Setting up a car dealership BDC is a big step into the future of the business, but there’s still plenty of work to be done. BDCs are incredible revenue generators, but your people will need ongoing training to keep their skills sharp. Industry trends are also a moving target, and that means editing phone scripts and improving strategies to maximize its value. 

That being said, your BDC should be designed to operate with minimal oversight. You’ve got a lot going on just keeping the…

Your new business development center is finally up and running! You’ve hired a great manager, and they’re already making a big impact on key metrics like lead generation, appointment set rate, and monthly sales numbers. 

Implementing this new strategy has been the best decision you ever made, but your BDC manager is not a miracle worker. They’re going…

Evaluating your dealership’s sales team performance may seem as simple as looking at the bottom line, but in today’s market, it’s actually a very complicated equation. The top competitors are utilizing every tool and strategy at their disposal to maximize revenue, including sales scripts, BDCs, and extending vehicle sales conversations to integrate other services and drive return business. …

The reports and spreadsheets that flood your desk are not the only tools you should be using while tracking sales performance KPIs. They are highly valuable, but do they really deliver the whole picture? 

Nope! Not by a long shot. And while receipt, phone, and internet surveys can help bridge the gap in some ways, they are very old-school and…

In the fast-paced, competitive world of car sales, the attitude of "I don’t care, do you?" has become all too common. This mentality is particularly disheartening for sales consultants who genuinely care about their job, their customers, and their success. However, the lack of proper training and resources can make it incredibly challenging for them to maintain that enthusiasm and dedication. This article explores the underlying issues and what it will take to bring about meaningful…

Your people are the heartbeat of your company’s success. Without them, your business would close tonight, but it’s not enough to simply keep them grinding toward monthly sales goals by dangling the same old carrots. Sales team motivation is built around shared vision, enthusiasm for the industry, the potential for career advancement, and achievable goals that translate to dollar bills in everyone’s pocket. …

In the world of car shopping, a common frustration has emerged among prospects: dealerships that can't be bothered to answer your questions but have no problem flooding your inbox with unwanted marketing emails. This scenario often feels like a slap in the face to customers who simply want straightforward information, only to be met with a barrage of automated responses. …

Let’s face it: every dollar you invest in your dealership needs to come with a return, and that goes double for the money you spend on boosting sales performance. As competition between dealerships is becoming ever fiercer, savvy owners and GMs are looking for new and innovative ways to increase profits with the most cost-effective strategies. 

There…

You wouldn't believe the horror stories I hear from friends and family about car shopping. But guess what? They're not the only ones. As a lifelong retailer, I've seen firsthand the internal circus creating such a frustrating customer experience. Here's a dirty little secret: a lot of the blame falls on lazy managers who simply don't care. …

As showroom traffic slowly drops and customer habits change, your sales team’s phone skills are becoming more important than ever for maximizing revenue and hitting monthly sales goals. Customer service, in-person appointments, long-term loyalty, and higher sales and service engagement are all critical benefits you’re relying on your team’s phone skills to…

When I recently set out to purchase a new car, I was starkly reminded of the vast chasm between the ease of digital browsing and the actual car-buying process. My career as a sales consultant had not prepared me for the frustrating reality faced by today's car buyers—a journey marred by outdated sales tactics, poor communication, and a startling lack of transparency. …

You’ve been going over your dealership sales team’s KPIs and it doesn’t look good. You’ve been spending on training, but nothing seems to work. What’s going on? 

It could be any number of things, but there are a few obvious places to start. In most cases, revenue opportunities are left on the table because of inefficient or dated sales practices that…

Are we still pretending that "unlock the [dealer name] price" is a treasure trove hidden on a dealership website? It’s 2024, and the cat is well out of the bag: most often, the price you see online is the price you get. Yet, the charade continues. Customers click through hoops hoping to reveal a special sales price, only to find it layered with conditional discounts—OEM Loyalty Cash, Military Savings, or OEM Finance cash—that may not apply to them at all. And let's not forget about…

One major component of any automotive Owner’s or GM’s due diligence is a constant and ongoing evaluation of your sales team members’ skills, growth, consistency, and quality of delivery. If you don’t invest in training upkeep, their skills slowly become outdated and develop holes, and that means one thing for your dealership: lost revenue opportunities. …

The days of selling at or above MSRP are numbered. What once seemed like an industry standard is now as antiquated as dial-up internet. Dealerships banking on extracting top dollar while delivering subpar service are finding their approach increasingly untenable. 

Today's consumers aren't merely purchasing a…

Picture yourself excitedly browsing a car dealership’s website and clicking on your dream car's vehicle display page (VDP). You're greeted by glossy images, detailed specs, and an array of options beckoning you to take the next step. Call us, chat now, schedule a test drive, apply for financing, or simply inquire — each button promises a gateway to your new car. But here's the catch: despite these myriad options, most roads lead to a dead end. …