Pub. 15 2016-2017 Issue 1

N E W J E R S E Y C O A L I T I O N O F A U T O M O T I V E R E T A I L E R S I S S U E N O . 2 , 2 0 1 6 12 new jersey auto retailer BY DAVID KAIN How To Maximize BDC Effectiveness & SELL MORE VEHICLES Focus 1- Create a Compel- ling Vision and Achievable Goals By establishing your vision and goals, you will be in a position to know where you want to focus your efforts and those of your BDC team. An effective team operates best when they understand where the boss wants to go. This culture- defining exercise is essential, and with- out it, most BDC operations will never reach full potential. Vision: When considering your vision, it is wise to start thinking ahead. Ask yourself what your dealership should accomplish in a year if your BDC works as expected. For example, “If my BDC works as expected, our dealership should realize more vehicle sales, lower cost of marketing, increased market share, and greater profits.” It is also important to determine the roles and responsibilities of your BDC Team. You can use the checklist below to make this exercise easy: What Roles and Responsi- bilities Do You Have in Mind for Your BDC Operation? Inbound Phone Calls □ Inbound Sales Calls for General Inquiries □ Inbound Internet Sales Calls □ Inbound Used Vehicle Calls □ Inbound Parts Request Calls □ Inbound Service Appointment Calls □ Inbound Service General Question Calls □ Other ______________________ Inbound Internet Requests □ Inbound Sales Requests for General Inquiries □ Inbound New Vehicle Requests □ Inbound Used Vehicle Requests □ Inbound Parts Requests You can’ t hope for BDC success. You must make p l ans and have expect at i ons . So how do you create and operate a successful BDC?