How Many Cars Should the BDC Sell Per Mth?
We have a full time BDC that responds to internet leads and sets appointments.
If we get 250-300 leads per month, how many appointments and sales should we expect?
Replies to This Discussion
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Permalink Reply by Keith Shetterly on -
Jackie, I have operated eCommerce efforts, including BDC, for over seven years now.
15% closing is commonly viewed as great and 11% is average. HOWEVER, I implemented a lead grading system and closed some lead classes much higher. 35% on the leads from our own web properties, for example. And so on.
Some people get higher results, and I'll let them speak to that. You can email me at keithshetterly@gmail.com if you want more info.
Keith
VP of Research, CAR Research XRM
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Permalink Reply by Steve Duff on
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Keith's answer pretty much is where we are at. Much depends on the lead source itself. Does it tend to produce high funnel or low funnel prospects? We get a ton of leads from Autotrader's Trade-in Marketplace, but they are generally much higher up in the funnel - they are in many cases just doing research on what their car is worth and may or may not be in the the market for a car. So those are closing only at 4-5%. Leads from our website chat provider close much much higher.. they are definitely lower in the funnel. Should we therefore turn off TIM? No way! Even though they close at a lower rate, we get a ton of them, and they are in our database for future marketing, both sales and service. And are a good source for buying vehicles. Each lead source should have enough merit aside from closing rate to warrant keeping them.
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Permalink Reply by Renee Staffieri on
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Jackie, I run an outsourced BDC and our percentage of appointments set to leads (all lead sources) range from 40-45%. Our showroom visits average 50-60% and sales averages 45% and in the case of two of our dealer clients, their sales average 60-70%. Feel free to email me if you have any questions renee@sunstarautos.com
Renee
SunStar Network
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Permalink Reply by Mike Warwick on
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Here are the numbers we aim for:
Lead to Set - 38%
Set to Show - 80%
Show to Sale - 55%
Overall Closing - 17%
250-300 leads should generate 43-51 sales depending on the quality of your leads. If you are getting more than 10% of your leads from Third Party lead providers, your sales will likely be lower.
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Permalink Reply by Elise Kephart on
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100 leads
80 contact
60 appointments
45 show
22 sales
200 leads, 44 sales
300 leads, 66 sales
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