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From: Jared Hamilton
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Bryant Gibby

Bryant Gibby Used car manager

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Handling internet leads

     We are considering making another change with our internet process. First I will tell you a quick history of how we have handled internet leads in the past.

 

     We started by having all of our sales consultants take each lead.

 

     We then went to having 2-3 internet salespeople that handled all the leads and the normal salespeople didn't take any of the leads. The problem is we had a lot of turnover in that position.

 

     We then went back to having all the salespeople take the leads again. We have handled our leads that way for about 6 years. I think we have a great internet process compared to a lot of dealerships and we have closed as high as about 10% when we have things dialed in. The difficult thing that we are facing is to get our guys to be consistent and commit to following all the steps to our internet process 100% of the time.

 

     We are now considering hiring 2 BDC agents that don't sell at all and have them handle all the leads. Their only job would be to take the leads, follow our internet process, and make an appointment for the salespeople. We have talked to a couple of dealerships that handle their leads that way and they claim it is the only way to go. Any thoughts (positive or negative)????

 

 

Shawn Clos
Bryant- Having a BDC where all of your leads are funneled to and through is what I would almost always suggest. If it's okay with you i would like to email you some tools to better the process and I also have a pay plan that is performance driven that I can email you as well. Email me at shawn.clos@dealerslice.com and I will get it to you ASAP....Your heading in the right direction. For those reading this I am in the process of writing a Blog on "Building the Dream BDC". Should be done very soon. Happy Selling!!
Adam Denault
Bryant, we have had both setups in our dealership. We started a BDC/Internet Sales office that handled the leads and made appointments for the floor (round robin based). We have since changed to having 4 full time Internet sales people taking the leads bell to bell. I see plus's in both setups, the only real downside to what we currently have in place is making sure leads are responded to in a timely manor (easily addressed with the right process). I am happy to answer any questions you might have. I can be reached at 678-987-0776 or email at adenault@rbmnorth.com. Adam Denault Internet Sales Manager RBM North Mercedes-Benz

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