CDK's purchase of Auto/Mate may create a major disruption in the dealer management system (DMS) industry. Here is our take. DOWNLOAD
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)????