Blog
Practical guidance for dealerships posting at volume, plus notes on what we ship.
The floor says the leads are junk. Marketing says the floor does not work them. Here is a weekly feedback loop with owners, a short form, and inventory actions so both teams argue from the same records.
If bots, sold-unit clicks, and incomplete records sit in the denominator, every conversion rate is a lie. Define junk, disposition it, and keep it out of the metrics you use to coach people and buy media.
A screenshot from another dealer is not a desk pencil. Verify the vehicle, rebuild your number in the open, and decide to match, hold, or walk — without training buyers that every quote gets an automatic cut.
Cross-shopping is not a lost deal. It is a buyer doing the job. Here is how to work leads who are comparing you to another lot: discovery, honest differentiation, inventory truth, and when to stay in the deal.
A click-to-call is a live conversation you missed or took. A form fill is a written request. Respond to each with a different first action, clock, and CRM note so the hotter intent does not get the slower process.
Website chat leads die in the first unanswered minute. Coverage, a short script, a CRM handoff, and an after-hours rule are how you keep the conversation from becoming another abandoned widget.
A Cars.com form fill and a Marketplace message are not the same lead. Split intake, first response, qualification, and follow-up so third-party listing leads and social leads get the process each one actually needs.
BDC conversion and floor conversion are not the same number. Here is how to compare them fairly: same funnel stages, lead mix, handoff quality, and a scorecard that does not punish the desk that took the harder work.
A 30-day onboarding plan for a new BDC rep: systems, scripts, supervised live work, QA, and a first review that proves they can own internet leads without burning the floor.