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Comment by Mr. Natural on March 26, 2013 at 4:29pm

I'll share something with you Frank...If you listen to the numbers most of  these guys are spitting out you are gonna' end up crying under your bed every night. I wouldn't believe most of it. They are dream numbers and for the most part unatainable...See where you are at, set some goals for yourself, and hit the bricks.  You'll find where you are. From there, aim higher!!!

Comment by Barrett Schrader on March 26, 2013 at 11:16am

I think Frank is overwhelmed already 

Comment by Joe Webb on March 26, 2013 at 11:13am

I'm in agreement with Grant also.  If you are showing over 200 cars in stock, you should be generating over 200 total lead opportunities, if properly merchandised, advertised and optimized.  Including service, this could likely be handled with 2 ISMs or 2 BDC agents.  And the only benefit of the BDC agents is the fixed ops side, response time, phone call handling (if trained), and the ability to make ongoing walk-in follow-up calls on behalf of salespeople.

What are your needs for the BDC and we'll know the structure.  Lead count can dictate structure, but in your case, you have options.

Comment by Mathew Koenig on March 26, 2013 at 11:07am

Grant - I agree 100%

Comment by Grant Goering on March 26, 2013 at 9:55am

Nothing like a Tuesday morning debate to get the blood moving.  Frank, please post the reasons for the BDC that you want to start.   BDCs are not for everyone and setting one up without the proper expectations and support will doom it before it starts.

Joe Webb is worth investing if (and only if) you are doing it for the right reasons.  I think that statement should apply to all consultants/trainers/gurus/etc.  

BDC is a culture.  Culture without commitment will produce failure time and time again.  With your small inventory you may be better off with dedicated ISMs for the front end and a couple of Service Appointment Setters who answer phones and market to lost service upsells.  Only you can decided what is best for your needs.  

Comment by Joe Webb on March 26, 2013 at 8:59am

The key to BDC success is the people you employ. The very same could be said about every department in a dealership.  Successfully-minded people find a way to be successful.  Even though I don't always agree with everyone on these posts, I can never disregard their ability to have been successful.  Your BDC starts and ends with the hiring.  The performance-based pay plan, technology, and role-playing habits are all by-products of smart hires.

Allow me to ask, Frank, have you already hired your team?  If not, I'd be happy to give you a job description for  them to help you evaluate their legitimacy as candidates.

And again, Frank, please disregard my little rant with Mat K.  He and I have known each other for a LONG time so he knows I can get a little wired on topics and give public ribbings on threads where maybe I shouldn't.  While I won't lie and say it's all in good fun, I will say that it is completely with harmless intent and Mat knows that.  Now let's get you to answer some of these questions all these folks have asked and we'll set you up with a gem of a BD department.

Comment by Ron Rozier on March 26, 2013 at 6:31am

Frank you have had some good advice here and some bad advice. Do your homework first before you do anything.

This is an area that can be a little tricky. But let me give you some advice from a dumb ole country boy that has been in your shoes before. Take all this advice and print it out and go over it. Divide it up into 3 parts, A: Makes Sense. B: is just plain stupid: C: Needs more information. Next outline why do you feel you need a BDC, then outline what your goals are with the BDC, is it to keep from losing business? or is it to go for an huge increase? Or do you only think you need a BDC because your sales and management staff is not able to do it's job.As one writer stated, you have about 52 pre-owned units and 160 new units in stock, so I assume you are selling about 120 units a months and your new heavily out weighs your pre-owned.

One other writer stated a truth fact, that there are too many frauds out there claiming to be consultants and many others are simply rehashing materials that are years behind the curve.

Again, take your time and make an informed decision, like I said earlier even I am not an BDC Consultant, I have managed dealerships were we had to have a BDC department and they were super succesful, but they were not without their problems. Do not let anyone fool you, properly training your people on how to sale on the internet and the phone is key to the BDC department. If I can help i advising only, because I am strictly a management and sales process consultant , please feel free to call me. 484-881-2407, oh and no charge

Comment by MANNY LUNA on March 26, 2013 at 1:10am

Frank Ramirez Jr. Question you have 60 used cars in stock and 160 new. How many cars is the store selling right now?

How many internet salesman do you have?

How many cars are they selling each?

Are you also selling?

How many Leads total that are coming in your CRM?

I can help you with free advise and give you some tips and tricks. 

I don't want to boast, I just have only 27 years in the biz and ran and built internet departments.

And if I shared the numbers we did, nobody would believe them:) 

BONUS:

Get professional support Free!

Comment by Jason Mickelson on March 26, 2013 at 12:33am

Thank you Joe for the truth syrup and the kind remarks.  I would agree with everything you said and as always, you have my support.  Great video by the way. 

Frank, if you really want ideas on how to grow your BDC operation, consider writing out facts about your dealership.  For example: Lead count, your current staff and experience, perhaps your background (we wouldn't want to bore you with basics if you know them all), compensation budget for your team and the dealership's goals for this department.  Often, expectations are laid out after the fact.  To avoid an ugly meeting with the person in charge, I recommend drawing up this plan before you have a staff comprised of the wrong people doing the wrong things that are not accomplishing the dealer's expectations.  Perhaps the experts like Joe Webb and others will offer free advice right here for the world to see.  This may help you avoid some of the mistakes others before you have had to learn the hard way.  Best of luck on your journey!  I look forward to reading more.      

 

Comment by Mathew Koenig on March 25, 2013 at 11:01pm

Totally understand Joe. My rant wasn't aimed at DealerKnows though :-)
I've known of you for a while and one of my clients in Kalamazoo has nothing but rave reviews for you guys. Have a good week brother.

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