Sales
A great automobile BDC (Business Development Center) sales center is built around one goal: turning every lead into a conversation, every conversation into an appointment, and every appointment into a sale. Selling the appointment and not trying to the car over the phone is our specialty.
1. Strong Leadership & Process
- A dedicated BDC Department who owns performance, training, and accountability
- Clear daily standards:
- Number of calls
- Texts sent
- Emails sent
- Appointments set
- Show rates
- Sold rates
- Written scripts and follow-up procedures
- Daily huddles to review goals and opportunities
2. Highly Trained BDC Representatives
Great BDC reps should be:
- Energetic and customer-focused
- Good listeners
- Comfortable on the phone
- Skilled at handling objections
- Trained on vehicles, inventory, incentives, and dealership processes
Training should include:
- How to build rapport quickly
- How to avoid sounding scripted
- How to create urgency without pressure
- How to ask for the appointment confidently
4. Modern Technology Stack
A strong BDC uses:
- CRM with automation and reporting
- Integrated texting platform
- AI-assisted follow-up tools
- Call recording and coaching
- Appointment tracking dashboards
- Digital retailing tools
Technology should help people—not replace personal connection.
3. Excellent Lead Response System
Speed matters. A top-performing BDC should:
- Respond to internet leads within minutes
- Use multiple channels:
- Phone calls
- Text messages
- Emails
- Video messages
- Continue follow-up for months, not just days
A good system might include:
- Day 1: Multiple contacts
- First week: Consistent follow-up
- Long-term nurture campaigns for unsold prospects
6. Appointment Excellence
A great BDC does not just set appointments—it creates commitment.
Best practices:
- Confirm appointments multiple times
- Send salesperson introductions
- Send vehicle photos/videos
- Provide directions and expectations
- Have the vehicle ready before arrival
Track:
- Appointment set rate
- Appointment show rate
- Closing rate from BDC appointments
5. Customer-Centered Scripts
The best scripts are conversation guides, not robotic statements.
Example:
“Hi, this is Sarah from ABC Motors. I saw you were interested in the SUV you looked at online. I wanted to make sure I answered any questions and see when it would be convenient for you to take a quick look and drive it.”
Focus:
- Help first
- Discover needs
- Schedule the visit
8. Professional Environment
A high-performing BDC center should have:
- Clean, organized workspace
- Quality headsets and equipment
- Positive energy
- Recognition boards
- Performance dashboards
- Coaching areas
Culture matters:
- Celebrate wins
- Reward improvement
- Develop people
7. Sales & BDC Team Alignment
The BDC and sales floor must operate as one team.
Important:
- Salespeople respond quickly when BDC sets appointments
- Managers support BDC efforts
- Credit is shared fairly
- Feedback is given on missed opportunities
10. Continuous Improvement
The best BDCs constantly:
- Review recorded calls
- Test new messages
- Improve scripts
- Study lost opportunities
- Coach every week
A world-class automotive BDC is not just a call center—it is a customer engagement and revenue generation department that creates a better buying experience while increasing dealership sales.
9. Metrics That Matter
Monitor:
- Lead response time
- Contact rate
- Conversation rate
- Appointment rate
- Show rate
- Sold rate
- Cost per appointment
- Revenue per BDC-generated sale
Our Pricing Structure: We price by the total daily activities ( on average ) a dealership has
under 100 per day ( 3000 per month ) only $2995 per month
100- 149 per day ( up to 4500 per month ) only $3995 per month
150-199 per day ( up to 6000 per month ) only $4995 per month
200-249 per day ( up to 7500 per month ) only $5995 per month
250-299 per day ( up to 9000 per month ) only $6995 per month
300 plus activities per day please make a written request for pricing
Daily activity is defined as:
Incoming phone call
Outgoing phone call
Responding to an email request
An outgoing follow up email