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Chris K Leslie

Chris K Leslie Marketing

Exclusive Blog Posts

4 Sales Lessons from Real Car Shoppers

4 Sales Lessons from Real Car Shoppers

I’ve worked with auto dealerships across the country and 99% of the time, when I ask what their primary goal is, the answer is increasing car sales. …

WEBINAR RECORDING - How To Generate More Qualified Leads in Q4

WEBINAR RECORDING - How To Generate More Qualified Leads in Q4

  Car shoppers have a lot of questions and dealerships need to be available to answer them quickly, concisely and at scale to maximize sales. 8…

This is How Reed-Lallier Chevy Sold More Used Cars – and How We Helped

This is How Reed-Lallier Chevy Sold More Used Cars – and How We Helped

Used or Certified? More often than not that seems to be the choice car buyers are making during this unsteady sales year. Consider: Edmunds expects new veh…

How Servicing Fleets Should Be Different

How Servicing Fleets Should Be Different

A large local construction company truck pulls into the service drive. The lone occupant hops out of the driver’s seat, already scrolling through…

Are You Ready For Monday? DSES Best Idea Contest, 2019!

Are You Ready For Monday? DSES Best Idea Contest, 2019!

One of my favorite events at the Driving Sales Executive Summit is the Best Idea Contest. Each year participants enter their respective ideas. For those wh…

Death of a BDC

“The more pessimistic your explanatory style, the easier it is to slip into learned helplessness.” ― David McRaney, You Are Not So Smart"

As an industry, we’ve stripped all accountability and responsibility from the people in our profit centers and in turn, have handed it over to a department that at its core, is a cost center. And we wonder why we can’t find good people.
 

Everyone is Passing the Buck

The automotive industry has become really good at passing responsibility to someone else — anyone else. As many unfamiliar processes and platforms crept into consideration, nobody wanted to be responsible for managing the unfamiliar. One, because they didn't know how to, and two, if your salespeople are doing work that isn’t sales-related (in their mind) then it wasn’t worth doing. But as with everything, times have changed. And the distinction of a customer being an “internet customer” or not, is gone.

The internet, smartphones, and social media; these technologies are ubiquitous now. So the idea that we need to have different departments handling different things is an idea that needs to be retired. These “new” things are just part of the job — consider them necessary skills of the trade.

In the past, it became easier to pay a smaller group of people to do a larger amount of work. The problem with that model is that at a certain point you hit diminishing returns and the only way to grow is to either hire more people in your cost centers or invest in the people that make up your profit center.

BDCs rarely have the mindset that they are each a special, unique snowflake, doing work that only a specially-trained assassin can do. The job of answering phones and replying to emails is not exactly rocket science. It’s rarely strategic if I am being honest. In reality, BDC staff have been doing the jobs that no one else has wanted to do.

Everything that a BDC department accomplishes is not ‘untrainable.’ Assassins aren’t born assassins. That being said, you can’t be an assassin without going ‘assassin college’ first. And they aren’t magicians either. (Magicians get to wear way cooler hats.)
 

Dealers are Wising Up

They’ve allowed the majority of their workforce to fall victim to learned helplessness and the only way to change this pattern is to adjust the way that they run their business.

We could start to see more dealers empower the people who really want to do a good job and begin to break down the wall that silos the BDC from the sales department because in reality, customer service is customer service.

The sales department of tomorrow doesn’t exist in silos. RIP Business Development Center.

Long live the Business Development dealership.

 

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