold = total $30 per unit sold Based on: Leads: 100%
Appt Set: 40% of leads
Appt Show: 65% of Appt Set
Sold: 50% of Appt Show


EXAMPLE:
300 Leads
120 Appt Set (40% of leads)
78 Appt Show (@$10 per show = $780) (65% of appt set)
39 Sold (@$20 per sold = $780) (50% of appt show)
13% Close Rate


1 REP PAYOUT:
COMMISSION PAYOUT: $1560
SALARY PAYOUT: $500/week X 4 weeks = $2000
TOTAL PAYOUT PER 1 REP: $3560 ($42,720 per year)


2 REP PAYOUT:
COMMISSION PAYOUT: $1560 / how many each rep appointed and sold
SALARY PAYOUT: $500/week X 4 weeks X 2 Reps = $4000
TOTAL PAYOUT: $5560 ($66,720 per year between 2 reps)
TOTAL PAYOUT PER REP (assuming they sold same amount): $2780 ($33,360 per year, per rep)


SOLD PLAN
Same as above, except no payout for appointments set.
$40 per sold only.


EXAMPLE @$500 per week:
10 units sold: $400 + $2000 = $2400 ($28,800 per year)
20 units sold: $800 + $2000 = $2800 ($33,600 per year)
30 units sold: $1200 + $2000 = $3200 ($38,400 per year)
40 units sold: $1600 + $2000 = $3600 ($43,200 per year)
50 units sold: $2000 + $2000 = $4000 ($48,000 per year)


MANAGERS:


BDC Manager – Per Sale Pay Plan (HIGH & MID-VOLUME STORE)
1-50 sales: $30 per sale
51-100 sales: $35 per sale
101-150 sales: $40 per sale
151+sales: $50 per sale


Base Salary: $30k-$50k


LOW: $33,600 per year @10 units per month
HIGH: $140,600 per year @151 units per month
AVG: $87,100 per year


BDC Manager – Percentage Pay Plan (MID-VOLUME STORE)
Internet & Phone Leads:
10%-25%: $500
26%-35% of business: $1000
36%-45% of business: $1250
46%+ of business: $1500


Just Internet leads:
5%-10% of business: $250
11%-20% of business: $500
21%-30% of business: $750
31%+ of business: $1000


Base Salary: $30k-$60k


LOW: $33,000 per year @5%-10% of business per month
HIGH: $78,000 per year @46%+ of business per month
AVG: $55,500 per year


BDC Manager – Salary Pay Plan (LOW VOLUME STORE)
Base Salary: $35k
Monthly Bonus Structure TBD by GM/GSM: $0-$500


LOW: $35,000 per year
HIGH: $41,000 per year
AVG: $38,000 per year

  

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Comment by Mike Myers on September 2, 2015 at 9:43pm

Thx :) I guess it depends on a few things like how the store does with gross, do they use an F&I dpt for smaller stores, etc. To give you something, I'd say a low volume is under 50 units. Mid volume 50-100, and high 100+. Not sure if this answers your question, but I hope it helps.

Comment by Thomas Ehrlich on August 28, 2015 at 3:20pm

Mike:

Nice article. We often discuss here at our store different types of pay plans for the BDC. What do you consider (in terms of units) a low, mid, or high volume store?

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