What is a BDC?

A BDC, or Business Development Center, is a department at an automobile dealership or real estate firm that creates appointments for other departments such as New and Used Sales, F&I, Service and Parts. These appointments come to your location and purchase products and services.

 

Why have a BDC?

BDC’s help a business to maximize every opportunity to sell its products and services to prospective customers and past customers through consistent follow up and relationship building. BDC’s also create new opportunities through prospecting and referrals. The bottom line is that BDC’s increase the bottom line.

 

Don’t Salespeople already follow up?

Some do, but most don’t. The statistics have not changed much in 100 years…90% of the prospects that walk onto a lot are not followed up with (at $100+ in advertising for each UP).

 

How do you start a BDC?

Desire to have a BDC is the first step. Then you must find someone who has done it before. Agree upon a plan of action and then do it. There are two basic types of BDC’s: 1. Staffed with non-selling Call Specialists. 2. Staffed with existing Salespeople. One of the best ways to get started is with existing Salespeople and eventually Call Specialists.

 

How much does it cost?

There is actually very little investment needed to get started and begin realizing additional sales. A few desks, phones, PC’s and CRM software are all that is needed. The most important part is a BDC Manager and training on how to talk on the phones. Most businesses will take a small part of their advertising budget and invest it into the BDC’s launch.