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The Main Reasons Why BDCs Fail & How to Overcome Them, Grow, and Prosper (Room W204A)

11 Apr 19
10:05 AM - 10:55 AM

Tracks: Dealer Ops & Management – ALL, Dealer Ops & Management (Hiring / Retention), Sales / Variable Ops (ALL), Sales / Variable Ops (Customer Experience), Sales / Variable Ops (Management)

When failure is a real possibility, what can you do to avoid disaster? When firing on all cylinders, a business development Initiative is a valuable asset to any automotive dealership. There are, however, numerous pitfalls that can doom the initiative to failure. There is often conflict between the business development team and the sales department. Unless there is full buy-in from senior leadership and managers, there will be friction between the two departments. Instead of seeing the big picture where working together with common goals results in more sales with greater gross helps everyone, many in sales feel they will lose personal revenue. This is just one of many hurdles to overcome. This session will focus on identifying these obstacles to success and point the way to overcome them, add to the bottom line, and create a culture of business development throughout the organization.

Primary Learning Objectives: 
  • Identify obstacles to a business development initiative’s success, and learn how to make peace between departments and create a business development culture to improve the customer experience.
  • Explore key performance indicators and what is achievable by looking at real-world results from BDCs performing at a high level. Learn how to increase activity volume and contact ratios, as well as benchmarks for top 10% and top 50% dealerships.
  • Learn how to find the right people (and how to compensate them), policies, and procedures, and use real-time monitoring to improve BDC effectiveness and reduce turnover.