Since most sales start in the BDC office, it just makes sense to ensure your BDC manager has what they need to do their job correctly. There is a lot of pressure on the BDC manager to fill up the sales board, and while some dealerships make it work, a lot of them still struggle. Just like mechanics, BDC managers have tools to help them do their job, and without the right tools, how can you expect them to be successful at what they do? You can’t. They need a lot more than a phone and an internet connection to drive traffic through your doors.

Rather than trying to sell the cars themselves, it is important for your BDC to focus on selling appointments. The more appointments they sell, the more appointments they set. The more appointments set, the more showroom traffic and opportunities there will be for your salesmen to do what they do best, which is to sell cars. 

There is definitely a process involved when selling and setting appointments for dealership visits. To be successful, your BDC needs organization and structure. There are many hurdles the BDC has to jump through to ensure that they are setting solid appointments that actually show. 

Here are a few topics Marble Finance will touch on during BDC training

-Response Time-Stopping The Clock

-Lead Handling

-Email & Text Templates

-Phone Scripts

-Mystery Shops