Start BDC with Sales or Service?

[Jim Steele]

Would it make more sense to get the BDC off the ground by working with service department customers instead of sales? We would be working with customers who already have a relationship with the dealership. Appointment show rates should improve along with sales and make the cost of the BDC easier to justify.

[Karen Ann]

Good thought.

Booking sales appointments is probably more rewarding for the BDC though. Have you ever heard a Service Advisor say "Thanks for that appointment".

Try BDC calls & appointment setting for guests that didn't purchase warranty or pre paid maintenance (or either are expiring) if you'd like them to nurture current relationships.

[JoniS]

In many ways, the service aspect is much "easier" to tackle then the sales portion. However, I dont believe you are ever working to your potential... if you focus solely on one side.

In other words -- take the service as a main focus; however part of the reps responsibility must be to also generate selling opportunities. If not, they are working with "blinders on"
let me know if this isnt clear; or more importantly... let's dialogue more on this!!!

[JoniS]

Its very important that we all keep a focus on both sales and service... ever step of the way.
We need our BDC team to be focused on
HOUSEHOLD OWNERSHIP...
by that I mean.
Go back to your past months sold customers... find out who are all the drivers in the household and how to reach them.. then contact each one.
Offer a greatly reduced "oil change special" for being a household member of a recent purchase.
Then find out "down the road" what the may want to buy; and..... WHO DO THEY KNOW, that may need our assistance now for sales or service.
.... In other words
its not a "sales or service approach"
its an effective combined effort!!!

[JoniS]

Its very important that we all keep a focus on both sales and service... ever step of the way.
We need our BDC team to be focused on
HOUSEHOLD OWNERSHIP...
by that I mean.
Go back to your past months sold customers... find out who are all the drivers in the household and how to reach them.. then contact each one.
Offer a greatly reduced "oil change special" for being a household member of a recent purchase.
Then find out "down the road" what the may want to buy; and..... WHO DO THEY KNOW, that may need our assistance now for sales or service.
.... In other words
its not a "sales or service approach"
its an effective combined effort!!!

[JustBob]

The purpose of a BDC is not to accumulate thanks. It is to contribute to the bottom line of the dealership. Develop a method of tracking the Gross Profit on the business you generate. This information well presented to management will go much farther then a thank you.

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Have a tremendous day
Bob Britting

[JoniS]

Obviously,
thanks...is not the "objective"
But it doesnt hurt along the way!

A strongly created BDC is 110% about generating revenue!
that is why 30-40% of every sold appt is referral based or self generated -
do you have a BDC now?