The Front Line: Stop Calling It a BDC — Start Building a Sales Team
For years, dealerships have talked about the importance of the BDC and internet sales while often treating the people handling those opportunities like a support department. But if your BDC is responsible for the first conversation with many of your customers, why aren't we giving them the same culture, training, earning opportunity, and accountability as the salespeople on the showroom floor?
This session challenges the traditional BDC model and explores what happens when you begin treating your internet team as a true front-line sales department. The session will explore how to build a sales-driven culture within the BDC, train team members to have meaningful sales conversations instead of simply setting appointments, create compensation and career opportunities that attract and retain talented people, and establish clear performance standards that connect BDC activity to actual dealership results.
Attendees will leave with a practical framework for transforming the BDC from an appointment-setting department into a motivated, accountable sales team that works alongside the showroom to create a better customer experience and sell more cars.
Key Takeaways:
- Build a sales culture inside the BDC: Learn how to integrate your internet team into the dealership's sales culture through shared goals, training, recognition, communication, and expectations
- Develop BDC representatives into front-line sales professionals: Understand how sales training, product knowledge, objection handling, personalized communication, and stronger customer conversations can move the BDC beyond scripts and appointment setting
- Create opportunity with accountability: Learn how compensation, career growth, performance expectations, and measurable KPIs can be aligned to attract stronger talent, improve retention, and connect BDC performance directly to dealership sales
Speakers
Related Sessions
Unified, Actionable, Profitable: Building a CDP Strategy for the Modern Dealership
Your dealership already knows more about its customers than most compa
…Your dealership already knows more about its customers than most companies ever will. The problem is data disconnection. CRM records, website behavior, service history, and marketing activity all live in separate systems, and that gap is costing you
…Your dealership already knows more about its customers than most companies ever will. The problem is data disconnection. CRM records, website behavior, service history, and marketing activity all live in separate systems, and that gap is costing you deals you don't even know you are losing. A Customer Data Platform (CDP) closes that gap. In this session, cut through the buzzwords, see how dealers are using unified customer data to grow share and
…Your dealership already knows more about its customers than most companies ever will. The problem is data disconnection. CRM records, website behavior, service history, and marketing activity all live in separate systems, and that gap is costing you deals you don't even know you are losing. A Customer Data Platform (CDP) closes that gap. In this session, cut through the buzzwords, see how dealers are using unified customer data to grow share and retention, and gain a practical framework for evaluating a CDP built specifically for auto retail. If your customer data isn't working as hard as your team is, this session will transform the way you do business.
Show MoreClick the title to see all detailsShow More
Stop Checking the Box: The Small Fixes That Make or Break Engagement
AI and automation are transforming how dealerships engage with custome
…AI and automation are transforming how dealerships engage with customers—but technology alone doesn’t create better experiences. The dealers winning today are pairing smart tools with proven communication practices.
Join this practical session to dis
…AI and automation are transforming how dealerships engage with customers—but technology alone doesn’t create better experiences. The dealers winning today are pairing smart tools with proven communication practices.
Join this practical session to discover what actually drives engagement, appointments, and showroom visits. The session will cover the small details that often get overlooked: subject lines, email and SMS strategy, personalized video,
…AI and automation are transforming how dealerships engage with customers—but technology alone doesn’t create better experiences. The dealers winning today are pairing smart tools with proven communication practices.
Join this practical session to discover what actually drives engagement, appointments, and showroom visits. The session will cover the small details that often get overlooked: subject lines, email and SMS strategy, personalized video, timely follow-up, better questions, and clear next steps. You'll leave with actionable tactics your team can put into practice immediately. Less busywork. More conversations. Better results.
Show MoreClick the title to see all detailsShow More
Answer the Battery Question BEFORE it is Asked!
As electric vehicles continue to transform the automotive and mobility
…As electric vehicles continue to transform the automotive and mobility industries, one question consistently influences purchasing decisions, fleet adoption, and customer confidence: "What about the battery?" In this engaging and practical session, e
…As electric vehicles continue to transform the automotive and mobility industries, one question consistently influences purchasing decisions, fleet adoption, and customer confidence: "What about the battery?" In this engaging and practical session, explore why battery concerns remain one of the most significant barriers to EV adoption and how organizations can proactively address these concerns before customers ever raise them.
This session will
…As electric vehicles continue to transform the automotive and mobility industries, one question consistently influences purchasing decisions, fleet adoption, and customer confidence: "What about the battery?" In this engaging and practical session, explore why battery concerns remain one of the most significant barriers to EV adoption and how organizations can proactively address these concerns before customers ever raise them.
This session will provide attendees with a proven framework for anticipating customer questions, building trust through education, and creating confidence throughout the buyer journey. Through real-world examples, interactive discussion, and actionable strategies, participants will learn how to transform battery-related concerns into opportunities for stronger customer relationships, increased adoption, and improved business outcomes. Whether you work in fleet management, transportation, automotive retail, mobility services, or customer engagement, this session will equip you with practical tools to communicate more effectively and lead confidently in the evolving EV landscape.
Show MoreClick the title to see all detailsShow More