BDC 1-DAY WORKSHOP: INCREASING DEALERSHIP PROFITS
Turning Your BDC Into A Profit Center
This is an A-Z on how to implement a BDC; we will discuss Process, Staffing, Education, Compensation, Expectation Levels and the key characteristics for performance on a day to day basis.
Your training begins with understanding the fundamentals of what a Business Development Center (BDC) is and why it's guaranteed to work. After the break, you'll learn about accountability. Everyone and everything will now be accountable. After lunch you gain insights into why the manager is the key and we'll show you what it takes to create that "perfect manager". BDC Staffing is next on the agenda followed by the physical layout of the center. Next you'll learn about comprehensive testing and certification followed by on-going training for long term results. After a 15 break, you'll learn the 12 steps to a successful BDC implementation and why they are so important. Lastly the game plan for implementation is reviewed.
All of our In-House training programs can be customized for your specific needs.
To sign up for our BDC Workshop,click here. Contact us for more information about our BDC Workshop,click here.
Total training time: 6 hrs
Understanding A BDC ( 9:00-10:30 )
- You can't put a square peg in a round hole
- Effective in any size dealership
- Biggest Profit Center Since F & I
- The ultimate in sales accountability
- Sell more units with fewer salespeople
- Turn your ad dollars from expense to investment
- Dramatically increase your phone-up sales, b-back sales, repeat & referral business, as well as increase your service business & CSI
- Software - web site
- Purification of owner base
Break ( 10:30-10:45 )
Accountability ( 10:45-12:15 )
- Phone
- Floor
- Internet
- Owner Base
Lunch ( 12:15-1:15 )
BDC Management ( 1:15-2:45 )
- Why the right BDC Manager is 90% of your success
- BDC Manager profile and where to find the right person
- Compensation
- Integrating the BDC Manager with your sales management team
BDC Staffing
- Choosing BDC functions (phone-up, unsold showroom traffic, prospecting, owner follow-up, etc.)
- Hiring the proper amount of BDR’s for each function
- PROFILE THE PRODUCTVE BDR
- Avoiding hiring mistakes and successful sales ads
- Hours of operation
- Compensation plans that motivate BDR's to hire levels of performance standards
- Sales secretary – their function and why BDR’s need them
Physical Layout
- Location
- Size of room
- Equipment required
- Integrating / Creating your computer database
- On property vs. off property TRAINING
- Ongoing TRAINING BDC Representatives
- BDC manager
- Certified sales people
- Dealership management
- Comprehensive testing
- Dealership standard for your own certification
- On-going training for long term results
Break ( 2:45-3:00 )
12 Steps to Successful BDC Implementation ( 3:00-3:30 )
- Defining areas of activity
- Setting up 100% floor up and phone-up accountability
- Preparing dealership database
- Integrating Dealership database and BDC format
- Choosing a BDC management candidate
- Evaluating staffing requirements
- Building your room
- Recruiting, hiring and training your BDC manager
- Developing your business plan with your BDC manager
- Setting standards of performance for all BDR’s
- Recruiting, hiring, and training BDR’s
- Maintaining training, maintaining standards
Review Game Plan For Implementation ( 3:30-4:00 )
Remember: All of our In-House training programs can be customized for your specific needs.
To sign up for our BDC Workshop,click here. Contact us for more information about our BDC Workshop,click here.
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