Day 4

Today I completed more Autobase training. There are a lot of modules to go through, especially to understand the management and BDC part of the program. I'm getting a pretty good handle on it.

The Careerbuilder.com ad went in this morning, and I already have 84 resumes, which isn't unusual. There are a lot of people looking for work that will take just about anything. I'm starting the Appointment Coordinator at $10 per hour for the first 90 days, then I'll review how well he/she is doing to warrant an increase.

I met with the Autotrader rep again to continue our discussion on the program he's putting together for us. I should get a full proposal by Tuesday of next week.

Tom Stuker's organization called me to see about setting up our BDC. I didn't tell her that I'm experienced at it, and was hired to do it. I told her to give me a call back next week to talk further.

One of the areas I need to improve on is the number of phone-ups to appointment ratio on the showroom floor. The salespeople don't do very well, which is typical in most dealerships. I was going to do some training this week, but since it's the end of the month, I thought I would wait till next month.

The Manager's and I will be having a meeting next Tuesday to discuss how we want to start the BDC. I don't want to jump in head first since that's the easiest way for it to fail. You need to start slow and grow as you go. I'm thinking to start with following-up on sold and unsold customers, and lease turn-ins. Then we'll work up to taking phone-ups, setting service appointments, etc.

Over the weekend, I'll send out a bulk email to all the applicants I've received resumes from giving them a small script to study. Something like this:

"Hi Mr. Jones, this is Mike calling from Fresard Pontiac, how are you? I'm calling regarding an internet lead we received from you regarding a new Pontiac G6. What I'd like to do is set an appointment for you to come in to pick out your new G6. What would be a good time for you, mornings or afternoons?"

Then I'll have them call my direct line and send them right to voice mail to leave a message using this script. This will give me a chance to hear them on the phone, and call back the ones I want to work with.

Talk to you tomorrow.