New Vision Sales Inc.
Download: Glynn Rodean's Digital Dealer 9 Presentation
Many have requested a copy of the slides from my presentation at Digital Dealer 9 in Las Vegas on "The Evolution of Business Development - The Hybrid BDC". This download also includes the audio files of example "what not to do" phone calls.
You can grab my presentation here >> www.NewVisionSales.com
-- Glynn Rodean
866-532-2827
New Vision Sales Inc.
Download: Glynn Rodean's Digital Dealer 9 Presentation
Many have requested a copy of the slides from my presentation at Digital Dealer 9 in Las Vegas on "The Evolution of Business Development - The Hybrid BDC". This download also includes the audio files of example "what not to do" phone calls.
You can grab my presentation here >> www.NewVisionSales.com
-- Glynn Rodean
866-532-2827
No Comments
New Vision Sales Inc.
Digital Dealer 9 in Las Vegas was the best Automotive Conference yet!
Digital Dealer 9 in Las Vegas was the best Automotive Conference yet! Thank you Mike, Cliff, Greg, Liz and the entire Dealer-Communications / Dealer Magazine Team. Thank you also for all the great meetings and people with whom Tracy, Robert Smith and I had the pleasure of meeting and sharing our experience. -- Glynn
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New Vision Sales Inc.
Digital Dealer 9 in Las Vegas was the best Automotive Conference yet!
Digital Dealer 9 in Las Vegas was the best Automotive Conference yet! Thank you Mike, Cliff, Greg, Liz and the entire Dealer-Communications / Dealer Magazine Team. Thank you also for all the great meetings and people with whom Tracy, Robert Smith and I had the pleasure of meeting and sharing our experience. -- Glynn
No Comments
New Vision Sales Inc.
Resource Links for New Vision Sales
NewVisionSales.com
http://autodealerbdc.wordpress.com
Auto Dealer BDC
http://automotivebdc.wordpress.com
Automotive BDC
http://dealershipbdc.wordpress.com
Dealership BDC
http://automobilebdc.wordpress.com
Automobile BDC
BDC Pro
http://autodealershipbdc.wordpress.com
Auto Dealership BDC
http://autodealershipmarketing.wordpress.com
Auto Dealership Marketing
http://hybridbdc.wordpress.com
Hybrid BDC
http://bdcblueprint.wordpress.com
BDC Blueprint
http://glynnrodeanbdc.wordpress.com
Glynn Rodean BDC
http://virtualbdc.wordpress.com
Virtual BDC
http://dealerbdc.wordpress.com
Dealer BDC
Auto BDC
http://automotivedealerbdc.wordpress.com
Automotive Dealer BDC
http://cardealerbdc.wordpress.com
Car Dealer BDC
http://www.automotivedigitalmarketing.com/profile/GlynnRodean
Automotive Digital Marketing – Glynn Rodean
http://www.dealerelite.net/profile/GlynnRodean
Dealer Elite – Glynn Rodean
http://www.autodealerpeople.com/profile/GlynnRodean
Auto Dealer People – Glynn Rodean
http://www.automotivesocial.com/profile/GlynnRodean
Automotive Social – Glynn Rodean
http://www.adpsocial.com/profile/GlynnRodean
ADP Social – Glynn Rodean
http://www.internetsalesmanager.org/profile/GlynnRodean
Internet Sales Manager – Glynn Rodean
http://www.internetsalesmanagers.org/profile/GlynnRodean
Internet Sales Managers – Glynn Rodean
http://www.drivingsales.com/profile/4655
Driving Sales – Glynn Rodean
http://www.digitaldealerconference.org/profile/GlynnRodean
Digital Dealer Conference – Glynn Rodean
http://www.facebook.com/NewVisionSales
Facebook – New Vision Sales
http://www.facebook.com/GlynnRodean
Facebook – Glynn Rodean
http://www.google.com/profiles/GlynnRodean
Glynn Rodean on Google
http://hubpages.com/profile/NewVisionSales
Hubpages – New Vision Sales
http://www.linkedin.com/in/grodean
LinkedIn – Glynn Rodean
VOX – New Vision Sales
http://www.stumbleupon.com/stumbler/NewVisionSales/
StumbleUpon – New Vision Sales
http://www.twitter.com/NewVisionSales
Twitter – New Vision Sales
Scribd – Download BDC White Papers by Glynn Rodean
http://www.youtube.com/user/NewVisionSales
YouTube – BDC Sales and Training Videos by Glynn Rodean
http://www.delicious.com/NewVisionSales
Delicious – New Vision Sales Bookmarks
http://www.slideshare.net/NewVisionSales
Slide Share – BDC Articles by Glynn Rodean
No Comments
New Vision Sales Inc.
Resource Links for New Vision Sales
NewVisionSales.com
http://autodealerbdc.wordpress.com
Auto Dealer BDC
http://automotivebdc.wordpress.com
Automotive BDC
http://dealershipbdc.wordpress.com
Dealership BDC
http://automobilebdc.wordpress.com
Automobile BDC
BDC Pro
http://autodealershipbdc.wordpress.com
Auto Dealership BDC
http://autodealershipmarketing.wordpress.com
Auto Dealership Marketing
http://hybridbdc.wordpress.com
Hybrid BDC
http://bdcblueprint.wordpress.com
BDC Blueprint
http://glynnrodeanbdc.wordpress.com
Glynn Rodean BDC
http://virtualbdc.wordpress.com
Virtual BDC
http://dealerbdc.wordpress.com
Dealer BDC
Auto BDC
http://automotivedealerbdc.wordpress.com
Automotive Dealer BDC
http://cardealerbdc.wordpress.com
Car Dealer BDC
http://www.automotivedigitalmarketing.com/profile/GlynnRodean
Automotive Digital Marketing – Glynn Rodean
http://www.dealerelite.net/profile/GlynnRodean
Dealer Elite – Glynn Rodean
http://www.autodealerpeople.com/profile/GlynnRodean
Auto Dealer People – Glynn Rodean
http://www.automotivesocial.com/profile/GlynnRodean
Automotive Social – Glynn Rodean
http://www.adpsocial.com/profile/GlynnRodean
ADP Social – Glynn Rodean
http://www.internetsalesmanager.org/profile/GlynnRodean
Internet Sales Manager – Glynn Rodean
http://www.internetsalesmanagers.org/profile/GlynnRodean
Internet Sales Managers – Glynn Rodean
http://www.drivingsales.com/profile/4655
Driving Sales – Glynn Rodean
http://www.digitaldealerconference.org/profile/GlynnRodean
Digital Dealer Conference – Glynn Rodean
http://www.facebook.com/NewVisionSales
Facebook – New Vision Sales
http://www.facebook.com/GlynnRodean
Facebook – Glynn Rodean
http://www.google.com/profiles/GlynnRodean
Glynn Rodean on Google
http://hubpages.com/profile/NewVisionSales
Hubpages – New Vision Sales
http://www.linkedin.com/in/grodean
LinkedIn – Glynn Rodean
VOX – New Vision Sales
http://www.stumbleupon.com/stumbler/NewVisionSales/
StumbleUpon – New Vision Sales
http://www.twitter.com/NewVisionSales
Twitter – New Vision Sales
Scribd – Download BDC White Papers by Glynn Rodean
http://www.youtube.com/user/NewVisionSales
YouTube – BDC Sales and Training Videos by Glynn Rodean
http://www.delicious.com/NewVisionSales
Delicious – New Vision Sales Bookmarks
http://www.slideshare.net/NewVisionSales
Slide Share – BDC Articles by Glynn Rodean
No Comments
New Vision Sales Inc.
Glynn Rodean Speaking at the 9th Digital Dealer Conference Press Release and Testimonials
To my fellow Dealers and managers re: Glynn Rodean at Digital Dealer 9 in Vegas this October..."
Non-buyer follow up, service retention follow up, service decantation follow up, verifying all customer info and gathering all data(email, numbers, etc.) is a must in a car dealership! I can assure you Glynn will blow you away with his process, enthusiasm, and ability to execute the above mentioned. He out does himself in every category!
Louie Herron
Louie Herron Toyota
Milledgeville, Ga
Glynn,
Your organization is top notch. As a general manager you help my dealership achieve a 2800 percent increase in one year. We went to President's Club in that year and that reflects on the processes you helped me implement once I arrived in Columbia. Now in Florida I always come to you for advice and help and watch as the organization I am with now struggle because of not having your vision and drive . My hope is to work with you again once the people I work with realize they don't have to go through these growing pains. I would recommend Glynn to any dealer wishing to drive more traffic, account for their traffic, and have verifiable appointments in front of their sales people and managers.
Good Luck,
Jim Carroll
Firkins Mitsubishi
“Glynn has brought our Live Chat application into the Hybrid BDC and internet sales process to increase the conversion of lead appointments into showroom traffic, sales and higher ROI”, said John Hanger, CEO of Contact At Once. “And nobody is more highly-qualified or better at monetizing new leads than the New Vision Sales professionals. His presentation in Las Vegas will provide helpful insights to attendees.”
John Hanger - President and CEO - Contact At Once!
FOR IMMEDIATE RELEASE
First Round “Draft Pick”: Glynn Rodean, Founder of New Vision Sales Inc., will be presenting at the 9th Digital Dealer Conference and Exposition in Las Vegas.
The Evolution of Business Development – The Hybrid BDC – October 12-14, 2010
DATE: 08/10/10
CONTACT: Eve Paletta-Weaver, 803-802-2124, Eve@NewVisionSales.com
Fort Mill, SC: From its corporate headquarters in Fort Mill, South Carolina, New Vision Sales Inc. – the automotive call center skills-based BDC leader, announced that Dealer Communications – publisher of Dealer Magazine, the most circulated and read publication in the automotive retail industry – selected Glynn Rodean among the first round of applicants to speak at the 9th Digital Dealer Conference and Exposition in Las Vegas, October 10-12, 2010.
Glynn’s industry experience and topic, “The Evolution of Business Development – The Hybrid BDC” was selected as a “not-to-miss” strategic first choice to the DD9 Conference lineup. Glynn joins an elite team of dealers and managers who are having great success in their markets, the industry’s top trainers and consultants, as well as the top thought-leaders in the automotive business. Glynn’s presentation will enhance the dealer “PlayBook”, clearly outline the improved sales process and provide advanced tools and techniques for maximum results.
“Glynn has brought our Live Chat application into the Hybrid BDC and internet sales process to increase the conversion of lead appointments into showroom traffic, sales and higher ROI”, said John Hanger, CEO of Contact At Once. “And nobody is more highly-qualified or better at monetizing new leads than the New Vision Sales professionals. His presentation in Las Vegas will provide helpful insights to attendees.” – John Hanger, President and CEO – Contact At Once!
Glynn explains, “I will be sharing a message about what has proven to be the best systems and set ups for Dealerships to integrate the BDC and Internet Sales Department into the Sales Team, hence my topic: The Evolution of Business Development; The Hybrid BDC.”
For interview requests with New Vision Sales president and founder Glynn Rodean, please contact Eve Paletta-Weaver at 803.802.2124 or Eve@NewVisionSales.com.
About Dealer Communications: Dealer Communications’, Dealer Magazine, is read by over 56,000 dealers, internet sales managers, fixed operations managers and service managers and is the best read monthly publication for franchised automobile dealers and the preferred advertising medium in the automotive retail market.
About Digital Dealer Conference: The 9th Digital Dealer Conference & Exposition will be held at The Mirage, Las Vegas, NV, October 12-14, 2010. The last conference in Orlando in April drew 559 dealership attendees from 46 states and featured more than 70 companies as exhibitors and sponsors in over 60 booth spaces. Combined, the last two Digital Dealer Conferences drew over 1,100 registered dealers, GMs, GSMs, Internet Sales Managers, e-Commerce Directors, BDC/CRM Managers, Pre-Owned Managers, Service Managers and F&I Managers - every one of them there to learn more about Internet and technology-related issues from speakers and exhibitors.
About New Vision Sales Inc.: Glynn Rodean began a revolution in the automotive call center industry in 1998 when he installed his first Business Development Center. It produced over 400 vehicle sales in addition to improving dealerships’ sales force and in-house call center with training and consulting on calling techniques. Today, Glynn and NVS have helped to significantly increase showroom traffic, sales volume and gross profit by providing an unrivaled skill-based solution to dealers of all sizes. Visit www.NewVisionSales.com to learn more.
No Comments
New Vision Sales Inc.
Glynn Rodean Speaking at the 9th Digital Dealer Conference Press Release and Testimonials
To my fellow Dealers and managers re: Glynn Rodean at Digital Dealer 9 in Vegas this October..."
Non-buyer follow up, service retention follow up, service decantation follow up, verifying all customer info and gathering all data(email, numbers, etc.) is a must in a car dealership! I can assure you Glynn will blow you away with his process, enthusiasm, and ability to execute the above mentioned. He out does himself in every category!
Louie Herron
Louie Herron Toyota
Milledgeville, Ga
Glynn,
Your organization is top notch. As a general manager you help my dealership achieve a 2800 percent increase in one year. We went to President's Club in that year and that reflects on the processes you helped me implement once I arrived in Columbia. Now in Florida I always come to you for advice and help and watch as the organization I am with now struggle because of not having your vision and drive . My hope is to work with you again once the people I work with realize they don't have to go through these growing pains. I would recommend Glynn to any dealer wishing to drive more traffic, account for their traffic, and have verifiable appointments in front of their sales people and managers.
Good Luck,
Jim Carroll
Firkins Mitsubishi
“Glynn has brought our Live Chat application into the Hybrid BDC and internet sales process to increase the conversion of lead appointments into showroom traffic, sales and higher ROI”, said John Hanger, CEO of Contact At Once. “And nobody is more highly-qualified or better at monetizing new leads than the New Vision Sales professionals. His presentation in Las Vegas will provide helpful insights to attendees.”
John Hanger - President and CEO - Contact At Once!
FOR IMMEDIATE RELEASE
First Round “Draft Pick”: Glynn Rodean, Founder of New Vision Sales Inc., will be presenting at the 9th Digital Dealer Conference and Exposition in Las Vegas.
The Evolution of Business Development – The Hybrid BDC – October 12-14, 2010
DATE: 08/10/10
CONTACT: Eve Paletta-Weaver, 803-802-2124, Eve@NewVisionSales.com
Fort Mill, SC: From its corporate headquarters in Fort Mill, South Carolina, New Vision Sales Inc. – the automotive call center skills-based BDC leader, announced that Dealer Communications – publisher of Dealer Magazine, the most circulated and read publication in the automotive retail industry – selected Glynn Rodean among the first round of applicants to speak at the 9th Digital Dealer Conference and Exposition in Las Vegas, October 10-12, 2010.
Glynn’s industry experience and topic, “The Evolution of Business Development – The Hybrid BDC” was selected as a “not-to-miss” strategic first choice to the DD9 Conference lineup. Glynn joins an elite team of dealers and managers who are having great success in their markets, the industry’s top trainers and consultants, as well as the top thought-leaders in the automotive business. Glynn’s presentation will enhance the dealer “PlayBook”, clearly outline the improved sales process and provide advanced tools and techniques for maximum results.
“Glynn has brought our Live Chat application into the Hybrid BDC and internet sales process to increase the conversion of lead appointments into showroom traffic, sales and higher ROI”, said John Hanger, CEO of Contact At Once. “And nobody is more highly-qualified or better at monetizing new leads than the New Vision Sales professionals. His presentation in Las Vegas will provide helpful insights to attendees.” – John Hanger, President and CEO – Contact At Once!
Glynn explains, “I will be sharing a message about what has proven to be the best systems and set ups for Dealerships to integrate the BDC and Internet Sales Department into the Sales Team, hence my topic: The Evolution of Business Development; The Hybrid BDC.”
For interview requests with New Vision Sales president and founder Glynn Rodean, please contact Eve Paletta-Weaver at 803.802.2124 or Eve@NewVisionSales.com.
About Dealer Communications: Dealer Communications’, Dealer Magazine, is read by over 56,000 dealers, internet sales managers, fixed operations managers and service managers and is the best read monthly publication for franchised automobile dealers and the preferred advertising medium in the automotive retail market.
About Digital Dealer Conference: The 9th Digital Dealer Conference & Exposition will be held at The Mirage, Las Vegas, NV, October 12-14, 2010. The last conference in Orlando in April drew 559 dealership attendees from 46 states and featured more than 70 companies as exhibitors and sponsors in over 60 booth spaces. Combined, the last two Digital Dealer Conferences drew over 1,100 registered dealers, GMs, GSMs, Internet Sales Managers, e-Commerce Directors, BDC/CRM Managers, Pre-Owned Managers, Service Managers and F&I Managers - every one of them there to learn more about Internet and technology-related issues from speakers and exhibitors.
About New Vision Sales Inc.: Glynn Rodean began a revolution in the automotive call center industry in 1998 when he installed his first Business Development Center. It produced over 400 vehicle sales in addition to improving dealerships’ sales force and in-house call center with training and consulting on calling techniques. Today, Glynn and NVS have helped to significantly increase showroom traffic, sales volume and gross profit by providing an unrivaled skill-based solution to dealers of all sizes. Visit www.NewVisionSales.com to learn more.
No Comments
New Vision Sales Inc.
Before you can hire, you have to recruit and that doesn’t mean just placing an ad in the local paper. Recruiting for a business development center (BDC) is serious business because these individuals will represent your dealership to the community. They will be your voice, your first impression. If you hire the wrong people, you could inadvertently ask prospects to shop elsewhere.
I am assuming you have already hired an outstanding business development manager (BDM)— that is, someone who can “show, not tell” other employees how to do their jobs. Hopefully, you have not hired an overpaid data entry clerk whose job is to create reports, as is done in many dealerships. You are ready to hire the business development representatives (BDR). This can be done in-house by a qualified BDM or it can be outsourced. For an inexperienced BDM, you may want to outsource the staffing the first time and have the BDM involved throughout the process. This will allow them to observe what should happen during the hiring process.
The best way I have found to locate good recruits is to run an ad for customer service representatives on various online listing services. The ad should be well written. It should indicate a ground-level opportunity with plenty of room for advancement, and it should offer free skills training. The ad should run at least two weeks before your scheduled training day. Applicants are encouraged to submit applications online or by e-mail only.
Once you have applicants, begin by conducting the first interview over the phone with each person. The only disqualifier during this stage is an inability to communicate well on the phone. If they can’t pass a telephone interview, you certainly don’t need them on the phone representing your dealership. Based on the telephone interviews, invite up to 10 times the number of openings you have to the training camp.
At the beginning of the training camp, which is usually a two and-a-half- to five-day event, only about 50 percent of those applicants who said they would attend will actually show up. This is normal. Some won’t commit to the time, while others are kept away by their fear of the unknown. Either way, they just self-eliminated themselves for their lack of commitment to change.
All applicants should be asked to sign a waiver, which should say something to the effect of: “This training is offered free of charge. You are being considered as a candidate for a potential job opening and if an agreement for employment is reached, you will be paid for the time spent in training on your first paycheck.” This is a very condensed sample. You will need an attorney familiar with the laws of your state to help you draft this properly.
The training camp should cover the general BDC process and involve extensive role-playing. This role-play is, in reality, the second interview. At this point, you will start to eliminate those who can’t grasp what you really do. You want articulate and persuasive individuals who can adjust and adapt to callers in a way that builds rapport.
At the end of the workshop, give a written exam to see how much the applicants have retained. Essay questions are best for evaluating retention. By the time the applicants have completed this process, you will have identified your strongest candidates to hire. Business development team leader (BTL) candidates will rise to the top during this process and can be hired to manage three or four BDRs.
In addition to the previous skills, I look for basic typing skills; 30 words per minute is fine as long as they are comfortable on the computer. Applicants must possess a willingness to learn, be flexible in their work schedule and be willing to work on a production-based pay plan. This does not mean that they are commission-only. BDRs need a base rate per hour with incentives for meeting and exceeding goals.
BDRs are not expected to meet the clients, nor would I recommend it. We have all done it at least once. We speak with someone multiple times on the phone, but we have never met them. Then, one day you have the opportunity to meet them face to face, and when you do, they are nothing like you expected and you are disappointed. The same thing happens with your BDR. Once a BDR meets a customer, the mystique is lost. If the BDR doesn’t meet the customer, they can become the customer’s advocate to some degree. This also allows the BDR to follow up with customers and correct flaws in the sales process. This is something that doesn’t work well if the customer and BDR have met in person.
The last thing I feel is important in the hiring process is to know why this job is important to the applicant. Anyone with an average IQ can be trained to do the job. The best hires boil down to their level of motivation and determination to succeed.
Hiring the right people for your BDC is not as difficult as it sounds, but it does take time, patience and training. However, isn’t that true with all positions in the dealership? Make the time to find the right employees now.
No Comments
New Vision Sales Inc.
Before you can hire, you have to recruit and that doesn’t mean just placing an ad in the local paper. Recruiting for a business development center (BDC) is serious business because these individuals will represent your dealership to the community. They will be your voice, your first impression. If you hire the wrong people, you could inadvertently ask prospects to shop elsewhere.
I am assuming you have already hired an outstanding business development manager (BDM)— that is, someone who can “show, not tell” other employees how to do their jobs. Hopefully, you have not hired an overpaid data entry clerk whose job is to create reports, as is done in many dealerships. You are ready to hire the business development representatives (BDR). This can be done in-house by a qualified BDM or it can be outsourced. For an inexperienced BDM, you may want to outsource the staffing the first time and have the BDM involved throughout the process. This will allow them to observe what should happen during the hiring process.
The best way I have found to locate good recruits is to run an ad for customer service representatives on various online listing services. The ad should be well written. It should indicate a ground-level opportunity with plenty of room for advancement, and it should offer free skills training. The ad should run at least two weeks before your scheduled training day. Applicants are encouraged to submit applications online or by e-mail only.
Once you have applicants, begin by conducting the first interview over the phone with each person. The only disqualifier during this stage is an inability to communicate well on the phone. If they can’t pass a telephone interview, you certainly don’t need them on the phone representing your dealership. Based on the telephone interviews, invite up to 10 times the number of openings you have to the training camp.
At the beginning of the training camp, which is usually a two and-a-half- to five-day event, only about 50 percent of those applicants who said they would attend will actually show up. This is normal. Some won’t commit to the time, while others are kept away by their fear of the unknown. Either way, they just self-eliminated themselves for their lack of commitment to change.
All applicants should be asked to sign a waiver, which should say something to the effect of: “This training is offered free of charge. You are being considered as a candidate for a potential job opening and if an agreement for employment is reached, you will be paid for the time spent in training on your first paycheck.” This is a very condensed sample. You will need an attorney familiar with the laws of your state to help you draft this properly.
The training camp should cover the general BDC process and involve extensive role-playing. This role-play is, in reality, the second interview. At this point, you will start to eliminate those who can’t grasp what you really do. You want articulate and persuasive individuals who can adjust and adapt to callers in a way that builds rapport.
At the end of the workshop, give a written exam to see how much the applicants have retained. Essay questions are best for evaluating retention. By the time the applicants have completed this process, you will have identified your strongest candidates to hire. Business development team leader (BTL) candidates will rise to the top during this process and can be hired to manage three or four BDRs.
In addition to the previous skills, I look for basic typing skills; 30 words per minute is fine as long as they are comfortable on the computer. Applicants must possess a willingness to learn, be flexible in their work schedule and be willing to work on a production-based pay plan. This does not mean that they are commission-only. BDRs need a base rate per hour with incentives for meeting and exceeding goals.
BDRs are not expected to meet the clients, nor would I recommend it. We have all done it at least once. We speak with someone multiple times on the phone, but we have never met them. Then, one day you have the opportunity to meet them face to face, and when you do, they are nothing like you expected and you are disappointed. The same thing happens with your BDR. Once a BDR meets a customer, the mystique is lost. If the BDR doesn’t meet the customer, they can become the customer’s advocate to some degree. This also allows the BDR to follow up with customers and correct flaws in the sales process. This is something that doesn’t work well if the customer and BDR have met in person.
The last thing I feel is important in the hiring process is to know why this job is important to the applicant. Anyone with an average IQ can be trained to do the job. The best hires boil down to their level of motivation and determination to succeed.
Hiring the right people for your BDC is not as difficult as it sounds, but it does take time, patience and training. However, isn’t that true with all positions in the dealership? Make the time to find the right employees now.
No Comments
No Comments