http://www.DealerSynergy.com/Internet-Director-Development Dealer Synergy created the most advanced and powerful training workshop for Internet and BDC Directors in the Automotive Sales Industry. If you want more information, please call 856-546-2440

2. Sean V. Bradley, CSP

3. Sean V. Bradley, CSP
• Automotive Sales professional (1999)
– 30 (33) Car Guy (Weisleder Mazda)
– 110 Internet Sales (Pine Belt Automotive 2001-03)
– 95-100 Units per month at a single point Nissan Dealership (Cherry Hill Nissan
2003-04)
• 11.5+ Years Automotive Sales, Internet Sales, BDC & Digital Marketing
• CEO of Dealer Synergy
• Trained 14,500+ Automotive Sales Professionals

4. Sean V. Bradley, CSP
• Trained over 950+ dealership
• Co-Creator with wife, Karen Bradley, on #IS20G
• FranklinCovey Certified Trainer
• NSA “CSP”
• Pioneer of Video SEO
• Author of Googleopoly
• Entrepreneur (own 9 companies, 2 are in the Multi-Million Dollar category

5. Where I Came From
• First Generation in this country
• Inner city
• Poor
• Boys home for 3 years
• Troubled childhood
• Only 1 year of College
• Bad Credit
• No money and no one to help me

6. 92 - 99% of people go online
FIRST before ever stepping
foot in a dealership

7. What makes up a
Business Development
Center (BDC)

8. BDC Director
General Manager

9. ID Director
General Sales Manager

12. Elements of an Internet Department
Departments
Incoming phone
UPs
Internet sales
Management CRM systems
Reporting &
Analytics
Technology Marketing

13. What makes an ideal
Internet Director?

14. • Automotive Sales Management
• Call Center/Telemarketing Manager
• Marketing/Advertising
IDEAL BACKGROUNDS

15. Roles and expectations
of an
Internet/BDC Director

17. 3 Square Exercise

18. The
4 P’s

19. Leadership

20. You must integrate a WIDE
range of experiences
over TIME

21. ● Coaching
● Mentoring
● Journaling
● Goal setting
● Assessments
● Evaluations

22. You are the Captain of the Ship
The primary reason Internet
Departments are successful is the
Internet Directors!

23. Developing leader traits

25. Self Learning

27. Mindset

28. Mental maturity
Dependence
Independence
Interdependence

29. Take responsibility for your
ACTIONS

30. Where is your
FOCUS?

31. Building the Right Team

32. ASK YOURSELF THE BIG
Q

33. Showroom dept
Internet dept
Interdependence

34. Create the
ULTIMATE
Internet Coordinator profile

35. How does
YOUR
Account look?

36. MOTIVATE

38. INCENTIVIZE

39. ● Power hours
● Fast starts
● Most dials
● Most connections
● reward MOST shows

40. Accountability

41. “This is a story of four people named Everybody, Somebody,
Anybody, and
Nobody. There was an important job to be done and Everybody was
asked to do it. Everybody was sure Somebody would do it. Anybody
could have done it, but Nobody did it. Somebody got angry about that
because it was Everybody’s job.
Everybody thought Anybody could do it, but Nobody realized that
Everybody wouldn’t do it. It ended that Everybody blamed Somebody
when Nobody did what Anybody could have done.”

43. Atmosphere

44. Create a Warm/Positive Environment/Culture
● Signage
● Proactive Language
● Private disciplinary action
● Beautifully wrapped constructive criticism

45. Don’t give me an excuse until you have
exhausted all solutions
- Karen Bradley

46. Communication

47. Ways we communicate
● Verbal
● Non Verbal
● Written
● Visual

49. Structure/Operations

50. Is EVERYONE working
towards
the SAME goal?

52. I want to DO X deals
This is HOW I get there

53. B L U F

55. HR + F + M = OC
GP - OC = NP

56. It is essential that your ID/BDC close deals and
move units but ONLY when GROSS profit gains
are sustained to impact overall NET growth have
you become
PROFITABLE

57. Time Management

59. Learn the difference between
Urgent vs. Important

60. Create consistency
Create common language
“Q1”, “A item”

61. You down with OPP?

62. O H I O
Only Handle It Once
Do it Delegate it
Destroy it

63. Learn to use
Projections/Forecasting
Set proper goals for your
coordinators

64. Reporting

65. Learn to master the averages
The numbers provide the focus for
where training/reinforcement is most
necessary

67. Outgoing connections - Connection to appointment %

68. Scheduled appointments - Appointment to show %

69. Showed appointments - Show to sold

70. Sold ratios

71. CRM Reports

73. Learn to recognize GOOD vs. BAD leads
Maximize ROI

74. What to do with ALL the data?
● Tweak your team
● Tweak your schedule
● Work with the desk
TRAINING, TRAINING, TRAINING
● Recruiting
● Change lead sources
● Update website/ads

75. RECAP

76. Sean V. Bradley, CSP
Thank you