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Articles for BDC Experts
Got eBay? It’s Not as Difficult as You Think
Friday, October 19, 2012
Business development expert Greg Wells looks at the reasons some dealers still avoid eBay and how the auction site can be extrememly beneficial when it comes to marketing inventory.
Video Killed the Email Star
Monday, August 20, 2012
Business development expert Greg Wells discusses how dealers can leverage video to enhance their online presence, wow customers and tap the creativity of employees.
Structure Your Service BDC to Succeed
Monday, June 25, 2012
BDC Expert Greg Wells explains the basics of properly structuring a service BDC to ensure success.
Ten Must-Haves for a CRM Tool
Friday, April 27, 2012
Industry expert and trainer Greg Wells discusses several important features to look for when choosing a CRM tool.
Three Conversion Tips for a Great Digital Marketing ROI
Monday, January 30, 2012
Why spend money to drive traffic to a site that doesn’t convert? Greg Wells, business development expert, offers tips to help boost a dealership website’s conversion.
The Building Blocks of a Profitable BDC
Monday, December 05, 2011
Business development expert Greg Wells outlines the building blocks of a profitable BDC, including determining the basic functions your BDC will perform, which employees are in the BDC, pay plans and how the BDC can evolve to take on more tasks in the dealership.
The Showroom Visit Outcome Call
Tuesday, December 21, 2010
Customers who visit your showroom but don’t buy leave for a number of reasons. Author Greg Wells discusses methods that can help a BDC or dealership get unsold floor traffic back in through effective outbound calls.
Active Listening is Essential to Mastering Communication Skills
Wednesday, August 04, 2010
Glynn Rodean - Communication is “a process by which information is exchanged between individuals through a common system of symbols, signs or behavior,” according to Merriam-Webster. While the definition does not directly mention listening, it is a key part of exchanging information.
Make Your Customers Tick
Wednesday, June 02, 2010
Glynn Rodean - To determine what motivates a customer to buy a vehicle, we first must identify the different things that make customers tick. Each customer has a hot button, but combinations of the following motivators are usually present in each customer’s decision-making process.
Responding to All Things Internet
Wednesday, April 07, 2010
Glynn Rodean - The Internet can be your best friend or your worst enemy. To effectively communicate and maintain strong relationships with Internet customers, responses to inquiries must be immediate and consistent and you must interact with customers on the latest Web 2.0 Internet avenues.
On the Phone with the SF Customer
Tuesday, February 16, 2010
Glynn Rodean - BDR intuition is the skill to know which direction to take at the fork in the road during customer interactions. Ad and lead sourcing helps make this simple by identifying credit issues early. Being on point and having BDR intuition when speaking with a special finance customer is vital because these potential buyers are likely filling out multiple credit applications.
Database Mining for All Departments
Monday, December 28, 2009
Glynn Rodean - Database mining, or organic business development, is maximizing the opportunities that are sitting in a dealer’s database uncultivated or, to be frank, being ignored. These people are not being called; they’re not getting letters.
Increasing Revenue through ROI Reporting
Wednesday, November 04, 2009
Glynn Rodean - All incoming sales calls and every lot up should be ad-sourced and lead-sourced—no exceptions. Determining the source of every lead allows you to generate a report that will show you whether your dollars are being spent effectively. Without this reporting, you may wind up wasting thousands of dollars a month.
Technology in Business Development
Wednesday, October 07, 2009
Glynn Rodean - We can’t wait for success to come to us. We have to go after it, and technology can help in a lot of ways. Technology can enhance communication with prospects, target certain segments of past customers, locate new customers who are in the market for a vehicle and simplify certain BDC processes.
Training and Testing Your BDC
Tuesday, September 15, 2009
Glynn Rodean - There are plenty of dos and don’ts when working in a business development center. How often do you train and test your business development representatives (BDRs) to ensure they know the dos and don’ts and are performing to the best of their ability? ...
The Best BDCs Win with Shared Leads
Wednesday, August 19, 2009
Glynn Rodean - My favorite part about working shared leads is that a shared lead gives you the opportunity to set yourself apart from everyone else who is calling these leads. Effectively working shared leads is more about selling the appointment than setting the appointment, and your phone skills are just as important as a quick response. You won’t set yourself apart with a hard sell. Instead, with shared leads, you set yourself – and your dealership – apart with very subtle influence and persuasion techniques ...
Putting an Empty BDC to Use
Sunday, July 26, 2009
Glynn Rodean - In the average dealership without a BDC or call center, the handling of phone calls is still abominable. In reality, business development is more important today than ever and cutting costs in business development can have devastating effects. In some cases, manufacturers are putting more pressure on ..
Outsource to In-House - Part Four
Wednesday, June 17, 2009
Glynn Rodean - Up to this point in the outsource-to-in-house-BDC transition, the bulk of the in-house preparation has been planning, along with some training. While the entire transition can take up to a ...
Part Three: Outsource to In-House - The BDC Ramp-Up Process
Monday, April 27, 2009
Glynn Rodean -There are many different functions a BDC can perform. Some of the most popular ... in-house BDCs performing well include: working Internet leads, working purchased leads, taking incoming sales calls from advertising and direct mail and ...
The 40,000-ft View of Outsourcing to In-House BDC's
Friday, March 13, 2009
Glynn Rodean - Can a dealer begin business development as an outsource service and transition to an in-house operation? My answer to that question is a resounding “yes.” Of course, that “yes” comes with a few ifs. This route will work if...
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