A sound Internet/BDC operation is a key component of every successful automotive dealership. The question is, what makes a sound Internet/BDC operation? When the NCM Institute decided to sponsor a dealership Internet/BDC training program earlier this year, we decided upon one of the recognized e-Commerce experts in the retail automotive industry, Automotive Internet Management(AIM), because we found their definition to be consistent with the needs expressed by our clients.

The operative words in my last sentence were “one of.” There are many recognized e-Commerce experts, some being generalists and some being specialists. However, in discussions with clients involved in our 20 Groups, who are using our Retail Operations Consulting programs, and who regularly attend NCM Institute classes, most said that what they need is to better understand Internet lead management (as oppose to lead development). These clients told us that their priority was to improve their Internet closing ratios, rather than increasing Internet lead volume. AIM’s “claim to fame” is to achieve world-class lead management effectiveness, and that’s why NCM selected Automotive Internet Management as its “specialist” training partner in presenting Bridging the Internet Sales Gap, one of NCMi’s newest training programs.   

NCM recently sponsored the first such workshop, and as the host, I was privileged to attend. Bill Phillips and Greg Elam of Automotive Internet Management began the workshop by saying, “We know the reason you guys are here is to learn how to deliver vehicles to 20% of your Internet leads.” They then went on to show the class exactly how to do that.  It was all about expectations, process, activities, measurement, inspection, and yes, in a nutshell…Accountability Management. All of this training is focused on what needs to happen after the electronic lead hits the dealership. Bill and Greg did a great job of “downloading their brains” to the audience, without making it a sales pitch for AIM's services.

The response by those attending this program could not have been more positive. As a result, NCMi has scheduled another Bridging the Internet Sales Gap workshop for November 7^th and 8^th in Atlanta, Georgia. Because of the nature of AIM's program, seats are limited, so if you would like to enroll in this training program, please call Brandiss, Kara, or Cassie at 866.756.2620.