Call Us At: 888-3-SYNERGY (888-379-6374)

Business Development Center

Location: Newark Liberty International Airport Address: 1 Hotel Rd Newark, NJ 07114

Date: May 16th and 17th Conference Time: 8:30AM-5:00PM both days.


Internet Director Development Training: 2-Day Workshop

Overall Outline


DAY 1:

8:00 – 8:30 – Continental Breakfast

8:30 – 9:00 – Introductions/Hand Out Workbooks

9:00 – 9:30 – Top 10 Reasons BDC Fail

9:30 – 10:00 – BDC/Internet Director Personality Profile Traits

10:00 – 10:30 – Showroom Integration

10:30 - 10:45 – BREAK

10:45 - 11:15 – 3-Square Exercise

11:15 – 12:00 – The “4-Ps”

12:00 - 1:00 – Lunch (Not provided)

1:00 - 1:45 – Developing the Leadership Mindset

1:45 – 2:15 – Building the Right Team for Maximum Output

2:15 – 3:00 – Optimal Department Structure for Operations

3:00 – 3:15 – BREAK

3:15 – 4:00 – Implementing Effective Time Management & Organizational Protocols

4:00 – 4:45 – Understanding & Analyzing CRM Reports

4:45 – 5:00 – Recap


DAY 2:

The Agenda is to “Go Live”…

The 2 MOST important (tools) aspects of the Internet / BDC / Call Center are:

  1. The Phones
  2. The CRM

We are going to take everything we learned the previous day and:

Exercise 1: Conduct several Mystery Shopping Calls to some of the attendee’s dealerships.

  • Hand out Score sheets and allow Internet Directors to grade the call and compare.

As a team critique calls and offer coaching advice

  • What was said compared to what could have been said. What information was omitted that is integral to setting a strong appointment

Exercise 2: Make LIVE Phone Calls

  • Fresh leads/first contact
  • <10 day old leads

Prospect Calls, Appointment Confirmation, Missed Appointment, Dead Deal / Save a Deal (Problem Leads), TOed Leads… Call Backs

Exercise 3: Log into attendee’s CRM and SWOT the CRM as a group

  • Lead volume per rep…
  • Lead contact History
  • Valid “Active Lead” status volume…
  • “Last Actions”...
  • Lead Statuses…
  • Employees inputting proper notes
  • Lost Productivity
  • Hot Prospects
  • Miss appointments
  • Appointment confirmations
  • Appointment shows that did NOT buy… WHY NOT?
  • And hold desk accountable for Be-Backs

*** USE DS CRM SWOT REPORT

  • Overdue Tasks, Proper follow up call times

Exercise 4: Choose from the attendees, a dealer (or dealers) Marketing / Digital Marketing strategy and critique it amongst the group

Exercise 5: Choose a volunteer from the attendees and create an action plan after they leave the workshop and go back to the dealership

Business Director Development