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You might think you’re being nice or even driving incremental business when you allow your BDC to set soft appointments, but you’re not. In fact, you’re costing them and yourself money. Here’s how:
Many dealers I know created their BDCs by staffing them with a few of their existing floor salespeople and then paying them like floor salespeople (generally on the sold units). Their argument was simply that they needed knowledgeable people to be able to answer customer questions and that they only felt they should pay when this department sold a car. Wrong and wrong.
Today’s BDC is very different than the BDC of the past. Here’s how to make sure your current BDC turns over more profit, not more employees.
Did you know that there is a secret to setting firm appointments that will actually show up at your dealership? On-time? Most salespeople and managers don’t know what it is. Do you?