Post on 17-Jun-2015
description
PeoplePeoplePeoplePeople
IGPAIGPAExerciseExerciseIGPAIGPA
ExerciseExercise
InfrastructureInfrastructureInfrastructureInfrastructure
Wrap-UpWrap-UpWrap-UpWrap-Up
Hardware/Hardware/SoftwareSoftware
Hardware/Hardware/SoftwareSoftware
Getting StartedGetting StartedGetting StartedGetting Started
Incremental Gross Profit AnalysisIncremental Gross Profit Analysis
Participant GuidePages ##-##
Participant GuidePages ##-##
IGPAIGPAExerciseExercise
IGPAIGPAExerciseExercise
BackBack NextNextNextNextHomeHomeHomeHome
X
X
X
X
X
X
X
X
XX
Incremental Gross Profit Analysis
Inbound PhoneIncremental Gross Profit Analysis
Inbound Phone
NextNextNextNextBackBackBackBackHomeHomeHomeHome
IGPAIGPAExerciseExercise
IGPAIGPAExerciseExercise
1
X
X
X
X
X
X
X
X
XX
1
Incremental Gross Profit Analysis
Inbound PhoneIncremental Gross Profit Analysis
Inbound Phone
AverageMonth
AverageMonth
BDC Incrementality
(2%-5%)
BDC Incrementality
(2%-5%)
BDC Sales Contribution
(Column 1 X Column 2)
BDC Sales Contribution
(Column 1 X Column 2)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)Monthly Gross
(Column 3 X Column 4)
Monthly Gross(Column 3 X Column 4)
300
NextNextNextNextBackBackBackBackHomeHomeHomeHome
IGPAIGPAExerciseExercise
IGPAIGPAExerciseExercise
X
X
X
X
X
X
X
X
XX
1
Incremental Gross Profit Analysis
Inbound PhoneIncremental Gross Profit Analysis
Inbound Phone
AverageMonth
AverageMonth
BDC Incrementality
(2%-5%)
BDC Incrementality
(2%-5%)
BDC Sales Contribution
(Column 1 X Column 2)
BDC Sales Contribution
(Column 1 X Column 2)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)Monthly Gross
(Column 3 X Column 4)
Monthly Gross(Column 3 X Column 4)
300
5%
NextNextNextNextBackBackBackBackHomeHomeHomeHome
IGPAIGPAExerciseExercise
IGPAIGPAExerciseExercise
BDC Incrementality
Up to 5%Up to 3%Up to 2%
“Yes” Responses 3 or less = 4 to 6 =7 or more =
X
X
X
X
X
X
X
X
XX
1
Incremental Gross Profit Analysis
Inbound PhoneIncremental Gross Profit Analysis
Inbound Phone
AverageMonth
AverageMonth
BDC Incrementality
(2%-5%)
BDC Incrementality
(2%-5%)
BDC Sales Contribution
(Column 1 X Column 2)
BDC Sales Contribution
(Column 1 X Column 2)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)Monthly Gross
(Column 3 X Column 4)
Monthly Gross(Column 3 X Column 4)
15 Units
300
5%
NextNextNextNextBackBackBackBackHomeHomeHomeHome
IGPAIGPAExerciseExercise
IGPAIGPAExerciseExercise
BDC Incrementality
Up to 5%Up to 3%Up to 2%
“Yes” Responses 3 or less = 4 to 6 =7 or more =
X
X
X
X
X
X
X
X
XX
1
Incremental Gross Profit Analysis
Inbound PhoneIncremental Gross Profit Analysis
Inbound Phone
AverageMonth
AverageMonth
BDC Incrementality
(2%-5%)
BDC Incrementality
(2%-5%)
BDC Sales Contribution
(Column 1 X Column 2)
BDC Sales Contribution
(Column 1 X Column 2)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)Monthly Gross
(Column 3 X Column 4)
Monthly Gross(Column 3 X Column 4)
15 Units
$1,760
300
5%
NextNextNextNextBackBackBackBack
IGPAIGPAExerciseExercise
IGPAIGPAExerciseExercise
BDC Incrementality
Up to 5%Up to 3%Up to 2%
“Yes” Responses 3 or less = 4 to 6 =7 or more =
HomeHomeHomeHome
X
X
X
X
X
X
X
X
XX
1
Incremental Gross Profit Analysis
Inbound PhoneIncremental Gross Profit Analysis
Inbound Phone
AverageMonth
AverageMonth
BDC Incrementality
(2%-5%)
BDC Incrementality
(2%-5%)
BDC Sales Contribution
(Column 1 X Column 2)
BDC Sales Contribution
(Column 1 X Column 2)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)Monthly Gross
(Column 3 X Column 4)
Monthly Gross(Column 3 X Column 4)
15 Units
$1,760
$26,400
300
5%
NextNextNextNextBackBackBackBack
IGPAIGPAExerciseExercise
IGPAIGPAExerciseExercise
BDC Incrementality
Up to 5%Up to 3%Up to 2%
“Yes” Responses 3 or less = 4 to 6 =7 or more =
HomeHomeHomeHome
Incremental Gross Profit Analysis
InternetIncremental Gross Profit Analysis
Internet
NextNextNextNextBackBackBackBack
IGPAIGPAExerciseExercise
IGPAIGPAExerciseExercise
X
X
X
X
X
X
X
X
X
X
7
HomeHomeHomeHome
X
X
X
X
X
X
X
X
X
X
7
Incremental Gross Profit Analysis
InternetIncremental Gross Profit Analysis
Internet
AverageMonth
AverageMonth
BDC Incrementality
(2%-5%)
BDC Incrementality
(2%-5%)
BDC Sales Contribution
(Column 1 X Column 2)
BDC Sales Contribution
(Column 1 X Column 2)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)
100
NextNextNextNextBackBackBackBack
IGPAIGPAExerciseExercise
IGPAIGPAExerciseExercise
HomeHomeHomeHome
Monthly Gross(Column 3 X Column 4)
Monthly Gross(Column 3 X Column 4)
X
X
X
X
X
X
X
X
X
X
7
Incremental Gross Profit Analysis
InternetIncremental Gross Profit Analysis
Internet
AverageMonth
AverageMonth
BDC Incrementality
(2%-5%)
BDC Incrementality
(2%-5%)
BDC Sales Contribution
(Column 1 X Column 2)
BDC Sales Contribution
(Column 1 X Column 2)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)
NextNextNextNextBackBackBackBack
IGPAIGPAExerciseExercise
IGPAIGPAExerciseExercise
100 2%
BDC Incrementality
Up to 5%Up to 3%Up to 2%
“Yes” Responses 3 or less = 4 to 6 =7 or more =
HomeHomeHomeHome
Monthly Gross(Column 3 X Column 4)
Monthly Gross(Column 3 X Column 4)
X
X
X
X
X
X
X
X
X
X
7
Incremental Gross Profit Analysis
InternetIncremental Gross Profit Analysis
Internet
AverageMonth
AverageMonth
BDC Incrementality
(2%-5%)
BDC Incrementality
(2%-5%)
BDC Sales Contribution
(Column 1 X Column 2)
BDC Sales Contribution
(Column 1 X Column 2)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)
2 Units
NextNextNextNextBackBackBackBack
IGPAIGPAExerciseExercise
IGPAIGPAExerciseExercise
100 2%
BDC Incrementality
Up to 5%Up to 3%Up to 2%
“Yes” Responses 3 or less = 4 to 6 =7 or more =
HomeHomeHomeHome
Monthly Gross(Column 3 X Column 4)
Monthly Gross(Column 3 X Column 4)
X
X
X
X
X
X
X
X
X
X
7
Incremental Gross Profit Analysis
InternetIncremental Gross Profit Analysis
Internet
AverageMonth
AverageMonth
BDC Incrementality
(2%-5%)
BDC Incrementality
(2%-5%)
BDC Sales Contribution
(Column 1 X Column 2)
BDC Sales Contribution
(Column 1 X Column 2)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)
2 Units
$1,760
NextNextNextNextBackBackBackBack
IGPAIGPAExerciseExercise
IGPAIGPAExerciseExercise
100 2%
BDC Incrementality
Up to 5%Up to 3%Up to 2%
“Yes” Responses 3 or less = 4 to 6 =7 or more =
HomeHomeHomeHome
Monthly Gross(Column 3 X Column 4)
Monthly Gross(Column 3 X Column 4)
X
X
X
X
X
X
X
X
X
X
7
Incremental Gross Profit Analysis
InternetIncremental Gross Profit Analysis
Internet
AverageMonth
AverageMonth
BDC Incrementality
(2%-5%)
BDC Incrementality
(2%-5%)
BDC Sales Contribution
(Column 1 X Column 2)
BDC Sales Contribution
(Column 1 X Column 2)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)
2 Units
$1,760
NextNextNextNextBackBackBackBack
IGPAIGPAExerciseExercise
IGPAIGPAExerciseExercise
100
“Yes” Responses 3 or less = 4 to 6 =7 or more =
2%
BDC Incrementality
Up to 5%Up to 3%Up to 2%
HomeHomeHomeHome
Monthly Gross(Column 3 X Column 4)
Monthly Gross(Column 3 X Column 4)
$7,040
Incremental Gross Profit Analysis
RTCM/RCLIncremental Gross Profit Analysis
RTCM/RCL
NextNextNextNextBackBackBackBack
IGPAIGPAExerciseExercise
IGPAIGPAExerciseExercise
X
X
X
X
X
X
X
X
XX
4
HomeHomeHomeHome
X
X
X
X
X
X
X
X
XX
4
Incremental Gross Profit Analysis
RTCM/RCLIncremental Gross Profit Analysis
RTCM/RCL
AverageMonth
AverageMonth
BDC Incrementality
(2%-5%)
BDC Incrementality
(2%-5%)
BDC Sales Contribution
(Column 1 X Column 2)
BDC Sales Contribution
(Column 1 X Column 2)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)
150
NextNextNextNextBackBackBackBack
IGPAIGPAExerciseExercise
IGPAIGPAExerciseExercise
HomeHomeHomeHome
Monthly Gross(Column 3 X Column 4)
Monthly Gross(Column 3 X Column 4)
X
X
X
X
X
X
X
X
XX
4
Incremental Gross Profit Analysis
RTCM/RCLIncremental Gross Profit Analysis
RTCM/RCL
AverageMonth
AverageMonth
BDC Incrementality
(2%-5%)
BDC Incrementality
(2%-5%)
BDC Sales Contribution
(Column 1 X Column 2)
BDC Sales Contribution
(Column 1 X Column 2)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)
150
3%
NextNextNextNextBackBackBackBack
IGPAIGPAExerciseExercise
IGPAIGPAExerciseExercise
“Yes” Responses 3 or less = 4 to 6 =7 or more =
BDC Incrementality
Up to 5%Up to 3%Up to 2%
HomeHomeHomeHome
Monthly Gross(Column 3 X Column 4)
Monthly Gross(Column 3 X Column 4)
X
X
X
X
X
X
X
X
XX
4
Incremental Gross Profit Analysis
RTCM/RCLIncremental Gross Profit Analysis
RTCM/RCL
AverageMonth
AverageMonth
BDC Incrementality
(2%-5%)
BDC Incrementality
(2%-5%)
BDC Sales Contribution
(Column 1 X Column 2)
BDC Sales Contribution
(Column 1 X Column 2)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)
5 Units
150
3%
NextNextNextNextBackBackBackBack
IGPAIGPAExerciseExercise
IGPAIGPAExerciseExercise
“Yes” Responses 3 or less = 4 to 6 =7 or more =
BDC Incrementality
Up to 5%Up to 3%Up to 2%
HomeHomeHomeHome
Monthly Gross(Column 3 X Column 4)
Monthly Gross(Column 3 X Column 4)
X
X
X
X
X
X
X
X
XX
4
Incremental Gross Profit Analysis
RTCM/RCLIncremental Gross Profit Analysis
RTCM/RCL
AverageMonth
AverageMonth
BDC Incrementality
(2%-5%)
BDC Incrementality
(2%-5%)
BDC Sales Contribution
(Column 1 X Column 2)
BDC Sales Contribution
(Column 1 X Column 2)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)
5 Units
$1,760
150
3%
IGPAIGPAExerciseExercise
IGPAIGPAExerciseExercise
“Yes” Responses 3 or less = 4 to 6 =7 or more =
BDC Incrementality
Up to 5%Up to 3%Up to 2%
NextNextNextNextBackBackBackBackHomeHomeHomeHome
Monthly Gross(Column 3 X Column 4)
Monthly Gross(Column 3 X Column 4)
X
X
X
X
X
X
X
X
XX
4
Incremental Gross Profit Analysis
RTCM/RCLIncremental Gross Profit Analysis
RTCM/RCL
AverageMonth
AverageMonth
BDC Incrementality
(2%-5%)
BDC Incrementality
(2%-5%)
BDC Sales Contribution
(Column 1 X Column 2)
BDC Sales Contribution
(Column 1 X Column 2)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)
Gross (Nat’l. Avg.) PNVR F&I
($1,238) ($522)
5 Units
$1,760
150
3%
IGPAIGPAExerciseExercise
IGPAIGPAExerciseExercise
“Yes” Responses 3 or less = 4 to 6 =7 or more =
BDC Incrementality
Up to 5%Up to 3%Up to 2%
NextNextNextNextBackBackBackBackHomeHomeHomeHome
Monthly Gross(Column 3 X Column 4)
Monthly Gross(Column 3 X Column 4)
$31,680
Incremental Gross Profit AnalysisIncremental Gross Profit Analysis
BackBackBackBack
IGPAIGPAExerciseExercise
IGPAIGPAExerciseExercise
NextNextNextNextHomeHomeHomeHome
$ 26,400 $ 26,400 Inbound PhoneInbound Phone
Incremental Gross Profit AnalysisIncremental Gross Profit Analysis
BackBackBackBack
IGPAIGPAExerciseExercise
IGPAIGPAExerciseExercise
NextNextNextNextHomeHomeHomeHome
$ 26,400 $ 26,400
$ 7,040 $ 7,040
Inbound PhoneInbound Phone
InternetInternet
Incremental Gross Profit AnalysisIncremental Gross Profit Analysis
BackBackBackBack
IGPAIGPAExerciseExercise
IGPAIGPAExerciseExercise
NextNextNextNextHomeHomeHomeHome
$ 26,400 $ 26,400
$ 31,680 $ 31,680
$ 7,040 $ 7,040
Inbound PhoneInbound Phone
RTCM/RCLRTCM/RCL
InternetInternet
Incremental Gross Profit AnalysisIncremental Gross Profit Analysis
BackBackBackBack
IGPAIGPAExerciseExercise
IGPAIGPAExerciseExercise
NextNextNextNextHomeHomeHomeHome
$ 26,400 $ 26,400
$ 31,680 $ 31,680
$ 7,040 $ 7,040
$ 65,120$ 65,120
Inbound PhoneInbound Phone
RTCM/RCLRTCM/RCL
TotalTotal
InternetInternet
Incremental Gross Profit AnalysisIncremental Gross Profit Analysis
$ 26,400 $ 26,400
IGPAIGPAExerciseExercise
IGPAIGPAExerciseExercise
$ 31,680 $ 31,680
$ 7,040 $ 7,040
$ 65,120$ 65,120
x 12 Monthsx 12 Months
$ 781,440$ 781,440
HomeHomeHomeHome NextNextBackBackBackBack
Inbound PhoneInbound Phone
RTCM/RCLRTCM/RCL
TotalTotal
InternetInternet
InfrastructureInfrastructure
BackBackHomeHomeHomeHome NextNext
InfrastructureInfrastructureInfrastructureInfrastructure
Job Description/Personality ProfileJob Description/Personality Profile
HomeHomeHomeHome NextNextNextNext
PeoplePeoplePeoplePeople
•BDC Manager•BDC Manager
BackBack
Personality traitPersonality trait SkillSkill
Organized & detail Organized & detail orientedoriented
Collect & analyze Collect & analyze metrics/run reportsmetrics/run reports
Outgoing, personableOutgoing, personable& energetic& energetic
Recruit, trainRecruit, train& motivate staff& motivate staff
Team playerTeam playerLead by example/ Lead by example/ interact w/other interact w/other managementmanagement
Job Description/Personality ProfileJob Description/Personality Profile
•BDC Coordinator•BDC Coordinator
HomeHomeHomeHome NextNextNextNextBackBackBackBack
PeoplePeoplePeoplePeople
Personality traitPersonality trait SkillSkill
Upbeat, positive, Upbeat, positive, “smiles” on the phone“smiles” on the phone
Heavy phone Heavy phone contactcontact
Quick learner, no fear Quick learner, no fear of changeof change
Ability to work Ability to work multiple software multiple software applicationsapplications
Professional work Professional work ethicethic
Vested interest in Vested interest in dealership successdealership success
Recruiting ProcessRecruiting Process
•Place an ad
•Review applicant resume online
•Conduct first interview via phone
•Conduct live interview
•Place an ad
•Review applicant resume online
•Conduct first interview via phone
•Conduct live interview
HomeHomeHomeHome NextNextNextNextBackBackBackBack
PeoplePeoplePeoplePeople
Pay PlansPay Plans
•Salary/Hourly wages
•Bonus per appointment kept
•Bonus per unit sold
•Spiffs
•Salary/Hourly wages
•Bonus per appointment kept
•Bonus per unit sold
•Spiffs
HomeHomeHomeHome NextNextNextNextBackBackBackBack
PeoplePeoplePeoplePeople
Staffing ExerciseStaffing Exercise
NextNextNextNextHomeHomeHomeHome
PeoplePeoplePeoplePeople
Participant GuidePages ##-##
Participant GuidePages ##-##
BackBackBackBack
SchedulesSchedules
HomeHomeHomeHomeHomeHomeHomeHome NextNextNextNextBackBackBackBack
PeoplePeoplePeoplePeople
RTCM Outbound CallsRTCM Outbound Calls Product Knowledge TrainingProduct Knowledge Training Incoming Calls/Internet/Direct MailIncoming Calls/Internet/Direct Mail To Do ListTo Do List
SchedulesSchedules PeoplePeoplePeoplePeople
HomeHomeHomeHome NextNextBackBackBackBack
MA
RY
MA
RY
JOH
NJO
HN
SU
ES
UE
BO
BB
OB
8:00 8:30 9:00 9:30 10:0010:3011:0011:3012:0012:301:00 1:30 2:00 2:30 3:00 : 3:30 4:00 4:30 5:00 5:30 6:00 6:30 7:008:00 8:30 9:00 9:30 10:0010:3011:0011:3012:0012:301:00 1:30 2:00 2:30 3:00 : 3:30 4:00 4:30 5:00 5:30 6:00 6:30 7:00
Opening Duties/Incoming Calls Incoming Calls/Internet Appointment Outcome Calls Lot Walk-15 min.
L U N C H
L U N C H
L U N C H
L U N C H
Participant Guide Pages ##Participant Guide Pages ##
Hardware NeedsHardware Needs•Dedicated computers
•High-speed internet access
•Windows XP / Internet Explorer 6.0 capability
•128K RAM minimum
•Network capability
•Dedicated computers
•High-speed internet access
•Windows XP / Internet Explorer 6.0 capability
•128K RAM minimum
•Network capability
HomeHomeHomeHome BackBack
Hardware/Hardware/SoftwareSoftware
Hardware/Hardware/SoftwareSoftware
NextNextNextNext
Software NeedsSoftware Needs•Data import and export
•Mail merge
•Daily work planner
•Auto reminders
•Appointment scheduling
•Report generation
•Interactive computer scripts
•Data import and export
•Mail merge
•Daily work planner
•Auto reminders
•Appointment scheduling
•Report generation
•Interactive computer scripts
HomeHomeHomeHome
Hardware/Hardware/SoftwareSoftware
Hardware/Hardware/SoftwareSoftware
NextNextBackBackBackBack
Best PracticesBest Practices•Follow recruiting process
•Pay bonus for appointments kept,not just set
•Create individual coordinator schedule
•Develop technology work-around
•Set up logical efficient work spaces
•Follow recruiting process
•Pay bonus for appointments kept,not just set
•Create individual coordinator schedule
•Develop technology work-around
•Set up logical efficient work spaces
HomeHomeHomeHome NextNextNextNextBackBack
Wrap-UpWrap-UpWrap-UpWrap-Up
ResourcesResources Wrap-UpWrap-UpWrap-UpWrap-Up
People andInfrastructure
Pages ##-##
People andInfrastructure
Pages ##-##
HomeHomeHomeHome BackBackBackBack NextNext