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internal_vs_external_bdcs

Many people assume that because I work with a company that provides BDC services, that I’m against internal BDCs. That’s actually not true. In some instances, it makes sense for a dealership to have an internal BDC.

Every dealership is different with its own unique processes and needs, so the decision really has to be made on a case by case basis.

Many dealers believe their in-house sales team should be able to handle all inbound and outbound sales calls, but not all salespeople possess the necessary personality traits to be successful on the phone, or they simply don’t have time to execute phone campaigns effectively.

The fact is, it takes an average of four attempts to get hold of a customer, and that’s with dialer software that predicts the best time of day to call. Most salespeople give up after two attempts.

Regardless of the reason, when calls are being mishandled or not getting made, it’s time to consider outsourcing to a BDC. Consider the pros and cons of using internal and external BDCs to decide which is best for you. Read More

Start_Improving_Inbound_Phone_Performance

Despite the increase in digital mediums for advertisements, calls to auto dealerships’ service departments have remained steady – and serve as the second most common form of initial contact with dealers.

While most dealers focus on bigger ticket items like new and used car sales, the service department should not be put on the back burner. The service department isn’t only a way to get new customers to your dealership, but also great retention and referral opportunities.

Recent inbound automotive call data published from a sampling of over 106 million phone calls over four years shows that over half (54%) of all inbound calls to automotive dealerships are revenue-winning opportunities.

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End_of_month-crunch

Do you ever wonder why dealerships and consumers alike are all programmed to buy cars at the end of the month? Asking how this happened is like asking which came first, the chicken or the egg. For sales teams and managers, the end-of-the-month crunch is a grind.

When it’s over, it’s natural to relax a little before diving into the new month. For consumers, all the commercials and pressure to buy are pushed out towards the end of the month, so many of them are programmed to know they can get a better deal if they wait.

Then there are the manufacturers, who throw out additional incentives towards the end of the month to keep managers and salespeople motivated.

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Webinar Straight Talk On BDC Strategies

Is your sales staff making enough phone calls to keep your pipeline full of leads? Has your manufacturer ever mandated the use of a BDC service? Or do your service advisors spend too much time on the phones, and not enough face time with your customers? It’s time for some straight talk about BDC strategies you should be using to grow your business.

Business development centers (BDCs) are a proven method for increasing sales opportunities, service appointment volume and improving customer satisfaction, yet many dealerships have used both internal and outsourced BDCs with lackluster results.

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Differentiate_Your_Dealership

In an era when new vehicle margins are razor thin, it’s difficult to compete on price alone. The good news is you don’t have to. Although many customers claim that price is the most important factor when it comes to purchasing, we all know from experience that other factors weigh into the decision. 

When a customer is deciding where to purchase a vehicle, it’s important that your dealership has a powerful differentiator or message that sets your brand apart. If you’re a salesperson, the same concept applies. What do you do that others won’t do? 

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Successful_People_Prepare

This editorial appeared in the April 2017 edition of AutoSuccess Magazine.

As I was catching up with a group of colleagues, one of them used the adage, “I would rather be lucky than good.” I paused for a moment, and then without thinking, I blurted out, “Whoever said that must not have been very good to begin with.” They all looked at me with a familiar expression of sarcastic acknowledgment before one person took the brave step to ask me to explain myself.

While the tone in my answer may have seemed a little cocky or overconfident, my answer and belief in the lack of luck are deeply rooted in preparation. I am not one who hits a windfall — big wins through scratch-offs and raffles have escaped me. Sure, it would be nice to cash in on a big win, but the lack of a quick windfall doesn’t mean fortune hasn’t found its way into my life. I am certainly very fortunate and recognize that good things happen to me and around me. But good occurs because you do good things and put good things out into the universe. For me, those good things are steeped in a foundation of preparation.

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