Several factors motivate dealers to implement a BDC. Some of those factors include their customer base, sales lead volume, advertising dollars spent and basic trust. When you combine the force of the four factors: Effectively Mine Current Customer Base, Effectively Handle Sales Lead Volume, Effectively Spend Advertising Dollars, and Trust; it usually becomes a question of why haven’t you already implemented a BDC, not a question of should you implement in a BDC.
Business Development Centers The Most Accountable, Measurable Department –a true BDC is to maximize the effectiveness and profitability of marketing efforts. This is done by well-trained (and managed) BDRs through effective communication skills and rapport-based influence and persuasion. From my experience, the telephone is the “front line” of the car business. First impressions create perception and we all know perception is 99 percent of reality.
A BDC is designed to transmit a sense of ease, comfort, trust, excitement or urgency and should validate the choice to visit the dealership. A successful BDC is built on a foundation of commitment, processes and skills—not scripts.